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Need advice on sales "pitch"
to get trial subscribers to pay
dickbaker




msg:778451
 10:33 pm on Jan 22, 2005 (gmt 0)

I have a site I went public with late last spring. It's a directory, but not the usual.

A retail store in my niche can have a full page of information about their store on my site--as much info as they want to provide. Brands, accessories, services, hours, directions, etc. And it's all searchable by a variety of means: visitors can find the stores on a state map on the site, or by searching for stores that carry various brands of widgets, or widget accessories or services.

At any rate, I extended the free trial beyond six months until I thought the traffic level was good. The site should reach 100,000 visitors a month very soon.

I started calling a couple of the first stores that had agreed to try the trial subscription. The cost to be on the site after the trial is $10 a month ($60 for six months or $100 a year).

The response I received from the first couple of store owners was, "I haven't seen anybody coming through who mentioned your site."

I don't know about you, but I can't recall ever telling a store owner how I found his place.

What's more, I know that stores on the site are getting new customers from the site.

Honestly, there has not been a site like this on the internet for my niche until I started this one. And most of these stores don't have an internet presence. Or, if they do, the website is so poorly done and poorly SEO'd that nobody will find it.

How would you suggest I overcome the "I haven't seen any new customers" objection and try to get them to understand how valuable the exposure is for such a low price?

Thanks for any replies.

 

john316




msg:778452
 10:55 pm on Jan 22, 2005 (gmt 0)

My experience is free trial usually means no subscriber. People are loathe to pay for something that is perceived as low value (something they got for free). Send a notice that the trial is expired, payment is due for future services and zap em if they don't pay.

In the meantime, continue to solicit paid subscriptions (no more freebies).

>($60 for six months or $100 a year)

They won't track that spend, try raising the rates considerably and they will have a motive to track visitors that are referred by you.

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