Nurturing Increases Free Trial Conversions
Posted: Wed Dec 18, 2024 4:39 am
Because it’s inexpensive, email has become a go-to strategy. There are, however, significant advantages to scheduling a phone call or an online conference. Even in today’s digital age, people like to talk to others and to know there is someone they can reach out to when they need help. That’s especially true when they need to learn how to get the most out of new technology in the cloud.
Plus, you can best help your free-trial users if you know their goals and concerns. And the only way to gain a full understanding of them is to have a conversation. Once you’ve listened to the problems they’re trying to overcome and the opportunities they want to exploit, you can show them how to use your product successfully to achieve their objectives.
So schedule a time to talk with users about your solution. Point them in the right direction so they can achieve their goals. In doing so, you’ll not only be able to demonstrate the value your product offers but also you’ll start to develop a relationship.
Yes, it costs more to converse with people one-on-one than to cell phone number list shoot out emails. However, it increases conversion rates. But will you receive a positive return on investment by adding in telemarketing to your sales mix?
To find out, do an A/B test. Take your free trials and split them into two groups — A and B. Nurture the A group with emails alone. For the B group, add in the opportunity to speak with a rep, whether on the phone or via an online conference. At the end of the month, crunch the numbers to determine whether the increased conversions from telemarketing generated enough revenue to justify the higher cost of sales. Make sure you use the average lifetime value of a customer to do this calculation.
As you move forward, you can optimize your calling strategy. For example, use your marketing automation system to determine which trial users are most engaged. Focus on calling those who have opened a couple of emails and clicked through to your website. Alternatively, look at company size and demographics to determine your best prospects. Then, reserve the white-glove treatment for your most sought-after accounts.
The moral of the story is that once you receive a free trial sign-up, it’s not the time to sit back, relax and let things take their natural course. This is when the hard work begins. Use emails and phone calls to increase prospect engagement, helping them to achieve their goals. In so doing, you too will likely meet your objectives of increasing your free trial conversion rate.
Plus, you can best help your free-trial users if you know their goals and concerns. And the only way to gain a full understanding of them is to have a conversation. Once you’ve listened to the problems they’re trying to overcome and the opportunities they want to exploit, you can show them how to use your product successfully to achieve their objectives.
So schedule a time to talk with users about your solution. Point them in the right direction so they can achieve their goals. In doing so, you’ll not only be able to demonstrate the value your product offers but also you’ll start to develop a relationship.
Yes, it costs more to converse with people one-on-one than to cell phone number list shoot out emails. However, it increases conversion rates. But will you receive a positive return on investment by adding in telemarketing to your sales mix?
To find out, do an A/B test. Take your free trials and split them into two groups — A and B. Nurture the A group with emails alone. For the B group, add in the opportunity to speak with a rep, whether on the phone or via an online conference. At the end of the month, crunch the numbers to determine whether the increased conversions from telemarketing generated enough revenue to justify the higher cost of sales. Make sure you use the average lifetime value of a customer to do this calculation.
As you move forward, you can optimize your calling strategy. For example, use your marketing automation system to determine which trial users are most engaged. Focus on calling those who have opened a couple of emails and clicked through to your website. Alternatively, look at company size and demographics to determine your best prospects. Then, reserve the white-glove treatment for your most sought-after accounts.
The moral of the story is that once you receive a free trial sign-up, it’s not the time to sit back, relax and let things take their natural course. This is when the hard work begins. Use emails and phone calls to increase prospect engagement, helping them to achieve their goals. In so doing, you too will likely meet your objectives of increasing your free trial conversion rate.