Scale Your SaaS 191: How to Get More Leads into Your Free Trial - with Mark Colgan
EPISODE SUMMARY
In this episode of SaaS-Story in the Making, Matt Wolach and Mark Colgan talked about the importance of onboarding and making sure the most amount of website visitors start a trial. Colgan also shared his experiences on starting his podcast journey, what companies today are missing out on, and other things that can help B2B SaaS companies improve their onboarding process. Colgan is a co-founder and CEO of Speak On Podcasts and an onboarding specialist that helps B2B SaaS companies convert visitors into users.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 191, “How to Get More Leads into Your Free Trial”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Mark Colgan, co-founder, and CEO, of Speak On Podcasts
TOP TIPS FROM THIS EPISODE
- Speak Up and Sell Yourself
- Consider your Buyer’s Journey
- First Impression Matters
EPISODE HIGHLIGHTS
- Providing Value
- Common Mistakes on Getting More Prospects to Sign Up
- Reducing Sign Up Form Friction
TOP QUOTES
Mark Colgan
[04:40] “People are looking and doing discovery before even reaching out to salespeople.”
[05:01] ”It's not just about the interview and the recording like we're doing now. It’s the relationship you can build with the host… establishing partnership opportunities with the podcast hosts that they're speaking to. It's just a great first step in a relationship.”
[09:02] “As a founder, you've got a unique position-- you got two angles, automatically: domain expertise, and your story.”
[14:11] “If a full-blown free trial isn't going to be possible, that's fine. But give them the experience of signing up, at least getting a little bit started, if possible at all.”
[16:20] “When you're the founder and you're building your set, you know what the little icons mean-- you know that you're supposed to click over here. But a first-time user doesn't have all of that bias, and familiarity with a product.”
[21:34] “The one that I get the most responsive support from, the one that's easiest to use, the one that gets me to my aha moment as quickly as possible, is likely to be the one that I'm going to go with if the pricing is right.
Matt Wolach
[05:37] “It can be even more powerful to be a guest on a show than starting your own, especially if your own show is a guest type of show… In that situation, the guest comes on and shares about their expertise. And the conversation goes around what they know.”
[09:16] “Do not gate case studies. Those are some of the most powerful things in converting your prospects.”
LEARN MORE
To learn more about Mark Colgan and Speak On Podcasts, visit: https://www.markcolgan.co.uk/ & https://speakonpodcasts.com/
For Product Onboarders, visit: https://www.theproductonboarders.com/
You can also find Mark Colgan on LinkedIn at: https://pt.linkedin.com/in/markcolganmarketing
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
Get even more tips by following Matt elsewhere: