Does this sound familiar? Prospects sign up for the free trial but never convert to paid customers.
Even the best products on the market struggle with conversions if they have gaps in the sales funnel around the free trial or demo. You need to know how to re-engage prospects and keep them engaged with your product.
Are you ready to discover top strategies for engaging prospects at the critical demo stage? Learn how to identify the best leads, refine your messaging, and diversify your approach, all geared towards boosting conversion rates with your free trial.
Knowing how to engage prospects during trial periods can be challenging for even the best sales team. It’s not always easy to know where your message gets lost in translation, or if it’s hitting the right notes, but these strategies will get your team back on track.
Not every prospect belongs in your target audience. It’s possible that some of your lost prospects don’t need your product or can’t afford it. Don’t waste time on lost causes when you could focus on qualified leads who need you as much as you need them.
When considering prospective buyers, consider some key questions that you can answer early in the process.
Forward's digital sales room supports sales teams with identifying qualified leads with various tools, including real-time communications, quality data, and lead scoring model.
Personalisation is key, and that means understanding your target audience to deliver the right message. Knowing how to engage with prospects is about wording as much as anything else. If you use the wrong verbiage in your CTA it’s not going to deliver.
Creating a functional call to action (CTA) requires more than using the word “free” to trigger a client reaction. You need to address pain points, appeal to emotions, and prop up your product as the ultimate solution.
A/B testing is one way to approach this issue. You can test different messaging to see which option delivers the best results.
Forward's digital sales room makes it easier for sales teams to collaborate on messaging and test different options.
If your team knows how to get prospects to engage over email but nothing else then you’re missing out on some key opportunities. Not every prospect enjoys email chains or solely relies on it to drive decisions. Embrace other channels, like chatbots, phone calls, and social media, to create a more comprehensive approach.
Leveraging multiple channels increases the likelihood of conversion because you can catch prospects at various points and using different media. Maybe your email planted a seed but seeing an engaging video on social media reinforced your message.
Forward's digital sales room allows sales teams to access and engage with prospects through multiple channels. Teams also have an easier time keeping consistent messaging across all channels.
Building an enticing trial requires thought, planning, and insight to your target audience. Everything from the wording - is it a demo or free trial - can impact your trial’s effectiveness.
Additionally, enhancing the trial experience can yield more paid conversions.
Don’t forget to track customer engagement at each stage of a trial to narrow in on the best leads.
Be cautious about introducing the paid plan because time is everything. Starting those closing conversations too soon or waiting too long can be off putting to prospects.
You have several options for moving the conversation in the right direction, including communicating what happens at the end of the trial or demo and offering short-term access to paid features as a teaser.
As you introduce the paid version to prospects, be sure to craft a personalised, compelling offer. For example, your proposal might involve discounts for new subscribers.
Using a Proof of Concept (POC) template streamlines your trial process and keeps everyone on the same page.
Using a POC template from Forward empowers your sales team by creating consistent tracking, including options for personalisation. It’s easier to track what aspects of the trial process draw the most attention and where clients drop out versus where they convert.
Boost your trials and demos for better conversion rates with Forward’s digital sales room.