Sell the Trial, Not the Service
A tax savings review priced low or even offered on a money-back basis if it does not deliver several times its cost in value is far easier to sell than a full ongoing engagement. Price it low enough that saying yes feels almost risk-free.
Build Genuine Trust During the Trial
Make clear that the trial creates no obligation. Your real goal during this period is for the prospect to genuinely like and trust you not just to complete the task in front of you.
Go Above and Beyond
Aim to deliver value worth several times your fee and not just meet expectations. Find something small you can implement quickly during the trial especially a task the prospect has been putting off for a while.
Final Thoughts
A well run trial naturally shows a prospect the value of working with you long term often without a hard sell at all. Consider building a small low-cost trial offer this quarter aimed at your ideal prospect type. Like a puppy that never quite makes it back to the shelter a good trial experience tends to turn into a lasting relationship.
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