Obviously, getting people to recognize that the tool is important enough in terms of time/hassle to pay for is super hard. What advice would you have for me?
In my experience if it doesn't solve a top of mind burning problem for your customers, selling is going to be uphill all the way. When do people have the pain that your tool solves? And how would they go about finding a solution to that pain? And how do you harvest that intent?
Hiten Shah has a good framework for marketing:
1. “Who are your customers?” 2. “Where do they hang out?” 3. “How should you engage?”
You can read more here: http://home.profitwell.com/saas-dna-project/hiten-shah-saas-...