When your Free Trial fails to convert customers, it's probably doing exactly what it was designed to do. Think about that for a second. There I was working on my 'Conversion Phase' presentation for the Free Trial Dominator group coaching session later this week and I wrote this statement: For most SaaS & Web App vendors - and probably you, too - 100% of sales come through your Free Trial. Which [...]

First thing to clearly understand… Pricing is a function of Marketing. If you think it is a function of Finance, Accounting, Operations, or even Sales… you’re doing it wrong. That means anyone who comes up with a price for their app (or for your app) as the result of a spreadsheet function is doing it wrong. The spreadsheet shouldn’t tell you what your price is… your price should be [...]

Does displaying a Phone Number on your website Increase Conversions? I talk about this in great detail in the Pricing Page Success Formula portion of Free Trial Dominator in the section on Trust Factors. However, since I created that video, I’ve done more work in this area and others have taken an interest, too. For instance, LessAccounting got a direct 2% lift in paid conversions simply [...]

I just got this question from someone on my mailing list: Any thoughts on how to quick start a new SaaS with affiliate marketing? Here’s the answer I shared with them first... Affiliate marketing can really super-charge your growth, BUT if you don't have everything in alignment (or your ducks in a row), you won't super-charge anything! Think of it like this... if you have a super-charger [...]

The success of your Free Trial in converting customers is directly tied to the quality of prospects that enter the trial in the first place. That's something I tell the Free Trial Dominator Premium Members all the time.... you're success depends on your ability to attract the right audience. So this means that the Attention Phase of a your Free Trial is SUPER important, and for many SaaS and Web [...]

I don't focus so much of my time and attention on Free Trials for my own health; I do it for the health of your SaaS or Web App company! And having worked with hundreds - yes, multiple 100's - of SaaS and Web App companies around the world, I've learned a thing or two about the importance of Free Trials. For instance, I know that if you offer a Free Trial for your SaaS or Web App, chances are [...]

The #1 reason your Free Trial is failing to convert customers is simple... Right after a prospect signs-up for your Free Trial, you fail to engage them. I bet you dump your prospects into a "Dashboard" without any guidance, letting them to fend for themselves. And then you wonder why > 90% of the people who sign-up for your trial leave, never to login again. DO THIS RIGHT NOW: Go look [...]

There are two types of SaaS or Web App vendors... those with Reactive Free Trials and those with Proactive Free Trial Strategies; you want to be one of the latter because they will win every time! SaaS & Web Apps with Reactive Free Trials Most SaaS & Web App vendors fall into this category, and their mindset about Free Trials is something like this: Get them to sign-up for the trial Get [...]

Something most SaaS or Web App vendors don't realize is that Free Trial length is a marketing gimmick. 30-day Free Trials are the de facto standard for SaaS and Web Apps but few vendors can say WHY they came up with that length. Those who can say how they come up with their Free Trial length, often cite the wrong driver for that decision (i.e. something other than the customer or market). There [...]

A Resource Guide for SaaS & Web App Pricing Strategy and Revenue Modeling Send this Resource Guide to any SaaS or Web App folks you know.  Where do I start when pricing SaaS? What SaaS pricing models are out there? How should I Price my SaaS product? I can't go a day without hearing those questions or seeing them on a message board or in a forum somewhere... so I put this guide together [...]