How to Write Sharper SaaS Website Messaging: Make Your User the HeroHaving revamped over 80 websites in the past 5-6 years, a recurring theme emerges: SaaS companies often miss the mark with their website messaging. The problem typically falls into one of two traps:The copy talks entirely about the company and product, making the company the story’s main character and sidelining the user.In trying not to be self-centered, the messaging becomes abstract and vague—so intent on avoiding “us” that it says nothing of substance.Both fail to engage prospects in a meaningful way.Make the User the Main CharacterEffective SaaS messaging puts the user at the center of the story. Instead of focusing on what your company does, the messaging must show users what they can do—because of your product.This shift is simple, but transformative. When users see themselves in your product story, envisioning how their daily challenges are solved, your messaging becomes magnetic.What to Do Instead: Concrete, Utility-Driven MessagingHere’s a practical framework to craft sharper SaaS copy:1. Name the FeatureStart by naming the feature, clearly and directly. Avoid jargon or clever abstractions. Users look for explicit cues—they want to know what the product can actually do.2. Frame It as a Business CapabilityDon’t stop at the feature name. Show how it empowers users in their business or workflows. This connects the product feature to tangible capability.3. Describe How the User Can Use ItSpell out the user’s own actions. Focus on real-world context: what tasks, problems, or goals the feature impacts.Avoid generalized aspirational statements like “Grow your business.” Instead, aim for specific utility: “Send automated invoices in one click and get paid 3x faster.”SaaS Messaging ChecklistRefine every line of your messaging with these questions:Does the copy lead with what the user can do?If the first sentences describe your features, flip them. Lead with outcomes and actions from the user’s point of view.Are features explained through their day-to-day utility?Don’t just say what the software does—show how it fits into users’ routines and solves practical problems.Is it clear what market category you are in from the value prop?Ambiguous descriptions confuse and repel—be explicit about your positioning and what you replace or improve.Is the product the enabler, not the hero?The product should serve as the tool that helps users achieve their goals. The user is Luke Skywalker; your product is the lightsaber.If your copy doesn’t pass this checklist, revise until it does.Before and After: SaaS Messaging in ActionOld Way (Company-Centric, Vague):“Our innovative dashboard solution leverages AI to deliver deep insights for your enterprise.”Sharpened (User-Centric, Utility-Focused):“Spot patterns in your sales pipeline instantly—filter, track, and export data in seconds, no analyst needed.”Old Way (Aspirational but Empty):“Unlock your business’s full potential.”Sharpened:“Schedule client calls in one click—no back-and-forth or missed opportunities.”Practical ExampleLet’s say you offer a cloud-based document editor:Poor Copy:“We use cutting-edge technology to create seamless collaboration.”Sharper Copy:“Edit docs with your team in real time—see changes instantly, add comments, and share feedback as you work.”Final ThoughtThe best SaaS websites are clear, concrete, and relentlessly user-focused. Make your user the main character, your product the enabler, and your value prop unmistakable.Every line should help users answer:What can I do now that I couldn’t do before—and exactly how does this product help me do it?If your website delivers that clarity, you’ll stand out—no matter how crowded your market.
How to Write Sharper SaaS Website Messaging: Make Your User the Hero
Having revamped over 80 websites in the past 5-6 years, a recurring theme emerges: SaaS companies often miss the mark with their website messaging. The problem typically falls into one of two traps:
- The copy talks entirely about the company and product, making the company the story’s main character and sidelining the user.
- In trying not to be self-centered, the messaging becomes abstract and vague—so intent on avoiding “us” that it says nothing of substance.
Both fail to engage prospects in a meaningful way.
Make the User the Main Character
Effective SaaS messaging puts the user at the center of the story. Instead of focusing on what your company does, the messaging must show users what they can do—because of your product.
This shift is simple, but transformative. When users see themselves in your product story, envisioning how their daily challenges are solved, your messaging becomes magnetic.
What to Do Instead: Concrete, Utility-Driven Messaging
Here’s a practical framework to craft sharper SaaS copy:
1. Name the Feature
Start by naming the feature, clearly and directly. Avoid jargon or clever abstractions. Users look for explicit cues—they want to know what the product can actually do.
2. Frame It as a Business Capability
Don’t stop at the feature name. Show how it empowers users in their business or workflows. This connects the product feature to tangible capability.
3. Describe How the User Can Use It
Spell out the user’s own actions. Focus on real-world context: what tasks, problems, or goals the feature impacts.
Avoid generalized aspirational statements like “Grow your business.” Instead, aim for specific utility: “Send automated invoices in one click and get paid 3x faster.”
SaaS Messaging Checklist
Refine every line of your messaging with these questions:
- Does the copy lead with what the user can do?
- If the first sentences describe your features, flip them. Lead with outcomes and actions from the user’s point of view.
- Are features explained through their day-to-day utility?
- Don’t just say what the software does—show how it fits into users’ routines and solves practical problems.
- Is it clear what market category you are in from the value prop?
- Ambiguous descriptions confuse and repel—be explicit about your positioning and what you replace or improve.
- Is the product the enabler, not the hero?
- The product should serve as the tool that helps users achieve their goals. The user is Luke Skywalker; your product is the lightsaber.
If your copy doesn’t pass this checklist, revise until it does.
Before and After: SaaS Messaging in Action
Old Way (Company-Centric, Vague):
“Our innovative dashboard solution leverages AI to deliver deep insights for your enterprise.”
Sharpened (User-Centric, Utility-Focused):
“Spot patterns in your sales pipeline instantly—filter, track, and export data in seconds, no analyst needed.”
Old Way (Aspirational but Empty):
“Unlock your business’s full potential.”
Sharpened:
“Schedule client calls in one click—no back-and-forth or missed opportunities.”
Practical Example
Let’s say you offer a cloud-based document editor:
Poor Copy:
“We use cutting-edge technology to create seamless collaboration.”
Sharper Copy:
“Edit docs with your team in real time—see changes instantly, add comments, and share feedback as you work.”
Final Thought
The best SaaS websites are clear, concrete, and relentlessly user-focused. Make your user the main character, your product the enabler, and your value prop unmistakable.
Every line should help users answer:
What can I do now that I couldn’t do before—and exactly how does this product help me do it?
If your website delivers that clarity, you’ll stand out—no matter how crowded your market.
