Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

The Easier You Make it To Buy, The More Customers You Close

1 Apr 2024 · 1 min

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Jason M. Lemkin advises that reducing friction in purchasing increases closed customers: offer low-cost trials (examples cited: $1–$10) and avoid long-term contracts. He argues that products which deploy quickly and easily—deployable in minutes or an hour rather than weeks or months—can create a competitive moat. Emphasis is on simplifying onboarding and offering flexible, low-commitment purchase options to boost conversions.

Questions this video answers

A low-cost try-out around $1 to $10 without a long-term subscription.

Deploy in minutes or an hour instead of weeks or months.

Chapters

There's so many versions of Canva, not only that are free, that you can just try out for for, for a dollar $10 without even a long term subscription. That's an extreme example. But you don't have to stick it to everybody with a one year or even the three year contracts we talked about. Maybe let everybody buy they want to buy. The easier you make it to buy, the more customers you close. And if you have an industry where the products are difficult to onboard, where it takes time, where it's complex, and you can develop a product that is no contract at all, that you can deploy it very quickly, elegantly and easily 10 times. If your product is 10 times, usually to onboard than the rest, that can be a moat no one can catch up. If you are incredibly great at doing elegant deployments, at deploying in minutes or an hour instead of weeks or months.