Free trials and freemium also offer another huge benefit to SaaS and consumer internet companies: the buyer does most of the self-marketing. If you’ve read any of my previous posts on the importance of CAC cost to acquire a customer, this can be a very effective way to reduce your CAC.
What is Wow! Moments
The Wow! moment is that moment in the free trial when your buyer suddenly sees the benefit they get from using your product and says to themselves, “Wow! This is awesome!”. This is also the moment you convert them into a fan who is likely to buy.
If you plan to use a free trial or freemium as a key part switzerland mobile database of your sales funnel, it pays to understand exactly where in the free trial experience your buyers have that “Wow!” moment. Then, you’ll want to focus on the following set of questions:
Can we shorten the number of steps required to reach Wow!?
What is the drop-out rate among trial users on their way to Wow!?
Which step in the process has the highest dropout rate?
Why does the user fail at this step and can this be fixed?
Wow! Is the moment clear and powerful?
What is Wow! Moment Ratio?
Are different buyers interested in seeing different Wow! moments? This is often the case in products with multiple modules.
Do we provide buyers with clear instructions on how to reach Wow!?