Overcoming objections from your potential customers

this product

Hey,

Just wanted to share a piece of a story that happened to me while building Unleak.

At launch, I offered a 14 days trial period, like most SaaS out there.

Problem is, my product is used by developers. They want to integrate it right now, but they won't use it in production for a couple of weeks, they said.

So I increased the trial period to 30 days.

Apparently, that was still not enough.

At this point, I was telling myself that these customers were just not interested in my product. I talked to a bunch of them, and I realized two things:

1. The length of the trial made them think about the optimal time they would signup to the product, so the trial period would be used to integrate my product with theirs. And they kept pushing the signup can down the road.

2. I did a very bad job at onboarding them, so when the trial started, they felt a bit overwhelmed.

I went back to the drawing board and really thought about it. Increasing the trial further would not make sense.

And then it struck me: just give your customers what they want.

So I decided to put my product FREE forever, as long as you are in test mode. When you switch it to live mode, you start getting billed.

I also came up with a completely revamped onboarding experience.

My previous signup -> onboarding completion rate was horrible (9%) because I prompted people to connect their Stripe account as the only onboarding step. Most bailed out at this point, not understanding why I would ask that.

With that new onboarding experience, I multiplied by 5x the completion rate while asking for their credit card. How? I think I do a better job at explaining 3 things:

1. How to use my product and what are its features
2. Why they need to give me that information
3. When they will be billed

So far, this is awesome. I can't wait to get results back as to the average time before I start billing my clients. My guess is that it won't be longer than 30 days.

Now, how did you overcome your potential customers' objections?

PS: If you are curious about the new onboarding, or would like to provide me with feedback, I created a video of it: https://www.facebook.com/unleakio/videos/2156563527950934

PPS: Yes, I created a facebook page just to put that video up. :|