Understand Your Buyer > How To Get Attention > Freemium
What is it?
Freemium is where a free sample or free version of a product or service is offered to give you a chance to experience first hand the value on offer.
Why does it work?
It works because it creates a relationship with the potential client, triggers Reciprocity and also Propinquity. Once a client can “taste” how good your offering is, they are more likely to pay for it.
How can you use it?
Creating a forever-free version of your service or offering free samples of physical products are the main methods to engage clients and get them to experience first hand what you do.
Consider what you can give away for free – much like an aftershave tester or food trial, to attract potential clients.
Hypothetical Example:
A project management software company offers a “Free Plan” that allows small teams to use the tool with limited features (e.g., 5 projects, 10 users). Startups begin using the free version, and as they grow and need more advanced features—such as integrations and reporting—they naturally upgrade to the paid plan because they’re already familiar with the software and trust it.
Similarly, a gourmet coffee brand gives away free sachets of its premium instant coffee at train stations. Once commuters taste the quality, many of them purchase the full-sized product online.
The free sample (freemium) removes the risk and makes buyers feel like they’re “already invested” in the product, making the step to a paid version far easier.
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