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March 29, 2012   Posted by: Britty Wagner

B2B Lead Generation Strategies Part 6: Demos and Free Trials


An advantage of offering product demos and free trials for a B2B lead generation strategy is the ability to capture new leads early in the sales cycle.

LeadLifter's Free Trial Offer

This is especially beneficial to those offering complex products by enabling potential customers to review and test the service or product of interest. Demos are short for demonstrations. Product and / or service demos may range from a walk-through of a service to a free trial offer which allows a potential customer to try the service and / or product for a set period of time prior to purchasing.

By offering a demo or free trial of your product and / or service allows you to capture leads early in the sales cycle and potentially convert them to customers.

When offering a free trial or demo your first goal is capture pertinent information so you may follow up with;

  • how-to information,
  • special offers,
  • informative product updates.


The minimum information requested should consist of;

  • name,
  • email address,
  • phone number, only if one-on-one interaction is needed.


To ensure they have entered correct information you may send a confirmation email, once confirmed follow up with an email with the demo link or unique login information. This will also assist in building your emailing list. Depending on your email marketing service utilized and your product and / or service you may potentially automate this entire process.

If you are offering a free demo which consists of a one on one walk-through of your service you may decide not to automate this process but it is still feasible. With many email marketing services they allow you to create customized sign up forms and they allow you to be notified based on your settings. These settings may be set to notify you via email weekly, daily or ASAP when someone enters their details and requests a demo. This allows you to capture their information, automatically adds them to your email marketing list and notifies you ASAP of the request in which case you follow up.

If you are already offering white papers and / or webinars you are already aware of this automation process and all the benefits. Good Luck and I hope you found this article helpful.

Subscribe to stay tuned for the next part in this B2B Lead Generation series:  Newsletters and Email Marketing.



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