Episode 691 | Freemium, High-touch vs. Low-touch, Selling as an Introvert, and More Listener Questions
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Dec 12, 2023
Explore the nuances of the freemium model and charging by the 'honor system' for your product. Discover strategies for competing against established giants, even in saturated markets. Learn about the nuances of high-touch versus low-touch sales techniques and how introverted founders can leverage their unique traits to succeed in sales. Additionally, find valuable book recommendations for those looking to improve their selling prowess, making entrepreneurship accessible for everyone.
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volunteer_activism ADVICE
Freemium Model Evaluation
Consider a free trial instead of a completely free version with an honor system.
Limit free version features to encourage upgrades for full value.
insights INSIGHT
Competing with Incumbents
Competing against established incumbents can be successful, but consider network effects, switching costs, and brand strength.
High switching costs require constant influx of new customers to offset difficulty pulling from competitors.
volunteer_activism ADVICE
High-Touch vs. Low-Touch Sales
Adapt your sales strategy to how your customers prefer to buy.
Low-touch can succeed even when competitors use high-touch if customers are willing and pricing is right.
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In episode 691, join Rob Walling for another solo adventure where he answers listener questions. He evaluates freemium as it relates to paying by the “honor system”, competing against big incumbents, and whether to sell using high-touch vs. low-touch strategies. Rob also recommends books for introverts looking for sales advice.
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Topics we cover:
2:01 – Charging for your product using the “honor system”
6:16 – Competing against big, entrenched incumbents
12:36 – Low-touch vs. high-touch sales strategies
17:01 – Selling as an introverted founder
20:45 – Skipping the “Stair Step” approach to quickly validate a SaaS
If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!
Startups For the Rest of Us