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We have found over a number of years that in our busines – online data backup – we MUST get over the trust barrier and must show that it works, both technically and in the mind of the prospect.

So we have offered 30-day free trials since we started (almost), and they are an absolute superb risk reversal mechanism.

The key things have been:
– wow them in the 30-days
– make sure there is a dollar value to the free thing
– explain if necessary that the free trial is to give them a taste, work out the kinks etc (manage expectations)
– convert them before the end