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2 Ways To Improve Lead Quality For SAAS / Tech Free Trial [Reply]Tech product free trials -
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Instead of having to pay a commission for every basic, low-cost package you sell, you can let your Sales team focus exclusively on high-value prospects that need extra hand holding and who can afford to pay a premium price.
If you can optimize your free trial conversion rate, you may be able to grow much faster than if you only offer a demo. Individual contributors also frequently search for tools to make their jobs easier. When those employees find a tool that works well for them, they may request that their managers consider purchasing the tool for the whole team.
And for managers, purchasing a tool that employees have already tested and begun to adopt is much less risky than introducing a new tool in the hope that employees will adopt it. If you want to achieve faster user growth and speed up your sales cycle for SMB customers, a self-serve free trial could be a great option, if you take care to mitigate the risks.
The biggest risk of a free trial — and one that is often overlooked by companies when they first introduce a free trial — is that you only get one chance to impress users with your product. If your free trial conversion rate is too low, your user growth may stall or even slow down as compared to when you only offered a demo.
The key to a successful free trial is to make sure your users can accomplish something meaningful during the trial. We explain this further in our guide to improving your free trial conversion rate , but there are two essential steps you must follow to mitigate this risk:.
Many companies that offer both a free trial and a demo structure their landing pages with two calls to action: one to start your free trial, and one to request a demo.
Sales teams are still an essential part of most product-led strategies, but their role looks different. To identify those prospects, Sales teams rely on product qualified leads PQLs. A PQL is a lead who has already experienced meaningful value from your product, making them much more likely to become paying customers.
This can be a big problem for opt-in free trials and usage-based trials, especially if customers can get value from your product without much setup. A small amount of abuse of your free trial is inevitable. In this case, it might be better to switch to a freemium model and give away that product for free and find more advanced problems to solve with your paid product.
Even though a majority of software users say they prefer learning about a product on their own through a free trial, there are still many cases when a product demo is a much more effective way to show the value of a product. As we mentioned before, for most companies, it makes sense to offer a demo, even if you also offer a free trial, because some portion of your customers will always prefer the additional handholding and the opportunity to ask questions before they buy.
But there are a few scenarios where it makes sense to only offer a demo and not a free trial :. We provide a more in-depth analysis of when to use a demo-only model in our article on product-led growth vs sales-led growth.
Free trials are so common that it is an understatement to say that competition is fierce. Almost all successful companies in SaaS like Slack, Asana, Dropbox, Zoom, Snowflake, and more have implemented either free trials or freemium models, or both.
Are you doing something different or offering something extra, like incentives or freebies? For example, Dropbox incentivized its product trials in the following manner:. Free trials are not a one-size-fits-all approach.
For the model to work, you need to ask yourself the following questions:. If it does, then the user will not be able to derive the intended benefit out of your free trial. Your product should be easy to use. Instant support during product trials is a must, and the need for it only increases with an increase in potential prospects.
If either is not there, you might need to rethink implementing a free trial. This is the most critical question since converting your free trial users into paying customers forms the crux of a free trial. From onboarding to support, you must keep your users constantly engaged, through a well-designed user experience to a high-level product overview as part of onboarding to quick follow-up and end-of-trial emails.
Onboarding is an ongoing process. Check out this blog to know what you can do to craft a seamless user experience with onboarding and beyond. Implementation includes choosing the type of free trial you can offer and figuring out the time limit on your trial, which will require extensive experimentation.
And this might be pretty cumbersome and difficult to do on your own. So, ensure seamless execution with a robust billing software that can help you set up one-click trial extensions, trial ending reminders, smart drip campaigns, eliminate developer dependencies, and a lot more.
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Founder of ProductLed and bestselling author Dental product giveaways Product-Led Frre. Product demos Tch free trials are two popular ways fdee let customers Oral care promotional items a software product before buying. And for most Cheap eats discounts SaaS companies, it always makes sense to offer a demo because some of your customers prefer the opportunity to talk to a human before making a purchase. At the same time, offering a free trial carries several risks — which many companies underestimate beforehand. To learn more, take our free course on the fundamentals of product-led growth. Many software companies use a combination of multiple types of demos, with or without a free trial.
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