To Trial or Not To Trial?

With a growing number of products and services that are more easily accessible to people worldwide, it is sometimes difficult to differentiate your offering from your competitors’. When your business is contacted by a prospect looking for the right service provider, how do you ensure that they ultimately choose you to provide their services?

Business Partnership Trials

Last week, we discussed the reasons why prospective customers should take part in a trial. As well as providing a better understanding of a business’s product or service, prospects can make sure that the potential software does fully align with their business needs.

Businesses might be reluctant to offer a trial for this very reason – prospects have the power to try the software and find its potential weaknesses, leading to the fear that these prospects do not ultimately choose that business’s offering and that they may lose out on a sale. However, there are many benefits that you should consider, should you decide to offer a trial period to your prospects.

What does your business gain from offering a trial?

Get your prospect on board and help them stay there.

One of the main challenges that all businesses face is how to acquire more customers. Offering a free trial is a risk-free way for potential customers to commit to your business in the long-run. Throughout the trial period, your business should continue to engage with your trial prospects to ensure that they are able to understand, use and implement the software fully. This ensures that your prospects have an increased knowledge of the software when they make their purchasing decision. Taking part in a trial also has the potential to increase user adoption as your business can get buy in from all parts of a prospect’s business.

Prevention is better than the cure.

During the trial, your business would have an increased awareness of any potential issues and challenges that could arise for your trial prospects. You would then be able to resolve these issues and suggest fixes before the intended trial end date. This not only ensures that these issues do not arise in the future, should your prospect choose your product or service, but it demonstrates your commitment to the customer’s satisfaction from the outset.

Ready, Steady, Go.

Giving your prospects the opportunity to trial your product or service can sometimes offer your business a significant competitive advantage, particularly if this is something that your competitors do not offer. If prospects, particularly larger enterprises with many decision makers, are offered a choice between buying a product or service that they know how to use and are sure that they can get the results from, versus a product or service that they have only just read about – chances are that they would buy in to the product or service that they have tried.

Next week, we will be sharing helpful tips on how to implement a successful trials process into your business.

Paul

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