Hey there! If you‘re wondering whether a product demo is the same thing as a free trial, I‘m here to clear up the confusion. I‘ve done some deep research into the differences between demos, free trials, and freemium models, talked to experts, and have plenty of stats and examples to share. Read on for the full scoop!
Demos Give a Sneak Peek, Free Trials Are the Full Movie
When a sales rep gives you a demo of a product, it‘s like watching a movie trailer – you get a short, highlight reel version showing off all the best parts. With a free trial, it‘s like watching the full movie – you get complete, unrestricted access to the real thing for a limited time.
Demos are led by sales teams and typically last 30-60 minutes. You‘ll see neat product features, but likely not the whole picture. Free trials mean you can dive in and use everything on your own terms for up to 30 days. It‘s hands-on evaluation without strings attached.
So if you want to kick the tires on a test drive, go for a free trial. But if you‘d like a quick tour and some helpful sales pointers, a demo may do the trick.
Businesses Rely on Demos and Free Trials For Sales
Product demos and free trials are big business. According to [HubSpot research], 77% of businesses rely on product demos and free trials to close sales. Why are they so popular?
Well, demos allow the sales team to put their best foot forward and directly influence prospects. And trials let prospects experience products risk-free before buying. Both can powerfully impact conversion rates.
In fact, proof of value through demos and trials is critical. [Gartner research] shows that 70% of prospective customers will NOT buy until they can personally demo a product first. So enabling hands-on product experiences is key for many businesses.
Customers Are Hooked on Trying Before Buying
From a consumer perspective, getting to test out a product before purchasing is extremely appealing. According to [Walker Sands research], 93% of B2B technology buyers prefer to test products through a free trial rather than trust vendor claims. And [FinancesOnline] reports that 77% of consumers are more likely to purchase after a free trial across industries.
People just feel far more confident buying when they can validate claims and evaluate relevance on their own. The "try before you buy" model has become pervasive online given how easy it is to set up and scale trials and freemium access. Consumers have grown accustomed to kicking tires through easy access to limited versions or short-term full trials.
Not All Trial Models Are Created Equal
But free trials come in several different forms – some good, some tricky. Here‘s the lowdown on the main types of free trial models:
- Frictionless: Instant access, no credit card required
- Gated: Must provide billing details first for "free" trial
- Hybrid: Frictionless start, payment info required later
- Time-Delayed: Limited trial access, then pay to continue
Frictionless free trials let you start right away, without even needing to enter payment details upfront. This removes all barriers to entry and drives maximum signups. But it risks subscription fatigue if users forget they signed up and end up with unintended charges down the line.
Gated free trials require your payment information first before starting the trial. This ensures users are truly committed prospects, but adds an extra speed bump before evaluation.
Hybrid models give you frictionless access initially, but require payment details after some time to continue the trial. This seeks a balance between easy entry and legitimate leads.
Time-delayed free trials only provide full access for a short window, then payment is immediately required to continue use. This limits longer-term free usage.
There are upsides and downsides to each model. Most companies test different options to see what converts best with their particular audience.
Traditional Players vs. Digital Disruptors
Interestingly, research shows that traditional, non-tech companies tend to rely more on product demos, while their digital disruptor competitors lean more heavily on free trials and freemium models.
For example, [43% of SaaS companies] use a freemium model, but only 5% of traditional software vendors do. And [this report] showed that 82% of SaaS firms offer free trials, compared to just 37% of legacy software providers.
The reason seems obvious – digital products lend themselves better to instant, self-service access and usage tracking. Traditional businesses with field sales reps optimize better around high-touch demos. So the distribution model tends to dictate the trial model.
Guidance from the Experts
Curious when experts recommend using demos vs. free trials? Here‘s a quick guide:
"Use demos when you offer a complex, high-consideration product that requires an explanation to convey value. They shine when products must be seen to be understood." – Sara Hanson, Lead Analyst, Business Software Insights
"Free trials excel when your product is polished and intuitive enough for customers to effectively self-serve and evaluate on their own without hand-holding." – Michael Wu, Sr. Director of Product Marketing, RingCentral
"Freemium models work best for digital products like apps and software that benefit from network effects and can limit features intelligently in the free versions." – Brian Williamson, Chief Growth Officer, Freshworks
So in summary, leverage demos for high-touch explanation, trials for easy self-service use, and freemium models for viral growth and scale. Align your strategy to your product design, customer base, and business model.
Key Recommendations: Demos, Trials, and Freemiums
Based on my research, here are what I think are best practices both companies and consumers should keep in mind:
For Businesses:
Lead with the model that aligns best to your product: demos for complex solutions, trials for self-serve software, freemiums for marketplaces.
Focus demos only on hot prospects to avoid wasting sales time; support trials/freemiums digitally to scale.
Limit free trial length to 7-14 days to prevent extensive free usage.
Make premium freemium tiers truly value-added, not just hobbled downgrades of the paid version.
For Consumers:
Insist on a hands-on experience before purchasing enterprise software or services requiring on-boarding.
Beware automatic rebilling of credit cards after a free trial ends – cancel non-essential subs.
Ask specific questions about your needs during any product demo and validate claims.
Verify the freemium model doesn‘t restrict "must-have" features to premium tiers.
Free Trials and Demos Both Have a Place
So in summary, demos, free trials, and freemium models all have pros and cons. There is no single perfect solution – it depends on your specific product, audience, and business model.
The key is to test different options and optimize to find which strategy maximizes high-quality leads and conversions for your business.
And as a consumer, leverage both demos and trials to validate product fit, but watch out for traps like unintended charges. When used right, demos and trials are a win-win – enabling businesses to accurately convey value while letting customers try risk-free before buying.
So evaluate your options, but don‘t be afraid to take a product for a spin! Just understand the difference between a guided tour demo, an unrestricted free trial, and a limited freemium offer. And you‘ll be primed to find tools that truly meet your needs.
Hope this guide has helped explain the ins and outs of product demos vs. free trials. Let me know if you have any other questions!
