Things keep getting better.
In a previous post I described a conception of a sales process which I’ll abbreviate here:
- Initial phone call with prospect
- Screenshare demo with prospect
- Collect prospect’s credit card info and begin 30-day trial
- Follow up with prospect via phone throughout trial
At the time I wrote about this process it was pretty much untested. Since that time I’ve had the chance to try it out on live subjects and, perhaps somewhat shockingly, it has worked quite well exactly the way I first conceived it. In fact, I used steps 2 and 3 with a prospect today and collected a new credit card number.
Right now I have 7 prospects in a free trial, 5 of whom have CC info on file with me. These are definitely unprecedented numbers. Six of those trials end in the next 30 days.
So I’ll continue to let the machine run, and keep up with sales work, support work, and some product development. I had consciously decided to pause active product development some months (maybe years!) ago, but new sales activity has required me to pick back up.
I’ve changed my pricing structure and reduced some existing customers’ prices as a result. Revenue in July was about $250, lower than the best-ever month of $430. If all 7 of these trials convert (which I’m not holding my breath for), it will be at least an additional $210/month, putting me at $460/mo. I think I can reasonably expect $500/mo to be just around the corner, which would be a new high. The next milestone in my sights after that is $1000/mo, which will be cause for celebration. But let’s not get ahead of ourselves.
I also reached another milestone: my server could no longer handle the growing load and I had to up my Heroku dynos from 2 workers to 3. Like a number of other things I’m dealing with, good problem to have.