If your entire sales process doesn’t involve any meetings, which is possible and common for low-ticket (typically <$300) offerings, it can be a little harder to pinpoint what’s holding them back. The quality of your RESPONSE will depend heavily on your ability to track their behavior online. Ensure you’re integrating analytics to readily identify prospects that are falling out of the funnel and where they are falling out.
Here are some ideas:
| Behavior | How to frame your Response |
|---|---|
| Signed up for a trial account, and extensively used it, but hasn’t upgraded to a paid account. | What’s their experience? How are they using your product? How satisfied are they? What else do they wish it could do? |
| Visited your pricing page multiple times but did not take any further action. | Would they like a guided walkthrough or demo to see it in action? |
| Downloaded or created an account but hasn’t used your solution. | Is there something they’re trying to do but can’t figure out how? |
| Added an item to their cart but did not check out. | Highlight your commitment to making your offerings as accessible as possible and your willingness to discuss alternative payment options (e.g. installments, deferred payment, etc.) or your free return policy/guarantees. |