SaaS Interviews with CEOs, Startups, Founders
$1 Trial Map: How we used a $1 Guarantee to Break $75k MRR, Instant CAC Payback
16 Nov 2022
Chapter 1: What is the $1 trial strategy for increasing MRR?
Hey folks, hope your Q3 and Q4 is off to a good start. We just wrapped up Founder 500 in Austin, Texas. Hundreds of bootstrap founders showed up. It was an amazing time. I loved meeting so many of you.
This interview today is a recording from that session, which you're gonna love because now we have visuals, we have the founder teaching, and I made every single speaker include their revenue graphs and real artifacts in their presentations. Without further ado, let's jump in.
You are listening to Conversations with Nathan Latka, where I sit down and interview the top SaaS founders, like Eric Wan from Zoom. If you'd like to subscribe, go to getlatka.com.
We've published thousands of these interviews, and if you want to sort through them quickly by revenue or churn, CAC, valuation, or other metrics, the easiest way to do that is to go to getlatka.com and use our filtering tool. It's like a big Excel sheet for all these podcast interviews. Check it out right now at getlatka.com.
Please welcome Travis Chappell. What's going on, guys? And gal? How are you guys? How's the conference been? Sweet, sweet. Well, as he mentioned, we're going to talk about the $1 guarantee to break 75K MRR. I'm going to try to get through this as quickly as I can to see if we can get through to maybe some questions here at the end. But you have to forgive me if I'm a little bit slow.
I just got back from Cancun on a vacation. For software founders, you guys know we don't really take vacations often, so. I'm feeling nice and relaxed. Had to get some coffee to wake me up a little bit, but we're going to roll through this. Okay, so the next 20 minutes, dollar offer structure, how to increase your average order value, and then where to go find some traffic for the funnel.
Okay, so this is just all in one funnel that we created with the startup that I'm running called Guestio, where basically we connect podcast guests and podcast hosts, more or less. And there's a lot more detail than that, but we'll jump in here in a second. So Dollar trial funnel. How to structure your irresistible offer, how to script your high converting VSL, even if you're not a copywriter.
And then we'll take a look at some of our numbers from when we were running traffic directly into this offer. Okay. How many of you have an actual like working funnel up and running currently? Okay. How many of you do not know what I mean when I say funnel? Okay, cool. Just want to make sure. All right. So, and it's important to note, so 127 was all of 2021. We started development 2020.
We did like soft launch 2021, just kind of brought on some users, tested, got some feedback, a little bit of revenue here or there. And then January is really where we started to kind of grow organically. What we did is we launched a backend offer in January that allowed us to be able to get back some of our customer acquisition costs. And then that's when we plowed it back into building out this
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Chapter 2: How did the guest structure their irresistible offer?
And then you can add a couple things at the end of this, at the end of the CTA there, if you wanna do a little bit longer one, you could have that be more like a soft CTA, like hey, if you heard everything that you need to hear, then go ahead and sign up right now.
But if you wanna stick around for 90 more seconds, put another hook in there, make sure that they stick around for a certain period of time. Then I'm gonna show you three more things about blah, blah, blah, blah, blah.
And then you go into a little bit more social proof, a few more client testimonials, case studies, and then put that after the soft CTA, do a hard CTA right again at the end of that, and then really try to close people into it. So this was our offer. So like I was saying, one of our core offers is we help get people booked on podcasts to promote their offers.
to their SaaS founder, coach, consultant, whatever. You get booked on podcasts. It's really, really, really high quality, super warm traffic that you can get just by being a guest on somebody else's podcast. It brings you credibility, authority, trust, recognition, a lot of different things like that. So that's essentially what we do as a company.
We have an agency that does that, and then the software does it as well. So the to pay attention to is this part right here. So here's how it works. So obviously at the top, very direct. This is called direct VSL. It's not indirect. We're not speaking to people who are just problem aware and trying to get them to become solution aware and then product aware.
We're speaking to people who are already aware that they have a problem. They're already aware that we're trying to solve that problem. And then now we're just trying to convince them that we're the best solution to that problem. Does that make sense? Cool. So start with a hook, and then we come into the promise. And then here's how it works part.
So sign up for a dollar trial of GuestioPro by clicking the button below. Then once you set up your profile, all you have to do is pitch 10 shows on booking you as a guest over the next 30 days. If that doesn't get you at least one booking, so if you use our software and it doesn't do what we say that it can do, then my concierge team will step in and find a booking for you guaranteed.
So regardless of whether or not it works with the software, you will get your next podcast booking for $1. Now, we go into, let's see, put that in perspective. So now I wanna like contextualize that a little bit. I actually paid graduate level research to put together a comprehensive report on the top booking agencies out there, but like podcast booking agencies specifically.
I literally paid like 4,000 bucks just to get this report done so that I could put it in the VSL so we had data to back up what we were saying to people. So on average, it's $400 to $500 per appearance. So again, this is what I'm talking about with overwhelming with value. It's not about the price point. It's about the value.
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