When this comes up, its very dependent on how engaged they've been and how respectful the prospect has been to my time.
If I'm getting constant updates through out the testing and they've been responsive, I don't mind giving an extra week or two. If they're ghosting me and only reach out when they need something, I'm a bit more conservative in regard to what I'll do.
On my end, it's as simple as me extending the trial... BUT, I make it seem like it's a process to get the extension approved. I try to use it to get some additional questions answered and say that those answers are needed for the approval process. Here's a couple of example questions I might ask that "are needed to fill out the extension request form":
- Is the delay is testing due to priority changes at your organization?
- What still needs to be accomplished on your end in regard to the testing before making a final decision?
- What approvals are still needed prior to moving forward?
How does the rest of the community deal with these requests?
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