How long does it takes to get to Wow!? (Time to Wow!).Then you will want to focus on the following set of questions: If you’re going to use free trial (or freemium) as a key part of sales funnel, it pays to understand exactly where in the free trial experience your buyer says “Wow!”. It’s also the moment where you have converted them into a fan who is likely to buy. Wow! is the moment in a free trial where your buyer suddenly sees the benefit they get from using your product, and says to themselves “Wow! This is great!”. If you have read any of my previous posts on the importance of CAC (Cost to Acquire a Customer), this can be a very powerful way to reduce CAC. How important is it to you to test drive the car before you part with tens of thousands of dollars?įree trials (and freemium) also have another huge benefit for SaaS and consumer internet companies: the buyer does most of the work of selling themselves. Will I get enough value to make the effort of using it worthwhile?įor a buyer, being able to get this level of proof is far better than having to trust what a web site or sales person has told them.Will this actually work in my particular situation?.

They help the buyer address key concerns such as: The Product is your Salesperson – Shorten your Time to Wow! )įree trials and freemium products are two of the best ways to sell your product.Fixing Broken Funnels – Get inside your Buyer’s Head.(In addition to reading this post, I recommend watching the following two videos: My thanks to Gail Goodman, the founder and CEO of Constant Contact for introducing me to this concept. This article is part of a series titled “The Art & Science of Growth Hacking” that will be published over time.

How to make wow look better