# From Trial to Subscription: What Works (And What Doesn't) - A Conversation with Jose Vigo

Page: https://stenobird.com/podcast/subscription-prescription-weekly-doses-to-boost-ecommerce-revenue-6583318/from-trial-to-subscription-what-works-and-what-doesn-t-a-conversation-with-jose-vigo
Text version: https://stenobird.com/podcast/subscription-prescription-weekly-doses-to-boost-ecommerce-revenue-6583318/from-trial-to-subscription-what-works-and-what-doesn-t-a-conversation-with-jose-vigo.md
Podcast: [Subscription Prescription | Weekly Doses to Boost Ecommerce Revenue](https://stenobird.com/podcast/subscription-prescription-weekly-doses-to-boost-ecommerce-revenue-6583318)
Published: 2026-02-16T15:38:50+00:00
Episode link: https://www.spreaker.com/episode/from-trial-to-subscription-what-works-and-what-doesn-t-a-conversation-with-jose-vigo--70051090
Audio file: https://api.spreaker.com/download/episode/70051090/matt_jose_final_64.mp3
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Duration seconds: 1726

## Resource

Free trials are everywhere in DTC, but most brands struggle with what matters most: turning trials into full-price buyers and subscribers. In this episode of Subscription Prescription, I’m joined by Jose Vigo, founder of Healthy Metal, a magnesium sleep brand built around sachets and a “try it first” acquisition strategy. We unpack how a shipping-only trial can work, what drives conversion after the sample arrives, and the practical systems that bring customers back. We cover: How Healthy Metal uses a shipping-only trial to acquire new customers What actually influences trial-to-full conversion (product experience, price, and expectations) The post-trial follow-up stack: inserts, email flows, retargeting, and flash offers Testing direct mail with Paperrun, including a “personal letter” vs discount mailer experiment Offer page experimentation in Replo, choice reduction, and AOV tradeoffs with multi-box subscriptions Why sometimes breaking “best practices” is exactly what makes a model work Connect with Jose here: https://www.linkedin.com/in/josevigocasais/ Subscribe to our weekly newsletter and never miss a dose: https://newsletter.thesubscriptiondoc.com

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## Transcript

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