Try is a phase you might be tempted to skip, but it's critically important that you DON’T – it’s one of the easiest ways to get people to buy, especially in highly competitive/high-priced situations.
If you sell a product, try is pretty easy – just give people a way to use your product before they buy it.
- Test/trial offers
- Freemium or “lite” offers
- Free samples
It IS a little harder when you sell services or knowledge. In this case, try is giving away knowledge or some of the experience of working with you at low (that’s right – try doesn’t have to be free) or no cost so someone will understand what it’s really like to work with you before they buy the full offer.
- Free inspections
If prospective customers are in the try stage, it means they know, like, and trustyou already, and the try is your chance to give them a subtle nudge toward buy. Consider it an audition – you can’t get the part unless you try out.
Remember: THIS IS A CRITICALLY IMPORTANT STEP THAT YOU CANNOT SKIP. If you do, prospective customers may never become actual customers and even when they do, you’ll have a longer sales cycles.