SaaS Marketing Strategy - Free Trial Success Secret 1: No More Evaluations

The 7 Secrets toFree Trial Success

Turn your ‘Free Trial’ into a Customer-Creating Machine!

Lincoln Murphy Presents...

http://sixteenventures.comLincoln Murphy

http://sixteenventures.com

http://sixteenventures.com

7 Secrets to Increasing Conversions with Free Trials

Secret #1: No More Evaluations

Lincoln Murphy


If you believe people sign-up for your Free Trial to do any of the following:

- Evaluate your product- Try before they buy- Kick the tires- Poke around- Explore- Play around

You've already lost them!

Lincoln MurphySecret #1: No More Evaluations


You have to believe they are there to start using and then to buy your product.



They might think they’re there to do those things but you can’t think that.



They might have 8 products to evaluate - all with feature parity - so they sign-up for your trial as a part of that evaluation process.

How can you ensure that yours is the one they end up paying money to use?



Get them to use your product rather than evaluate / try / kick tires / etc.



It starts with a mindset switch from thinking like the customer who says “I am supposed to be evaluating products...”



To thinking like a vendor who says “I’m going to get this person to start using my product and become so engaged and invested that they don’t even evaluate the other products on their list and just buy mine”



That is a MASSIVE mindset shift, but that is how your Sales Process - and your Free Trial - can actually become a Competitive Advantage.



Sure, they have 7 other products to evaluate, but they don't even get try to the others because your Free Trial strategy actually pulls them in and gets them to use the product rather than simply ‘evaluate’



While your 7 competitors wonder what’s going on... all your products are pretty much the same, right?



Low-touch sales process or high-touch, it doesn't matter... this is the way it should work.



Remember, even though it’s a “Free” Trial, there’s no such thing as “free” from the customer perspective



They are “investing” time and resources into your product



The more they “invest,” the more likely they are to convert



It’s your job to get them invested as much as possible during the Free Trial



People don’t invest much in “evaluations” so you need to move them away from evaluation and toward “use”



You do this by designing a Free Trial strategy - an experience - around the goal of initial use (Engagement) and deeper use (Investment) to make Conversion the logical choice.



This might seem like a simple concept on the surface, but for most of you, it will require a complete mindset shift...



but a mindset shift that is totally worth it!


For the Ultimate Free Trial Resource Guide, visit:

http://sixteenventures.com/free-trial-resource-guide





SaaS Marketing Strategy - Free Trial Success Secret 1: No More Evaluations

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