- Assuming you have a limited period free trial, engage early to
get customer to opt-in. Getting card on file but charging later is
essential. Once you get the card information on file, the chances
of sales closure goes up significantly.
- Having ability to extend trial period is essential, in case of
delays in setup or customer availability.
- Usage of discount is not essential, unless you are in a space
where the market is commoditized and customers choose only based on
price point. Offer discounts only after the need & time for
closure is clearly established. Offering discounts early &
finding out that customer will go live after 6 months is not
ideal.
- Similarly, annual contracts with 10 to 20% discounts are a
great way to get long term commitments, especially for bigger
customers.