Reprise News

Case studies and techniques to create the best software demo

Posts about free trial:

Could access to your demo account replace real trials?

Joe Caprio Jan 11, 2021 8:58:46 AM
Could access to your demo account replace real trials?

SaaS vendors typically choose one or the other when it comes to socializing their tech to buyer committees: show a demo account over zoom, or set them up with a real working trial of your tech to use. And historically, we've lacked any other option. 

But here's the new movement in B2B SaaS:

Keep offering that real trial. (~25% of your prospects will take it.) 

Then, offer a "zero barrier of entry sandbox trial" to the other 75%. It's enough to keep the convo going, enable them to "show" your tech off to their team, and then use it to loop them into the real trial later (if you even need it at that point).

Why You Need Website Product Tours

Joe Caprio Nov 30, 2020 10:13:45 AM
Why You Need Website Product Tours

Years ago, someone told me you needed a primary CTA on your website. If a prospect is interested and wants to learn more, your CTA should tell them exactly what they need to do next.

Well there’s a problem, Goldilocks... It looks like you only have two choices! 

You can go “Free Demo!” and have sellers jump on the first call to handle inbound. Or you could offer a “Try now!” and let prospects install and test straight away.

Of course, the 'get demo' button is too cold. It’s going to annoy prospects that want instant gratification. And your 'get started' button is crazy hot! It’s going to annoy anyone that can't navigate the install and set it up in under five minutes.

Where’s the “just right” approach?

When “Give to Get” Just Gets Annoying

Joe Caprio Oct 27, 2020 10:45:15 AM
When “Give to Get” Just Gets Annoying

“Give to Get” gives your prospects an excuse to get lost! Why? Read on -

I can’t credit one single source for teaching me about Give to Get. Google it and you’ll see 3.7 billion results (I’m not joking). Every manager I’ve ever had taught me to use it. Every sales book has some form of it too. And scroll the LinkedIn thought leaders and you’ll inevitably find the give-to-get logic permeating ‘how we do it.’

What is it?

Give to get is a simple concept. My favorite summary comes from Robert Cialdini when he talks about the basic law of reciprocity. Imagine you’re walking into a big building with a huge set of glass doors out front. Someone in front of you reaches the door first and holds it open for you with a smile. “Thank you,” you proclaim, as you suddenly reach a second set of doors.. Double Doors!

When Do Prospects Get Your Product?

Joe Caprio Oct 22, 2020 9:33:53 AM
When Do Prospects Get Your Product?

Most organizations fall into one of three categories for letting prospects try their product:

 

  1. Prospects create an account right on your website. 
  2. Your website converts visitors to a sales meeting, sales vets the deal, and then provisions a trial.
  3. You reserve use of your product for after a deal is signed. You miiiiight allow a “proof of concept” right before they sign, but that might even just be a paid pilot. 

That’s a wide spectrum.

Your Free Trial Button is Broken

Joe Caprio Oct 2, 2020 9:45:27 AM
Your Free Trial Button is Broken

*This is not about trials with a rep attached. This is about the ‘Free Trial!’ button on your website. 

**And that’s assuming the button actually leads to a trial and not a sales call. Right: if you’re dropping your prospects directly from the website into a build experience, then this is for you. 

Is your free trial showing your best parts - or just introducing prospects to the worst of you?