A founder building a SaaS tool for small teams shared a problem that probably sounds familiar. People seem genuinely interested during demos, but very few actually go on to subscribe.

They’re trying to figure out whether the issue is the pricing, the product, the sales process, or simply that the customers aren’t seeing enough value.

If you were in this position, how would you work out what’s really stopping people from buying?

The million dollar question to ask yourself: What's the USP? There are billions of really cool SaaS tools/Apps out there. It's like going high street shopping: you'll always see things you like (show interest), but how often does this turn into a sale?

The product needs to be needed, if demos aren't turning into sales, then it isn't needed: just desired (and this probably isn't a price thing)

12 hours ago, MaherGBR said:

The million dollar question to ask yourself: What's the USP? There are billions of really cool SaaS tools/Apps out there. It's like going high street shopping: you'll always see things you like (show interest), but how often does this turn into a sale?

The product needs to be needed, if demos aren't turning into sales, then it isn't needed: just desired (and this probably isn't a price thing)

Yeah, I’d probably stop asking people what they think of the demo.

“Looks great” doesn’t mean much if they’re not willing to change how they work or pay for it.

I’d dig into what they’re doing today and what’s actually annoying them about it. That usually tells you more.