.png)
Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Below is a concise answer based on the insights we share in our pricing strategy book, Price to Scale:
• Directly engage heavy trial users. When a trial user is active but doesn’t convert at the standard trial end, it’s an indication that they see some value but aren’t fully convinced. Our book recommends reaching out with probing questions or even using fixed trade‐off screens during the trial phase (see Chapter 3 of Price to Scale). This helps you understand which features they value most and what is holding them back.
• Consider adjusting the trial format. In our pricing strategy book we discuss examples—such as Aftership’s approach—where a nominal fee is charged for trial plans. Doing so can weed out non-serious users and potentially increase conversion rates. For engaged trial users, testing a lower charge or an extended trial period with adjusted pricing might encourage them to take the next step, as their commitment can be boosted by a slight financial or contractual commitment.
• Simplify pricing tiers for clarity. Sometimes conversion resistance arises because prospects must navigate a complex set of options. Price to Scale highlights that fewer, well-differentiated tiers can improve conversion rates, since each prospect can quickly see a fit for their specific needs. For heavy trial users who are on the fence, a streamlined pricing model might reduce confusion and facilitate commitment.
• Customize based on feedback. Use the engagement during the trial to gather actionable feedback. Once you have insights into why these users haven’t converted, consider tailoring a follow-up offer or personalized extension to meet their specific needs.
In summary, converting heavily engaged trial users often involves direct user engagement to understand their hesitations, testing trial modifications (such as nominal fees or extended access), and simplifying pricing to clarify the value proposition—all key themes discussed throughout Price to Scale.