Which outreach approach would you use? - "freemium" model

Question

ok team let me know your thought.

We have a free product that our customers can use. we have a couple thousand accounts that have signed up for it that have little to no usage.

(created a lot in maybe added a user but thats it)

some of these accounts are target accounts for me.

when doing out reach would you mention the sign up or not?

Option 1:

Calling leadership and having the reason for my call being the fact that their group has signed up for the free product, trying to gauge their need for the solution and pushing for a call to explore the product more.

thought being that mentioned the sign up could "warm up" the call and I could push them to use something they already have

Option 2:

Calling leadership and NOT mentioned the sign up and handling it more like a normal cold call.

Thought being, there is a GOOD chance they have no idea someone signed up, and it could be distracting to the goal of the call.

what would you do?

what additional info do i need to add to help?

Accepted Answer

Leverage the relevancy of the tool being in place but underutilized, and you'd like to get their team personally onboarded and trained up.

Answer

My instinct is to mention it, but I'd be interested to hear the results if you did some A/B testing here. If you've got a few thousand samples, that would certainly yield some statistically significant results.

Answer

I'd use it. Valid business reason for the call. Lots of places to take it.

Answer

I hit the wrong one, definitely mention the sign up.  Perhaps they forgot they had access, or maybe a good opportunity for training on the free product and some up sell

Answer

I don’t handle inbound leads but you could be like hey a lot of people fill this out by accident is that the case here?

Answer

Better go with Option 1 to avoid any distraction and just try to assure them anyways that their main subscription they already made will remain free with not change, and finally make sure to highlight the main new features they will be able to get once they'll subscribe to it!

TennisandSales

Which outreach approach would you use? - "freemium" model

Which option would you try (assuming trying both is not an option)

11 comments

TennisandSales

Which outreach approach would you use? - "freemium" model

Which option would you try (assuming trying both is not an option)

11 comments

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