How to respond to “Is there a free version?”: 3 answers
“Is there a free version?”
“Is there a free version?” is a fair question, not an objection. What to say if there is, if there isn't, and how to run a trial without devaluing it.
Practice this objectionWhy buyers say it
Asking whether there's a free version is normal. It doesn't mean the buyer won't pay. It means they want to lower the risk of a mistake before opening their wallet. Trouble starts if you answer awkwardly, as if the price were something to apologize for, or if you fold immediately and give away months of service. If you built the product, you probably have a free plan or a trial, and that's fine. The point is to explain what it's for. A trial exists to verify that the product solves the problem, not to use it free forever. Say that clearly and the question becomes a chance to agree on how that verification will happen.
What it often means
- They want to try without risk before paying
- They haven't figured out whether it fits their situation
- They're trying not to pay, full stop
Three answers that work
Yes, there's a [length] trial with everything included. One thing so it's actually useful: what would you need to see working, specifically, to say “okay, I need this”? That way we set the trial up around that and you don't waste it.
Why it works: You answer directly, then give the trial a purpose. Agreeing on the success criterion upfront turns the trial from “let's see” into “let's verify this,” and makes the decision at the end feel natural.
A free-forever version, no, and here's why: we maintain and improve the product with what customers pay. What I can do is let you try everything for [length], no credit card, and if it's not for you, it ends there.
Why it works: You explain without apologizing why there's no free plan, honestly and in plain terms. Then you offer the trial as a concrete alternative. The buyer sees that the price is a choice, not a trap.
Depends what you need. There's a free plan with [limit], which is enough for a lot of people starting out. If you find yourself hitting that limit, that's the sign the product is saving you time, and that's when the paid plan is worth it.
Why it works: It presents the free plan as an honest starting point and explains when upgrading makes sense. No push: real usage makes the decision.
Avoid this one
Free, no, but I'll make an exception for you: three months without paying.
Why not: It gives away value with no criterion and teaches the buyer that asking works. Three months becomes the new expectation, and at the end the price conversation still hasn't happened, now with a customer used to not paying.
Example dialogue
BuyerNeat. Is there a free version?
YouThere's a fourteen-day trial with everything, no card. What would you need to see working to know it's worth it?
BuyerThat after a client visit I record two minutes and the summary shows up in my CRM without me typing.
YouPerfect, then that's exactly what we'll set the trial up for. How many visits do you do in a week?
BuyerFifteen, twenty.
YouSo after one week you'll have fifteen summaries and you'll know whether it saved you time. We'll talk then and you decide.
Practice this objection
A simulated buyer says it to you out loud (or in writing), you answer, and you get a score plus the model answer. Free, no account, 2 minutes.
FAQ
Is a free plan better than a time-limited trial?
Depends on the product. A timed trial works if the value shows within a few days of real use. A free plan with limits works if usage grows naturally and the limit arrives once the product is already useful. What doesn't work is a free tier so generous that nobody has a reason to pay.
Should I ask for a credit card for the trial?
If you ask, you'll get fewer trials but more serious ones. If you don't, more people will try and you'll have to work harder to convert them. Neither is wrong. Either way, agree with the buyer on what should happen during the trial. Without a criterion, the trial fizzles out.
What do I say when the trial ends and they ask to extend it?
Ask what they haven't been able to verify yet. If there's a concrete reason, a few more days make sense. If the answer is vague, the trial probably wasn't used, and extending it won't change that. Then suggest deciding now, or reconnecting when they'll have time to really use it.