Swipe.by · B2B · AI marketing for restaurants
Skip free trials and push small businesses to pay a year up front
Most customers pay the year up front
Workedpayments-checkoutpricingonboarding
What they did
Never offer free trials to SMB owners; require a demo and push hard for paying the full year up front. Reasoning: without skin in the game a busy owner never completes setup steps (e.g. clicking 'connect Google') because operational fires always win.
What happened
Majority of customers pay up front for the year
Related topics
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More from this episode
- Swipe.by: Sell only door-to-door, with reps walking into restaurants~$3.5M ARR, ~400% yearly growth, $0 ad spend
- Swipe.by: Pay door-to-door reps mostly commission, with a guaranteed minimumReps keep 30-40% of year-one revenue; top reps promoted in ~6 months
- Swipe.by: Promote top reps to open new cities
- Swipe.by: Recruit sales reps with Indeed job ads
- Swipe.by: Have the rep sit with the owner while a remote lead runs the demo300-400 demos a month
- Swipe.by: Give websites and online ordering away free; charge for the AI services on top
- Swipe.by: Swap revenue-share loans for fixed monthly debt payments to fund the sales pushKept 100% equity; fixed payments made cash planning easier
- Swipe.by: Sell to hair and nail salons with the same restaurant sales teamStopped; product was ~5% short of what salons need