Free trials may seem appealing, but they don't provide the commitment, validation, or revenue that startups need. It's better to seek a commitment from customers instead. We only do annual agreements, but if you're not satisfied in the first 30 days, you can opt out without penalty. This approach protects the customer while also showing our commitment to them.

Offering long free trials or pilots can be counterproductive, as customers may not fully commit to using the product. Keep trials short with clear success criteria.

If you're confident in your product, encourage customers to sign up for an annual contract with a 30 or 60-day money-back guarantee, making it a recurring revenue stream from the start.

In B2B sales, avoid offering free trials. Instead, consider a money-back guarantee or the option to opt out of an annual contract after one month to encourage commitment without the risk of free trials.

Keep your pricing simple to avoid friction that prevents customers from signing up and paying.

Understanding when users experience their 'aha moment' can guide improvements in the conversion process and increase signups. Addressing user concerns about starting a free trial by stating 'no credit card required' reduces perceived risk and encourages clicks.

Charging customers is essential for validating your product's value. Offering free trials can be tempting, but if customers aren't paying, they aren't truly customers. Resist the fear of rejection based on price.

In the early days, we avoided free trials to ensure we received feedback only from customers who truly valued our product, which helped us stay focused on delivering real value.

In the early days of a product, the user experience during sign-up and login is critical, and optimizing these processes can significantly impact retention and revenue.