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What's your outreach strategy for free trial signups?

I'm starting to work leads that sign up for our free 2 week trial, but our current cadence is way too inbound oriented, whereas I feel like just because they sign up for a trial does not mean we should treat them like an inbound lead or like they clicked to request a demo.


Specifically with emailing, how do y'all hit up leads that sign up for free trials?

๐Ÿ”Ž Prospecting
๐Ÿ‘‘ Sales Strategy
๐Ÿ’Œ Cold Emailing
6
paddy
WR Officer
+10
Account Executive
A free trial should be last resort because you have nothing to fall back on if they don't agree. Sell on the value and if you're getting pushback but you see long term potential, then fall back on the trial.
Justatitle
Politicker
+8
Senior AE
What @paddy said. A free trial shows the company doesn't hold value in it's product and needs to generate buzz by offering a free version. If you're chasing down trial users I'd recommend why they signed up to utilize the trial, did they actually do anything in it and if there's anything they were looking to accomplish that they couldn't find in the trial that would nudge them alongย 
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
I let them get in for a day or two and get a feel for the product. After that, I see what they've done so far and hardcore complement the shit out of their progress and offer time to go a bit deeper if they'd be interested in some expert guidance. If they don't respond I'll cool it for a couple days and go back in on week 2 with a message around "With only a few days left, how can I help you get the most out of your trial of XYZ?"

Free trials aren't high converters for us, and in fact, they are kind of a hack to get into our system. However, when I find a live one I will try my best to be helpful, but not overbearing. It's all personalized, no cadence involved.
bigiron
Territory Manager
Yikes, I don't know if I agree with these comments - it sounds like you're targeting people that signed up for the free trial on their own, without a push from your company. Those are legit leads and you should treat them like that. Send each one an e-mail to introduce yourself as their rep and let them know you're there to answer any questions they have, and to help make sure the trial is setup properly so they get the most out of it. No need to push for meetings - a pull strategy is what's needed. Eliminate obstacles for them so they can make a purchase
goose
Politicker
+10
Sales Executive
Nope. ย "Introduce yourself as their rep and..."

They signed up for the free trial to avoid sales people and you are going to lead with "I'm a salesperson"?

Email them and ask them what would need to happen for them to consider for paying for the service. ย Better yet, ask them what would have to occur for them to pay double. ย Or simply ask them why they clicked the trial instead of the competition. ย At least you get some intel you can use in outreach...
bigiron
Territory Manager
"E-mail them and ask them what would have to happen for them to consider paying for the service" This is your opener? Lol.@bobushkawhy don't you do us a favor and help us entertain a friendly wager: Try my approach as well as @goose's approach and let us know which one leads to a closed deal
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DungeonsNDemos
Politicker
+5
AE of B2B
I use to sell restaurant SAAS and as mentioned - it was only ever a last resort approval if our CEO really wanted the account.ย 
We would offer monthly payments so they could "try" it, but in order to have it operational we would still require they pay the large implementation fee.ย 
I don't remember many people agreeing to that. But for restaurant owners you get some really cheap prospects sometimes.ย 
goose
Politicker
+10
Sales Executive
If it were worth anything it wouldn't be free...
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