bobushka profile picture
bobushka profile picture

bobushka

SDR

Contributor
Fire Starter
Old School Bravo

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?

🔎 Prospecting
👑 Sales Strategy
💌 Cold Emailing
6

10 comments

Sort by:
paddy
WR Officer
3
Director of Business Development
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.
poweredbycaffeine
WR Lieutenant
2
☕️
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.
Justatitle
Big Shot
1
Account Executive
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 along 
bigiron
0
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
0
Sales Executive
Nope.  "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.  Better yet, ask them what would have to occur for them to pay double.  Or simply ask them why they clicked the trial instead of the competition.  At least you get some intel you can use in outreach...
bigiron
0
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
goose
Politicker
0
Sales Executive
Why the f would that be an opener?!?  And using the word "opener" makes you sound like a sales person.

All I’m saying is if you sound like a sales person they will treat you like a sales person.  
bigiron
0
Territory Manager
Sounds like I struck a nerve, lol. Why all the self-loathing @goose ? Are you ashamed of being a sales rep or something? You're not doing yourself or the industry any favors by treating sales like a dirty word. Tricking your prospect into thinking you're not a sales rep and then flipping a switch and asking him/ her what it will take for them to buy the product is cringe AF. But I digress... why are we arguing? Talk is cheap. That's why I told @bobushka to try both of our approaches and see which one actually works. I've hit P club 8 years out of my 11 years in sales so I'm not too concerned about what some random dude on the internet thinks about my "old school" and "out of touch" advice
DungeonsNDemos
Big Shot
0
Rolling 20's all day
I use to sell restaurant SAAS and as mentioned - it was only ever a last resort approval if our CEO really wanted the account. 
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. 
I don't remember many people agreeing to that. But for restaurant owners you get some really cheap prospects sometimes. 
goose
Politicker
0
Sales Executive
If it were worth anything it wouldn't be free...

Related posts

189
Members only

Free Sales Tools + More Resources

Advice
☁️
🤓
📚
92
5

Trial turmoil

Discussion
👑
☁️
😎
7
9

Free Cadence Tool that I like/use

Advice
🔎
📚
10
Bravado is a community of trusted sales professionals endorsed by their customers.
Apple Store logo
Products
The War Room Jobs Salary Guide Tech Sales U
Company
About Us How It Works Blog Bug Bounty
Contact
Press Careers
© 2024 Bravado Inc. All rights reserved.
Privacy Policy Legal and Privacy Center Sales Jobs
If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.