Your customers can sample what you have to offer through freemium models and free trials. Often, companies struggle to get their customers past the free stage. The freemium will continue to be used if you do not have a clear free-to-paid conversion strategy. In this blog, we will give you the 2 best tips on how to generate momentum in engagement and follow-up after the free period.
Tip 1: Don’t jump into giving customers a free trial
The free trial requires a lot of setup and configuration, but it introduces buyers to the product well. Demos are easier to conduct, take less time, and can be tailored to the buyer's needs. When do you offer demos and free trials?
- Consider offering demos when your product or the buyer's workflow is complex. Having a demo can help you develop a more personalized demo and go in-depth about teaching the buyer if they don't have time to set up a free trial.
- Providing a free trial is a good idea if your product interface is straightforward and your buyer consists of a mix of departments. Using this method will free up higher-cost sales resources and let you track feature usage.
Most importantly >> You need to introduce the paid products at the right time. Once the trial period ends, you can explain the process for upgrading to a paid version. To entice active customers toward upgrading, you can unlock paid features for a limited time or extend the free trial period. Not only that, you can offer lucrative discounts for new customers for the first few months of a subscription.
Tip 2: Think buyer's journey when taking action
Keeping customers top of mind is crucial, and the most important thing is to do so while they are still listening because their attention spans are short. Focus on your prospect's business needs instead of your product's features. Get to know your buyer's goals and objectives, so you can offer CTAs that speak to them.
- As part of your free trial CTAs, offer value assessment tools so buyers can figure out the product's usefulness. Give them confidence by sending them case studies and customer success stories. Don't forget to offer a discount to entice them.
- In demo CTAs, give them technical documentation or a checklist of requirements/implementation so they're confident about the purchase. Offer free consultations with experts. Give them ROI calculators so they can figure out their resources.
Final Thoughts
Sniff out the high-qualifiable leads
Look for these signs of an active buying cycle when deciding which are the most qualified leads for your business:
- Direct inquiries from leads – they usually don't require a sales call from a rep or click on a "call me" button.
- Leads who downloaded "premium" content – they took the time to digest or attended an hour-long demo/webinar, which indicates high interest.
- Leads with the same challenges as your current customers – can be identified by tracking the types of content they download or inquiries they make.
- Asking for a group trial - B2B buyers usually work in teams, so if only one person tries out your product, that's not a great sign.
You'll be able to follow up with the right conversations in the right way after a free trial or demo, resulting in more closed business.
You will enjoy immense growth opportunities if you partner with the right service provider. Get a better start with Zooloo. Our team is happy to assist you with your journey towards digital transformation. Please contact us at sales@zooloo.asia.
- Discover more about Customer Engagement Strategies
- Find some tips on e-Commerce Strategies
- Looking closer at e-Marketplace Strategies
- Read about The Digital Transformation Journey
- Learn more about our “Digital Backbones”
Tags: #CRM #MicrosoftDynamics #digitaltransformation #B2B #digitaladoption #digitalintegration #digitalsolutions #wholesaletradesector #wholesaletrade #ecommercestrategy #smestrategy #edg #emarketplace #customerengagement #customerretention #ordermanagment #inventorymanagement
