HOW TO HANDLE TRIALS AND PROOF OF VALUE

Providing clients with a trial or Proof of Value (POV) can be a highly effective strategy to showcase the capabilities and features of your product or service.  

However, it can impact your lead time.  

Salespeople strive for efficiency and quick conversions. Trials should enhance your sales process and bring in better results, rather than hinder them. 

When clients express interest in a trial, it's essential to handle their requests with care and consideration.  

First, evaluate if a trial is suitable for their specific needs and requirements; not every client may benefit from a trial, so it's crucial to have a clear understanding of their objectives and how your product or service aligns with them.  

By qualifying them, you can ensure that trials are offered to those who have a genuine potential for conversion. 

During the trial period, consistent communication and check-ins are essential. Establish a clear schedule for touchpoints, where you can gather feedback, address concerns, and understand the clients experience with the trial.  

These check-ins not only allow you to address any issues promptly but also demonstrate your commitment to their success. Importantly, don't forget to confirm next steps at each touchpoint, ensuring a smooth transition toward the next stage of the sales process. 

Trials and POVs, when managed strategically, can be powerful tools in your sales process. By incorporating clear communication, ongoing support, and data-driven insights, you not only enhance the client's experience but also ensure that these tools contribute positively to your sales process, resulting in stronger relationships and better outcomes for both you and your clients. 

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