The Idea

If you’re going to pitch a big proposal, clients are going to wonder two things. One, is this service even worth the money and two, is working with this company/person a good idea? Offering a trial service, preferably a segment of the larger one, is a great way to answer both of these questions and create a micro-commitment that will lead to the bigger purchase.

Not only does this provide immediate value for both parties involved, it also prevents the client from “locking up” with indecision. This also distinguishes your company from competitors that don’t offer a trial project.

It fits in the sales flow right after you provide a proposal and handle objections. You can say something like: “We’d love to work with you and I think the trial project we spoke about will be a great way to get our feet wet and deliver some value. Does that sound good to you?” All that’s left is to knock it out of the park.

Metrics

  • Ease: Doable
  • Cost: Free
  • Scope: Small
  • Speed: Quick
  • Reach: Local