closesomething

Account Executive

Withholding trial access to a prospect

I would love some additional ideas about managing the expectations for a trial evaluation period. We often open up trial access to prospects so they can evaluate our product but it's generally short - 1 week or even less.

How have others handled the discussion when a prospect asks for a lengthy trial and you're worried they are just using you for free services?

👑 Sales Strategy

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overheard_sales

Politicker

CEO - Overheard_Sales

Set stagegate goals. IE: Day 1 you get access. Day 3 you meet with us to check how it's going. Day 5 we decide if you will pursue a contract. If you miss a gate, we shut off the trial. Keep it tight

CadenceCombat

Tycoon

Account Executive

@overhead_sales this is the way.

closesomething

Opinionated

Account Executive

Love a tight process. Thanks!

The_Sales_Badger

Notorious Answer

Account Executive

Nailed it. Also, make them commit to giving you the business. This only works if you have done a thorough discovery and have all of their pain points."

"I want to make sure that we are 100% on the same page. Based on our first conversation, you looked for a solution that solves for A, B, and C. Is there ANYTHING I'm missing?

Okay, terrific. To grant access to a trial of that length, we need to validate that if we meet all of your needs, you will be ready to move forward on (specific date). Is there anything that would stand in the way of you purchasing then? (do not give them a lengthy trial if they hesitate.)"

Finally, you set up your weekly cadence. "Do you have your calendar available? Can you? I want to go ahead and set up our 15-minute weekly check-in call now."

*Set up 1 meeting for every week they have the trial on that first call. That way, it's already locked down*

That check-in call needs to validate everything again each week. Have we solved all of their problems? Have their expectations changed? Is there anything standing in the way of that close date?

Sorry to ramble on - this is exactly right. I just wanted to add a little context.

softwarebro

Politicker

Sales Director

I think the prospect should have valid reasons or concerns for an extension. Once those are received, it's a judgment call on you as a salesperson.

kgotti

Opinionated

Key Account Executive

There's a ton of variables here. I'm assuming your trial doesn't need to integrate any other software to show it's value and doesn't need to be installed?

Also it depends on what your deal sizes are and the length of the sales cycle. For example I have a 14 day trial for the product I sell, but that's more used to check very high level boxes that my product does what we say it does. Once they check those boxes and there is interest we will extend the trial for 30-60 days If not longer to run a PoC.

In sum, your prospects may be used to something like this, and not have really read the fine print when they sign up thinking they have ample time to test. Or with larger companies I run into scenarios all the time where they need to get permission to deploy new software which they as for after starting a trial and that could take a week by itself.

Soiboi

Politicker

Account Executive, EIAS/Compliance

Don't offer PoC/sandbox until they're convinced you're the right fit and they have the authority and money to make that change...

I've handed over demos before just because they asked and those opps went nowhere BUT we spent the resources on our side to make it happen.

Just remember a Demo, or Discovery call or PoC costs $ and should be used appropriately as a stage to progress up into the business and grab higher stakeholders.

Dealsonwheels

Opinionated

Technical Sales Executive

We used to run into issues a lot with trials going nowhere - customers all of the sudden not having time to test it out.

I've had a lot of luck with 13 month contracts with the 1st month (trial) free and a 60 day out clause if they're unhappy.

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closesomething

Withholding trial access to a prospect

8 comments

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