How to convert more TRIAL users to PAID with better onboarding
eMacity Leads • May 7, 2018
Most of the founders that we spoke to after told us: "This looks awesome, but how can this help with high ticket Enterprise sales?"
These folks sell products from $500 to $5000 a month (and higher) and some of the challenges they have are:
1. Long sales cycles (up to a year or longer).
2. Improving the sales cycle without changing their entire sales process or retraining their sales team.
3. Losing good salespeople OR difficulty hiring dependable sales people (these founders end up doing all the sales themselves.
4. What to do with the 40%-60% of leads that request a demo and never show up, or the leads that disappear AFTER the demo.
5. Qualified leads that visit the site (or landing page) but leave without requesting a demo.
6. Wasting months trying to sell to unqualified prospects.
Want to learn more? Email: info@emacityleads.com
The very first thing you need to know to reduce churn is find out why customers are cancelling. What are the main reasons? Can these reasons be prevented?
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("CPA") is defined as the cost you incurred for every acquisition you made. Acquisitions can vary from case to case, an example of an Acquisition can be a lead or sale. The formula for CPA is Total cost of (Sale) / total number of leads recorded (Visitors, Opens, Clicks, Form Submissions, Trials, Demonstrations, etc), i.e. CPA = Total Cost / Total Number of Leads. For a lead based account you need to consider 'Converted Clicks' as the total number of leads in the formula and for online orders you need to consider 'Conversions' while calculating the CPA. As mentioned above CPA can be calculated at various levels right from campaigns to the keyword. And it is always a good practice to look at all of these levels to understand if your campaign / outbound effort is profitable to you (or not). To calculate CPA, you'll need to take cost and divide it by conversions. If you want to know the cost per converted click (as opposed to cost per conversion), you will take the cost and divide it by converted clicks.
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