Question

Topic: Strategy

How To Convince For Paid Trials Of A Product.

Posted by sanjay.bahl on 5/2/2014 at 12:31 AM ET 125 Points
Hello Friends,

We as a business wish to introduce an "imported" enzyme based drain cleaner to various customers in the hospitality industry ( hotels, malls,restaurant hospitals...) but most of the customers ask for free trials . we have already consumed our first trial sample stock , results were successful, orders are on the way,(individual orders are small like 20 liters a month)
but we need to import a minimum quantity say 500 Liters before the business becomes viable.
We need more orders , but our sample stock could only generate a few ones.(3)

Now how to we generate enough product enquiries/paid trials/orders,so as to minimize our business risk.

any suggestions please.
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RESPONSES

  • Posted by Gary Bloomer on 5/2/2014 at 6:33 AM Accepted
    Seek to persuade, not to convince.

    If the initial orders look promising, ask those clients for testimonials so that new clients are hearing more from your current clients and less from you.

    As for the free samples? It's a cost of doing business—look at this cost as promotional expenditure.
  • Posted on 5/2/2014 at 10:26 AM Accepted
    Generating initial trial costs money. If sampling has proven effective, then stick with it. If not, there are other options, but they are generally less efficient than sampling and will end up costing you more in the end.
  • Posted by tcgren on 5/3/2014 at 9:42 PM Accepted
    I agree with the others that sample trials will have to work until you build up more testimonials and/or reach a minimum saturation that then starts to snowball to others. But there are ways to focus your trials:
    1) can you demo it at an industry conference where multiple attendees can see firsthand?
    2) can you target your trials with the most respected and influential in different markets? If you focus on a leader, can that help penetrate further without free trials for others?

    Can you get one of these key influencers help become a partner in the business? For every sale, they succeed as much as you do.
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