Whoa! Free trial button did not decrease paid signups, but increased trial signups by 158%
The case study we are publishing today answers a dilemma that many software companies encounter at one time or another. Should they offer a “free trial” option? Will it decrease the paid signups? One previous case study answered which button increased clickthroughs by 47%: ‘Try demo’ or ‘Buy now’. This case study answers whether having both at the same time has any effect on sales and conversions.
GetResponse is one of the leading email marketing platforms in the world with more than 210,000 customers across 183 countries. They prominently place a “Buy Now” call to action button on their homepage. They also have a “Free Trial” plan but it was not available on the homepage and could only be found on certain pages. Here’s how their homepage looks like (notice the prominent “Buy Now” button):
What happens when you add “Free Trial” button?
GetResponse wanted to test if adding a “Free Trial” button on the home page will influence the number of purchases of paid accounts and number of registrations of free accounts. There was a perception that providing a “Free Trial” button will decrease the number of signups so it was quite a critical test. They used Visual Website Optimizer to quickly setup an A/B test in which variation had an extra “Free Trial” button next to the “Buy Now” button. Here’s how the variation looked like (notice two prominent buttons):
Variation: 158% increase in trial signups
A/B test results and learnings
The results they found after running the test were astonishing. GetResponse noticed that by adding free trial buttons on homepage, the number of free accounts increased by 158.60%, while there was no negative influence on the number of paid accounts created via homepage. That is a very strong proof in favor of providing a “Free Trial” button on the homepage itself.
On asking what lessons can be derived from this test, this is what Agnieszka Dabrowska, GetResponse Brand Manager had to say:
It’s worth testing different variations of Call to Action (CTA) on the homepage. We expected that by adding a free trial button on the homepage the number of paid accounts would decrease. We were positively surprised by the results. Not only did we manage to keep the sale at the same level, but we also noticed a huge increase in the number of free trial accounts, which will also result in a bigger number of upgrades in the future.
She further added, “Visual Website Optimizer (VWO) is a great tool that lets us test different variations of the homepage on a small sample of visitors. Thanks to VWO, we managed to find out the perfect combination of CTAs on GetResponse homepage and increase the overall conversion”.
GetResponse plan to constantly run different tests with Visual Website Optimizer. They will test effectiveness of different tag lines, order form versions, pricing variations, etc. We hope they always keep increasing their sales and conversions.