Imagine this - It's Saturday and you just finished a great workout.

You're sitting by the pool in the summer heat, and one of your good friends tells you how he has closed forty 12-month deals in the last three weeks - $40,000 in new business.

This is not an ordinary sales guy, but actually the leading salesman for a $3M ARR B2B SaaS.

I started to ask him about his sales technique and then...

He dropped a huge knowledge bomb on me.

This blew my mind. I started to object like a customer.

He swiftly handled my objection, then the next one, then the next one.

I was ready to buy an annual subscription and I don't even need the tool.

​

It got me thinking about the offers my SaaS companies have.

About month-over-month churn.

About how much time I spend on demos.

About the tire kickers who ask for a free trial for a $47 subscription.

These tools literally save people DOZENS of hours per week and this is what you deal with.

​

All because of what? I am too afraid to ask potential customers to pay upfront in exchange for a discounted annual rate.

I'll repeat this valuable point

It gets customers to commit to the tool.

They commit with their money and they'll have to come back to use it!

​

So how'd pitching the high-ticket version go for me?

This week I got on a demo with a qualified booked-in call and pitched the annual deal.

He didn't even bat an eye at the price. We're likely onboarding his team in the next week.

​

With that startup, our current customer LTV is currently $93.

The annual plan is paid up-front totaling $1,500.

A 15x increase in LTV through one bold conversation with the right ICP.

Here's another way to increase LTV for those of you who run one-time purchase businesses.

Another client of mine has an incredible AI tool.

The problem? The value received from the tool is generally valuable once. At the time of purchase.

In June, the business had about $3k MRR from 18 customers and they all have churned.

Why? Little recurring value.

So what did they do?

Let me break this down.

When a user goes to purchase, they can pay $39 for one credit. Standard pricing.

But there are other two juicy offers available.

$109 for 5 credits ~50 discount

$189 for 20 credits ~90% discount

They can use the credits to purchase other useful items in the tool and even receive more credits for referrals.

The credits have become the currency and new users cannot get enough of them.

The average customer purchase price has doubled with the new credit system.

​

​

Try it out and let me know what you think.

​

​

Your SaaS Launch Partner,

Mike

Find me on Twitter

​