Better Agency Cancels Inactive Trial Accounts to Force Re-Engagement
Will Shaw · BetterAgency CRM for Insurance Hits $1m ARR, Raises $2m on $15m Valuation · Jul 3, 2021 · at 8:29
Will Shaw, co-founder of insurance CRM Better Agency, explains their trial conversion tactics and customer onboarding protocols to Nathan Latka.
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“If they don't engage with our onboarding team, we look at a trial as a, as an opportunity for a paying customer. So we immediately start reaching out and trying to onboard. They don't engage with us and they have no usage. We'll preemptively cancel their account and let them know to try to re-engage them.”
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More from Will Shaw
Better Agency Yields 25 Customers per $10k Spend, Converts 70%
“So on tenk in spend, we'll get about 25 net new customers, so we'll get a bunch of trials, and we convert about 70% of those trials, so that'll equate to about 25 new paying customers.”
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“We could have totally have driven it higher. I mean, the market, you know, better than I do, the market's pretty frothy right now, and we could have driven it higher, but we were really, my biggest problem with fundraising was telling people no, and the reason…”
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“So what we do is it's on the base application that they bring in, and then we kind of take on charge of upgrading them, and so we don't pay out the upgrades to the affiliates.”
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“So right now we're willing to spend upwards of 1500 dollars to get all in to get a customer because we can eat We can keep that kind of 10 to one ratio.”