How to Increase SaaS User Conversion from Free Trial to Paid Plan
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Transcript of How to Increase SaaS User Conversion from Free Trial to Paid Plan
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Free Trial or Freemium?
WHICH MODEL SUITS YOUR SAAS’ NEEDS?
• Freemium large user-base, simple service, preferably B2C.
• Free Trial users have an initial willingness to pay for the service.
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Attraction —> Onboarding —> Conversion
The Process
COMMITTING TIME AND COGNITIVE RESOUCRES WILL LEAD
TO FINANCIAL COMMITTMENTImage courtesy of pakorn at FreeDigitalPhotos.net
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Follow Up
DROPPING BALLS IS THE MOTHER OF ALL CART ABANDONMENT
“70% Active trial users who were contacted by sales rep were 70% more likely to buy the service.”
-Guy Nirpaz, Totango CEO
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Conversion is in the Details
• Personalize – No more “Dear user”.• Style – respectable, personal, none intrusive.• Call to action – Activation should be a click
away.
YOU CAN’T AFFORD TO OVERLOOK THE DETAILS
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Be Frugal with Your Measuring Resources
MEASURE ONLY WHAT IS NECCESARY FOR CONVERSION OPTIMIZATION
• How much giveaway is too much?• What is the optimal trial length?• Also, check out the CCA Metric.
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Take your Onboarding Seriously
Image Courtesy of Michal Marcol at FreeDigitalPhotos.net
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• Reduce Friction Points• Check your analytics religiously• Be an honest and forthcoming provider• Stay in sight• Read more on our blog
Successful SaaS Onboarding is a Form of Art
THE SECRET IS IN THE NAVIGATION
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Perfect Your Customer Service
• Align your social media approach with your customer service policy
• Utilize online help and crowd assistance tools – read more about test cases and methods.
• Don’t sub tech for the personal touch.
PRODUCT QUALITY IS ALSO MEASURED BY ITS CUSTOMER SERVICE
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Make the Pitch
• Compensate early converters• Don’t pounce• Seriously, make the pitch!
DON’T LEAVE IT UP TO THE CUSTOMER
Image courtesy of digitalart at FreeDigitalPhotos.net
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For site tours, walkthroughs, Insights on SaaS, conversion and customer experience on our blog or just to say hi –
And… that’s pretty much it!
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