How can you convert SaaS trial users through customer testimonials?
(Day 37/90 LinkedIn Challenge)
A thread 🧵
1. Relevance: using generic testimonials
Problem: Testimonials don’t resonate with trial users’ specific needs.
Fix: Showcase testimonials from customers in similar industries, roles, or with similar use cases.
2. Placement: hiding testimonials in obscure sections
Problem: Trial users miss out on the social proof you’ve built.
Fix: Place testimonials prominently on the homepage, pricing page, and within the product interface.
3. Content: overly vague testimonials
Problem: Users find generic praise unconvincing.
Fix: Highlight testimonials that share measurable outcomes or specific problems solved.
4. Medium: relying only on text testimonials
Problem: Text-only testimonials lack the authenticity of richer formats.
Fix: Incorporate video testimonials or case studies to build credibility and trust.
5. Timing: presenting testimonials too late
Problem: Users churn before encountering your testimonials.
Fix: Share testimonials early in the trial, through onboarding emails or welcome screens.
6. Variety: focusing only on one success story
Problem: Limited testimonials may not address diverse user needs.
Fix: Include a mix of testimonials covering different features, benefits, and use cases.
7. Social proof: ignoring well-known customers
Problem: Users doubt your credibility without recognizable references.
Fix: Highlight testimonials from well-known brands or industry leaders to strengthen trust.
8. Context: not linking testimonials to product features
Problem: Users don’t connect testimonials with the product’s value.
Fix: Pair testimonials with the relevant features they praise, either in-app or on feature pages.
9. Credibility: unverified testimonials
Problem: Users question the authenticity of your social proof.
Fix: Add customer names, roles, and companies for authenticity, and link to their website or LinkedIn when possible.
10. Call-to-action: missing follow-up steps
Problem: Users read testimonials but don’t take the next step.
Fix: Combine testimonials with clear CTAs, like “Try it now” or “See more success stories,” to drive conversions.
P.S. Struggling with trial-to-paid conversions? I’ll audit your current approach for free!
Mehul Fanawala
@MehulFanawala
Co-founded TheClueless.Company®, postgen, TheAgencyAuditor.com with @TheWriterWoman_ | Fun fact about me: Once, I jumped off a fast-moving bike!