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You find a salesman at your doorstep, holding this huge sealed carton with numerous colorful labels and CTA stickers on it.From the labels, you’re quick to realize that it’s a product that you’ve been looking for, and your interest is piqued. You aren’t allowed to open the box, until you buy the product.As per one of Totango’s reports, companies which didn’t require credit card information showed a higher end-to-end conversion percentage when compared to those that ask for the information for the free trial.

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A user might end up spending more with Mail Chimp at a later stage, but will initially go with Mail Chimp, because they face no friction when they want to try out the product.

The user’s logic is simple: When I don’t even know whether I want to buy the product or not, why would I pay a dollar for it?

The baseline is this: Unless people like your product, they wouldn’t want to share their personal details with you. (One exception could be the enterprise software products, where offering a demo will make more sense than offering a free trial.

This one deserves a post of its own, and hence we shall stick to the main topic for now.) To increase the conversion rate of his product, Quick Sprout Traffic System, Neil Patel experimented with two options: a free trial with credit card and a money back guarantee, and guess what?

This way, customers qualify themselves and you don’t have to spend your sales effort to qualify them.

Use your product to sell itself and qualify the customers.

If you want your product in more people’s hands, then it’s a no-brainer.

Just go for the frictionless, no-credit-card-required sign-up process. A company that’s hitting the growth pedal, is looking for more sign-ups and less revenue per user (RPU) In this case, you remove credit card requirements, get more sign-ups, qualify them better, try to win more of them, and thus earn more. The sales team has to meticulously qualify the leads.

Determine the Common Conversion Activities (CCAs) of your most active customers, motivate your trial users to perform those activities, and design your app to support the same.

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