The Ultimate Guide to SaaS Marketing

The Ultimate Guide to SaaS Marketing


Welcome to this insightful episode with Dr. Terri Levine, where she unveils a powerful 5 step guide for crafting an effective SaaS marketing plan that you can apply for your coaching and consulting business.

Dr. Terri Levine advocates for customer acquisition through an enticing strategy: offering a free 7-day trial for your software. This entices potential users and provides them with a risk-free opportunity to explore the features and benefits of your product.

She introduces the power of automated webinars, presenting a dynamic funnel with two irresistible offers. 

And so much more!

Discover how to captivate your audience and pave the way for conversion, setting the stage for a successful software launch.

Tune in and get ready to elevate your SaaS products to new heights.

Key Highlights From The Episode: 

[01:08] Guide to creating your software marketing plan

[01:19] Step #1 Acquire new customers by creating a free 7-day trial for your software 

[01:54] Step #2 Launch an automated webinar funnel with two offers 

[03:51] Step #3 Sell a course teaching the best strategies for using the software

[04:11] Step #4 Give bonuses

[04:43] Step #5 Paying for ads 

[06:01] Connect and get Terri’s help:

Golden Nuggets:

  • Small changes can lead to big results. [03:22]
  • Running paid ads is the fastest way to grow a business if you don’t have a massive audience or connections with people who have a large audience. [04:46]

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Full Transcript:

Hey, there, it’s Dr. Terri Levine. Welcome back to Digital Marketing for Coaches & Consultants. And today, I’m actually going to give you an example of what I did for a software as a service business. And I want you to use your thinking cap and ask, “How can I apply that to my coaching or consulting business?” If you want to stop struggling and easily grow your business. So, I was working with the software as a services company, and they wanted to grow their business fast, and also be a coach who’s doing software as a service as a new business. So, I created the following marketing plan for them, and it works so well.

I wanted to share it with you because, if you’re creative, you can apply it to your coaching and consulting business as well. So, the very first thing that I needed to do because they were newer is they had to help them acquire new customers. So, if you need more clients, pay attention. I created a free seven-day trial of their software, you could do that with your consulting or your coaching. And a credit card was required, and the card was charged after seven days if they did not cancel. They added 3,691 active monthly paying customers in only 90 days using this strategy.

Now, because they wanted to make sure that this model was scalable, along with that, the second step was to launch an automated webinar funnel with two offers. Pay attention, this applies to coaching and consulting. So, here’s what would happen: People would register for the free webinar, and this is when my software as a service company makes a one-time offer to get a particular seven-day free trial of the software. And, at the end of the webinar, there was an offer for 700 bucks to use the software for six full months plus get access to a free training. And I have to tell you, this worked like crazy. It will work in a coaching and consulting business because I’ve done it there as well.

The offer converted out a little over 12%, which gave my client money to spend on ads at a profit. So, this may sound strange, but we weren’t interested in making money on the $700 offer, we simply used that offer to pay for ads because, even if my client simply breaks even, they’re acquiring leads, trials, and customers for free at scale. And so, the $700 offer was bringing in cash flow, it was growing the business of $700 buyers continue, typically, on the subscription after six months. And then, we positioned the offer which is why the offer converts so well. The offer itself, as you know, is key.

And even small changes can lead to really big results. So, the average customer of this particular software pays $70 per month, and there’s a higher more premium package at 125 a month. So, on the webinar, I had my clients sell six months of the premium package for only 700 bucks. And you may be like, “Well, there’s no advantage for people to prepay for the software six months in advance without even trying it.” So, here’s what I did, and this worked. On the webinar, I had my clients sell an eight-week course that would teach the best strategies for using the software.

And I had the client clearly tell their audience that the course itself would sell for $1,500 all by itself. And, by the way, that’s factual amounts on my client’s website. The course itself sells for 1,500. Then, I had my client throw in five bonuses. I’m not going to go through all of them, but the big bonus was bonus number one; free six months access to the software, we call that the best package. My client screen shared, showed them that they can pay 700 bucks for the package on their website, or today they can get it for free when they invested in the course.

So, can you really breathe this strategy in? They still will pay 700 bucks for it, yet it feels very, very different now. It feels like they’re getting an amazing deal. The other thing to keep in mind is paying for apps. The client didn’t have a massive audience, didn’t have connection with people with a large audience. So, in this case, running paid ads was the fastest way to grow their business. Period. And it’s the main traffic source. And the reason why my client was able to build an email list of over 70,000 people from scratch, and right under six months, growth group zero as a startup software as a service company to over $190,000 a month in recurring income in six months, and to get more than 1700 customers on a monthly subscription.

So, I want you to keep something in mind, this client started with no audience, brand new software, brand new market. And here’s the truth: Ads work. And if they don’t work for you, it’s because your offer, frankly, is no good, or your sales process doesn’t convert, or you’re just not good at creating optimizing and scaling ads, which I find most people are not very good at. So, I hope that you’re being creative, and you’re taking this in and saying, “Ah, how can I apply this to my business?” This should have been very helpful for you. If you want to talk about your business and see if we can create a plan for you, we’re happy to do that.

Just go over to and schedule some time, and we’ll be happy to chat with you, give you some ideas, and help you create your marketing plan all as our way of giving back. Thanks for joining me today. Be sure to subscribe, share the podcast. Leave us a five-star review, would you? Thanks for joining me. Bye for now, see you next time here at Digital Marketing for Coaches & Consultants.

[End Of Audio]

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