“As a rule, pilots should always, always be paid. If your pilot programs aren’t paid, then you’re only offering a free trial. These are fundamentally different strategies. When people pay, they pay attention.
Why require pilot programs to be paid? First, this makes the customers personally invested in the process. Second, requiring a payment means that you’ll typically need to sign a contract, which means you’ll go through a legal and vendor management process. Third, with paid pilots, there will be executives aware of your product and the pilot project. Fourth, payment is a signal from your customers that your product has real value for them. Finally, paid pilots get you paid. You need revenue to build your company and to prove to your market, your team, and your investors that your business and product is creating value.”
[Excerpt from my new book — “Stop Hustling, Start Scaling.”]
Did you know you can download a free & complete PDF version of the book? Link in the comments below. 👇👇