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SaaS Marketing Strategy - Free Trial Success Secret 1: No More Evaluations
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SaaS Marketing Strategy - Free Trial Success Secret 1: No More Evaluations

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SaaS Marketing Strategies to Make Your Web App Dominate …

SaaS Marketing Strategies to Make Your Web App Dominate

SaaS Marketing Strategy Focus: Scalable Customer Acquisition

Through scalable SaaS Marketing practices, Sixteen Ventures lead by Lincoln Murphy, provides software-as-a-service (SaaS) and Web App companies everything they need to acquire customers, improve retention, and grow the lifetime value of those customers.

New Challenges – and Opportunities – Require an Optimized SaaS Marketing Strategy

The cloud introduces new challenges for traditional Independent Software Vendors (ISV), but even for those who are building new Software-as-a-Service (SaaS) or Web Applications (Web Apps) from scratch, many challenges exist, with marketing being one of the biggest.

The Goal of Your SaaS Marketing Strategy: to Quickly Create Profitable Customers

Because Software-as-a-Service (SaaS) and Web Apps are very often sold on a recurring revenue, monthly basis – without a large upfront payment like traditional software – the key to successful SaaS Marketing is efficiency and scalability.

Payback Customer Acquisition Costs Quickly with a Great SaaS Marketing Strategy

Regardless of the type of sales process, SaaS Marketing requires you to leverage scalable methods to attract the right audience up-front, to get the customer to try before they buy, and the methods used to convert your prospect to a paying customer.

SaaS Marketing ultimately breaks down to a per-customer cost and should be paid back as quickly as possible in an effort to turn new customers into profitable customers.

But, when your Free Trial fails to convert customers, it’s probably doing exactly what it was designed to do!

You need to design your Free Trial to actually sell your product if you want to make any money in the SaaS or Web App business.

So I’ve put together a list of 7 Secrets to Free Trial Success... how to turn your SaaS Marketing efforts - your sales process - and your Free Trial - into a Customer-Creating Machine.

This is SaaS Marketing / Free Trial Domination Secret #1: No More Evaluations

Published in: Business, Technology

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  • 1. Lincoln Murphy Presents... The 7 Secrets to Free Trial SuccessTurn your ‘Free Trial’ into a Customer-Creating Machine! Lincoln Murphy http://sixteenventures.com
  • 2. 7 Secrets to Increasing Conversions with Free Trials Secret #1: No More Evaluations Lincoln Murphy
  • 3. 7 Secrets to Increasing Conversions with Free Trials If you believe people sign-up for your Free Trial to do any of the following: - Evaluate your product - Try before they buy - Kick the tires - Poke around - Explore - Play around Youve already lost them!Secret #1: No More Evaluations Lincoln Murphy
  • 4. 7 Secrets to Increasing Conversions with Free Trials You have to believe they are there to start using and then to buy your product.Secret #1: No More Evaluations Lincoln Murphy
  • 5. 7 Secrets to Increasing Conversions with Free Trials They might think they’re there to do those things but you can’t think that.Secret #1: No More Evaluations Lincoln Murphy
  • 6. 7 Secrets to Increasing Conversions with Free Trials They might have 8 products to evaluate - all with feature parity - so they sign-up for your trial as a part of that evaluation process. How can you ensure that yours is the one they end up paying money to use?Secret #1: No More Evaluations Lincoln Murphy
  • 7. 7 Secrets to Increasing Conversions with Free Trials Get them to use your product rather than evaluate / try / kick tires / etc.Secret #1: No More Evaluations Lincoln Murphy
  • 8. 7 Secrets to Increasing Conversions with Free Trials It starts with a mindset switch from thinking like the customer who says “I am supposed to be evaluating products...”Secret #1: No More Evaluations Lincoln Murphy
  • 9. 7 Secrets to Increasing Conversions with Free Trials To thinking like a vendor who says “I’m going to get this person to start using my product and become so engaged and invested that they don’t even evaluate the other products on their list and just buy mine”Secret #1: No More Evaluations Lincoln Murphy
  • 10. 7 Secrets to Increasing Conversions with Free Trials That is a MASSIVE mindset shift, but that is how your Sales Process - and your Free Trial - can actually become a Competitive Advantage.Secret #1: No More Evaluations Lincoln Murphy
  • 11. 7 Secrets to Increasing Conversions with Free Trials Sure, they have 7 other products to evaluate, but they dont even get try to the others because your Free Trial strategy actually pulls them in and gets them to use the product rather than simply ‘evaluate’Secret #1: No More Evaluations Lincoln Murphy
  • 12. 7 Secrets to Increasing Conversions with Free Trials While your 7 competitors wonder what’s going on... all your products are pretty much the same, right?Secret #1: No More Evaluations Lincoln Murphy
  • 13. 7 Secrets to Increasing Conversions with Free Trials Low-touch sales process or high-touch, it doesnt matter... this is the way it should work.Secret #1: No More Evaluations Lincoln Murphy
  • 14. 7 Secrets to Increasing Conversions with Free Trials Remember, even though it’s a “Free” Trial, there’s no such thing as “free” from the customer perspectiveSecret #1: No More Evaluations Lincoln Murphy
  • 15. 7 Secrets to Increasing Conversions with Free Trials They are “investing” time and resources into your productSecret #1: No More Evaluations Lincoln Murphy
  • 16. 7 Secrets to Increasing Conversions with Free Trials The more they “invest,” the more likely they are to convertSecret #1: No More Evaluations Lincoln Murphy
  • 17. 7 Secrets to Increasing Conversions with Free Trials It’s your job to get them invested as much as possible during the Free TrialSecret #1: No More Evaluations Lincoln Murphy
  • 18. 7 Secrets to Increasing Conversions with Free Trials People don’t invest much in “evaluations” so you need to move them away from evaluation and toward “use”Secret #1: No More Evaluations Lincoln Murphy
  • 19. 7 Secrets to Increasing Conversions with Free Trials You do this by designing a Free Trial strategy - an experience - around the goal of initial use (Engagement) and deeper use (Investment) to make Conversion the logical choice.Secret #1: No More Evaluations Lincoln Murphy
  • 20. 7 Secrets to Increasing Conversions with Free Trials This might seem like a simple concept on the surface, but for most of you, it will require a complete mindset shift...Secret #1: No More Evaluations Lincoln Murphy
  • 21. 7 Secrets to Increasing Conversions with Free Trials but a mindset shift that is totally worth it!Secret #1: No More Evaluations Lincoln Murphy
  • 22. For the Ultimate Free Trial Resource Guide, visit:http://sixteenventures.com/free-trial-resource-guide