How to close a sale after giving them a trial?

[giangvuhoang]

I'm working in a Hubspot's partner in Vietnam. Many companies here find Hubspot more expensive than other local CRM platforms. They ask me for a trial but after using a free version they find it hard to upgrade to Starter or Professional version. One of the reasons is the distance between free version and paid version is quite far.

Is there any tip that help us to close the deal after giving them a trial?

[Digna]

To close the deal after giving them a trial would require them not getting a trial.  Show them the value they will get from the product.  Show how the product cuts down time and increases reach and brings them many times the what it costs.  You are there to get them real results and have brought them a tool that reduces their work time and increases their revenue.  How does something 'cost too much' that produces more than it costs?  When you give hand it to them for a free trial then you are not going to sell them, because they just sold you.

[giangvuhoang]

Recently, I stop giving them a free trial or just give them a 30 days of trial account. If they are really want to try first, I'll tell them to do it by themselves on Hubspot.com and tell them that the free version lacks of many features like automation.

[Digna]

Good call. From my experience free trials have poor conversation rate. At best, it shows what the worst version of a product does. Here are a few things you can try that I’ve found work for me: Instead of showing what the product does, give them the vision of what the product could do for them. Instead of using free trials to prove it can and will do what you say, provide real world case studies of what the product has done for others, especially if it was your clients. This is one reason why after purchase client follow ups shouldn’t be overlooked. A client that has success with your product has potential to be your strongest selling point. Good luck and let me know how it works out for you!

[giangvuhoang]

As Hubspot report, in marketing B2B, using case study is the most efficient way to attract prospects.