How to Convert SaaS Free Trial Users into B2B Customers

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seobd65
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Joined: Wed Dec 18, 2024 3:23 am

How to Convert SaaS Free Trial Users into B2B Customers

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According to Ada Chen Rekhi, who rounded up data from multiple companies, when companies do not require credit card (CC) information upfront, free trial to paid conversion rates range from the low single digits to a rare 25 percent.

AdaChenRekhi

What do these numbers tell you? Companies need to focus more on engaging prospects during the trial. That’s because a small improvement in trial-to-sale conversion rates could have a substantial impact on revenues.

Two prime ways to increase engagement are via cell phone number list nurturing emails and conversations, either on the phone or using online conference solutions.

How to Use Emails to Engage Free Trial Users

The more personal your emails, the better you’ll do. That means emails should come from a person, not a company.
Start your nurturing email series with a welcome email. It’s more powerful than you probably realize. According to research from Experian, welcome emails are four times more likely to get opened than other promotional emails. Also, they receive five times the click throughs. To get the most impact out of them, make sure you use the word “welcome” in your subject line.

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Experian
Based on the chart above, more than eight percent of those who receive a welcome email land on the website as a result of it. That’s engagement, and that’s your goal.

To create a sense of urgency in your welcome email, remind the user how long their free trial lasts. Also, since everyone’s busy and wants any new task to be as easy as possible, provide clear instructions as to how they can get started using your product.

You should send several emails during the trial to keep users engaged — up to two or three a week. Entice trial users with ideas about how they can benefit from using the tool. Or set up a mini-course that spoon-feeds information on how to use your product. Also, get them excited by telling stories about what your clients have achieved.

Last but not least, send reminders when the trial is about to end. You can include a special offer with an expiration date to create a sense of urgency.
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