One way to increase your close rates is to experiment with reducing the length of your free trial. Most SaaS companies run free trials which are too long (14+ days).

This practice negatively impacts conversion rates because 1) people will rarely extensively try your software for weeks at a time, 2) long trials let customers think they have plenty of time, putting off usage and 3) long trials increase the length of the sales process, decreasing sales efficiency.

If you’re currently running a free trial that’s longer than 14 days, consider reducing it. The only exception to the short trial rule is if your software really locks people in. For example, Dropbox. It’s a whole load of hassle to move all your files to another storage company, so it benefits Dropbox to have a long free trial that locks people in as much as possible.