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How do I nudge customers to buy my product vs ordering free samples? (alien.top)

submitted 2 years ago by TriRedditops@alien.top to c/entrepreneur@indiehackers.space

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I recently launched a product and have been advertising free samples in my target market. It's a disposable product and my users would use 5, 10, or 15 widgets month if they liked it and it worked for their situation. I have been offering sample packages that include 2 widgets to let them try it out and get a feel for the product.

I created my web store with 2 listings. One for the free sample package and one for a package of 5 widgets (users can buy multiples to get their desired amount).

I intend to make a few more listings including a monthly subscription option.

So far we have had a lot of orders for samples and only a few orders for paid product. I don't want to ramp down the advertising of free samples but I would like to push users to buy the product instead, if I can.

I thought about making it slightly harder to order free samples. Potentially pushing them through a few clicks to get to the sample order or asking them to fill out a survey first. It wouldn't be out of character in my market to ask for information about their predicament before sending samples.

I can automate a email journey to send them a link to free samples...but that felt like too much friction.

What else can I do to make it more appealing to buy vs get the free samples?

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[–] RossDCurrie@alien.top 1 points 2 years ago (1 children)

Seems like there's some math to do - number of free samples who convert to customers, average lifetime value of customer, etc.

If the avg ltv > cost of acquisition, then you're all good

Consider limiting the number of free widgets, but making people register their interest. Still give a bunch away, but use the details you collect to create a mailing list. Hit them up with some special deals in the first few months, etc.

[–] TriRedditops@alien.top 1 points 2 years ago

We say we are limiting samples to 1 per order. We don't have a specific policy on re-ordering samples. Luckily(?) no one has ordered free samples more than once. If they did I would have to find some way to respond. I would probably send out the second free sample and then follow up with an email telling them we can't provide further free samples. I'll have to work on a polite way to say that.

I have a follow-up survey being sent to people two weeks after they make a "purchase" but only 1% of customers filled it out. This shop has only been up for a month. I don't have a lot of customers yet but I definitely would have expected more responses from my audience.

I wonder if there is a better way to register interest. Maybe a pre-purchase survey would be a good idea. I can get some usable info while at the same time adding a little friction.