How to run a trial or proof of value in your sales process
Control the process, control the outcome.
Many of the startups I coach offer their prospects a trial to evaluate their products or services. The trial can take different forms, ranging from a self-serve trial to a managed Proof of Value, to an audit or assessment for professional services, yet no matter the form, startups run into the same problem — the trial appears to go well but the prospect doesn’t turn into a paying customer.
“The trial went great, they said they loved the product but now they’ve gone dark and we don’t know what’s going on. What do we do?”
This issue covers how to solve this exact problem, including:
How to prepare before offering a trial
How to get your buyer aligned before a trial
How to to ensure the trial is successful
How to get a contract signed after a trial
How to prepare before offering a trial
Determine the qualification criteria for accessing your trial. You should only give a trial to someone who is likely to convert to a paying customer. If you hand out trials to anyone, not only will you waste your own time on low value prospects, you’ll also potentially devalue your product. At a minimum, your qualification criteria should include: