This follows well with my post yesterday about mobile internet and the coming boom in that market. As part of the Sales Kickstart webinar series in May, we’re continuing to profile companies that are doing online sales right. Click to get the Small Business Sales webinars schedule.
Slacker Radio is the world’s first Personal Radio company, allowing music lovers to play highly personalized music online at the Slacker web site or via their Radio app that works on leading smartphones. Slacker needed a way to convert more of the company’s free listeners to paid subscribers, and decided to tap into a tried-and-true marketing tactic used for years by the software industry: pairing a virtual service with a real product using TrialPay‘s transactional advertising service.
In its initial campaign, Slacker paired flowers for Mother’s Day with a 3-month free subscription to the Slacker Radio Plus personal radio service, partnering with TrialPay and ProFlowers. Kilpatrick reports that conversion rates for the campaign have been solid, and that the company has made significant incremental revenue.
Kilpatrick believes this set-up is a win all around: consumers are able to get the Slacker service for free in return for buying something they already want — flowers for mom — from a premium brand advertiser such as ProFlowers. Slacker then gets paid by ProFlowers once the sale is completed, converting a previously free user to a paying customer. If you’ve read Free by Chris Anderson, you’ll appreciate what Slacker has done even more!
If you know of a company that is doing online sales right, is a small or mid-sized company, or a startup, drop me a note. I’m particularly interested in the mobile ventures starting up. I’m also quite intrigued with TrialPay’s online payment model and growth and planning to look at more of their clients and projects.
TJ McCue is founder of Sales Rescue Team, a pay-it-forward lab that serves the SMB market with free website reviews and evaluations.