Comments on: How we use Google Analytics and Website Optimizer

By: Shorter Trial Periods

Shorter Trial Periods — Sun, 11 Mar 2012 23:17:28 +0000

[...] research out there on the subject of trial periods and SaaS. We’re strong believers in sharing knowledge on this kind of stuff. So we’re hoping to be able to post again in a few months time with an [...]

By: Uri Maimon

Uri Maimon — Tue, 22 Feb 2011 00:01:48 +0000

This is some kick-ass advise! I found this piece while searching for ways to increase a similar statistics on our own website.

I was pleasantly surprised to find such relevant information on a subject so close to my heart. (combine accounting software and internet marketing)

By: Remove that Twitter badge from your website – Now! KashFlow Accounting Software

Mon, 20 Sep 2010 15:51:45 +0000

[...] I’ve written before, the purpose of the KashFlow website is to get potential customers to register to take a [...]

By: Vincent

Vincent — Fri, 05 Feb 2010 13:26:26 +0000

Dang! as a current trial user I preferred the 1st one ;-)

By: Duane Jackson

Duane Jackson — Fri, 05 Feb 2010 12:00:06 +0000

Good suggestion. I particularly like the second one. Watch this space!

By: Vincent

Vincent — Fri, 05 Feb 2010 01:50:37 +0000

@Duane,
A couple of points on converting trial users you could consider.

Offer a reduced price for 1st year if they commit within 30 days, stressing the initial 60 days remains free.

Send a mini survey after 45 days of the trial period, with simple tickbox answerable questions asking if they will be signing-up soon, or possible reasons why they won’t

By: Jan

Jan — Mon, 16 Nov 2009 19:08:09 +0000

We stopped using Adwords a while ago, prices got out of hand. To advertise a 100% free service on certain keywords it would cost $6/click, i just can’t believe this is true… while the whole process is not transparent.

By: Matt Chatterley

Matt Chatterley — Thu, 22 Oct 2009 11:34:57 +0000

Getting the right traffic is essential – 10000 irrelevant hits do nothing but waste resources (maybe one or two would convert if you were lucky OR really, really good).

Essentially it can in some cases boil down to an admittedly complex ROI equation – what amount of effort or investment is going into obtaining and dealing with each “trial user” (nearly did trailer there!) – and what is the associated return if they sign up.

The critical thing is to get the balance right, so you maximise conversion but without having to put in so much work that it’s not worth doing!

Re: Adwords, people often go wrong by simply chucking cash at it – its essential to tweak, adjust and re-work until you can prove that running an advert is profitable – then scale up/out appropriately. As Duane notes – once you get it right it can be very efficient!

By: Julian Shaw

Julian Shaw — Thu, 22 Oct 2009 11:23:54 +0000

All sounds familiar! Stuart’s comment at the end is spot on – the right kind of traffic is essential.

By using Google analytics and webmaster tools, plus cute SEO work you can drive more targeted visitors to your site. (And this of course applies to any online business.)

Visitor numbers may well suffer, but the effect is beneficial as the trial-to-pay ratio necessarily increases as the propensity to purchase is greater with these visitors.

I think Duane has a good point too about contacting the trialists. Gets positive feedback – perhaps to avoid a “sell” to use the software – but we’ve found the same result, or lack of result.

By: Duane Jackson

Duane Jackson — Thu, 22 Oct 2009 10:51:31 +0000

Interesting. We did a test a few months back where we phoned EVERY contactable trialist for that month with a “how are you getting on, anything we can help with?” call.

Positive responses from just about everyone, but no marked increase in conversions.