Letting people evaluate.
WHAT A SELF-SERVICE TRIAL SUITS
Products that can be understood without help.
WHAT A GUIDED DEMONSTRATION SUITS
Higher-priced products, and complex ones.
WHAT TO DECIDE
Whether payment details are required to start.
WHAT REQUIRING THEM PRODUCES
Fewer trials, of higher quality, converting at a higher rate.
WHAT NOT REQUIRING THEM PRODUCES
More trials, more support load, and lower conversion.
WHAT TO CHOOSE
Based on whether you need volume or qualified interest.
WHAT TRIAL LENGTH SHOULD MATCH
How long the product takes to demonstrate value.
WHY
Longer trials are not used sooner; they are forgotten for longer.
WHAT TO DO DURING A TRIAL
Contact them Ask what they are trying to achieve Help them reach it
WHY
Trials that receive contact convert substantially better.
WHAT TO MEASURE
Proportion activating Proportion converting Where trials stall
WHAT TO DO WHEN A TRIAL ENDS UNCONVERTED
Ask why, once, and respectfully.
WHAT A DEMONSTRATION SHOULD DO
Address their situation, not tour the product.
WHAT TO ESTABLISH FIRST
What they are trying to solve.
WHAT TO SHOW
Only what serves that.
WHAT TO END WITH
An agreed next step and a date.
