Free trial users who participate in sales demos tend to buy Appcues more often than those who do not. We’ve measured this over time, and because of this fact, we’ve tried a lot of different ways to get free trial users into demos.
Before I go further, a disclosure for my fellow data nerds 🤓, whether getting on the phone is just a consequence of being interested, or if we are able to foster further interest by getting the phone is up for debate. We’ve never tested offering and giving demos against a control,but we’re pretty sure that a conversation about how to get the most out of our product results in a higher close rate.
Anyways, we’ve sent emails that looked like this:
But no matter what kind of email we sent, it didn’t drive a significant increase in demo appointments created. Knowing the definition of insanity, we decided to try something new to inspire demos.
The in-app message that worked
We figured that if we put an in-app message targeted only to free trial users, they might at some point opt into a sales demo. We wanted the pattern to be non-invasive, and one that a user could opt into at any time without having to stop and close the message out. We therefore decided a slideout would be the perfect UI pattern for the job.
Here’s what we built:
Offering this option to get in touch right in the product ultimately drove a 50% lift in the volume of sales demos we perform every month.
Here’s a graph showing the lift from the month prior to launch through the month after: