Best Practices of an Effective Trial
A proper training session courtesy of a Sales Rep or Product Specialist should be mandatory prior to the client/prospect receiving access. You can also customize their demo environment ahead of time. (I’ll go over this in detail in a video soon)
Set trial expectations before the trial begins. This enables you to compare beginning-of-trial expectations with end-of-trial results to illustrate success. You can map expectations with trial milestones.
Frequent checkpoints will ensure anyone going through the trial process is properly supported with any questions answered.
Ideally, your checkpoints could follow this structure if it were 7 days in length:
Day 1-2: Call or email to ensure they were able to successfully login
Day 3-4: Set up a mid-way point call see if they have any questions or require additional support (This ensures we correct any user error)
“What are the top one or two things you liked about this feature? Why?” Or “What are the one or two things you didn’t like about this feature?”
Discuss how your solution resolves the prospect’s challenges and meets the trial expectations at every opportunity during every meeting.
Day 7: A post-trial call to gather their feedback along with their next steps