📂 From 2 to 14 new customers per month with onboarding changes

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I'm partnering with them to aggregate all Swipe Files content to concurrently live on The Juice platform, and if you're creating content for your company, you should too. I have three(ish) words for you: built-in distribution.

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Today's newsletter is by my friend and SaaS copywriter Pedro Cortes.

Pedro works with dozens of SaaS companies to improve their landing pages, onboarding, and conversion flows and he ALWAYS has amazing results to show.

And for the Swipe Files audience only, he's sharing some behind the scenes content of real projects with clients.

SiteGuru is an SEO tool that gives you actionable reports. Instead of showing you useless data, it shows you the actions you should take.

Example: “Fix this redirect on X page” or “Add a back link to this page” and many other tips.

The best part? It prioritizes them automatically between ease of implementation and potential increase in rankings.

Perfect way to do SEO with 5-10 mins a day!

So why was I brought in to help?

The problem here wasn’t the product but the time that it takes to get the “quick-win” during the onboarding.

The faster we get there the sooner we get the trial user to think “wow, this is exactly what I need”.

The problem here is that to generate the first report would take around 30 mins!

So users would leave the tool, focus on something else and hopefully come back to check the report.

By that time the excitement really wears off and becomes harder and harder to convert them.

(regardless of how many “cool” emails we sent them)

“What changed?”

It boils down to 3 things:

#1 - We reduced the time it took to get a report

Instead of checking the top 2000 pages, the founder changed it to check the most important ones (the top 100 I believe) and got the report time down to 5 mins. HUGE!!

#2 - We remove any time (wasted) waiting

I simply sketched this out on a call with the client and told him to add it to his onboarding right after the user created the report.

This way while people were waiting they WOULDN’T leave the app and would either invite a team member (to get more people hooked to the product) or add another website (gets them more hooked to the product anyway).

#3 - We incentivized action

We added an extra incentive. For people that created their first report within the first day we offered a discount for the first month if they sign up right away. We did the same thing for people that were in the last days of the trial but didn’t seem like they were about to convert.

“What was the result?”

We turned that time delay into an advantage that increased adoption!!

The numbers speak for themselves here.

—Pedro

Thanks again to Pedro for sharing the case study. Make sure to go follow him on Twitter and LinkedIn.

What did you think?

—Corey

p.s. did you see that I launched my new course, Marketing Like A Media Company? Would love for you to check it out →​

Thanks again to our featured sponsors:

1. ​Agorapulse: “The Zappos of social media management platforms” helps you plan, schedule, and report on your social presence.
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3. ​The Juice: “Spotify for marketing & sales content” to discover blogs, podcasts, and videos to help you grow your business.
4. ​42/Agency: My #1 recommended demand generation agency for SaaS to help you drive demos and signups.
5. ​Supermetrics: Get all your marketing data into your reporting tool of choice. Push data from 70+ integrations into Google Data Studio, Sheets, and more.

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