So many software companies happily demo me their product but never offer me access to it so I can use it myself. I find the biggest concern sales leaders have about offering a free product trial is the assumption it would devalue the high price that was trying to be charged. I don’t understand that way of thinking and believe if you’re obsessed about the price you can charge you’re not thinking about how best to help your customer with their decision to buy. My obsession is to always do everything I can to show my prospects the value of our product and service and I’m always excited to let them get their hands on our product.
Here are 5 things you should consider doing when implementing a free trial of your product.
Set a time period for the trial
Once you’ve understood the timeframe your prospect is working towards for a decision, then I’d suggest offering the free trial in line with it. So if they’re looking to have sign off in 6 weeks then say “I’m going to give you access to your trial site for the next 6 weeks to support you and your team in your decision and it will expire on the 30th April” This is much better than offering ’30 day access’ as a blanket offer for everyone, the trial period needs to benefit your customer and their buying process. Setting the trial period to end on the ‘decision date’ is a nice way of keeping you and your sales prospect focused on it.