I think they are right. Model your business the way some things are done on the internet. Don't abandon the principles that work on the internet because you're not in cyberspace anymore.
You know that almost everything on the internet nowadays gives you a FREE Trial for say, 30 days. I signed up for a product just the other day because they're giving me 60 days to try it out. Look, 60 DAYS?? OF COURSE I'll try it out. No credit card info or anything upfront.
The FREE 60-DAY trial was the only reason for trying it out and I know that sounds bad but its too bad. It's the truth. I had no intentions of buying it. However, I am so pleased with it that I am really going to purchase it at the end.
The FREE Trial! That's going to be your money-maker.
Give them something for FREE in exchange to have them at least install your software and see if it works. Even if your free product is a trial and comes to an end. Give them a realistic free trial period like 60 or 90 days to see some positive results. If it improves their processes.
I wish I was your salesman. I'd close that deal YESTERDAY! and any other college you went to. Well, that's my two cents. I'm aggressive and to the point
Point is: Re-visit the school. Let them know if they want a 60-day trial, access granted. I GUARANTEE they'll go for it. They have nothing to lose. Make your situation a win win and you will actually win. The more colleges that actually TRY the product the better because not everyone will buy it but your goal is to have them, at the very least, try it out.
Change your mindset. It's not whether the client buys it at this point. Its whether they go through your trial period and actually like it first.
Best of Luck