Do not display SaaS Prices using Static Software -
How you show SaaS pricing shouldn't be considered as an afterthought. It's an ongoing strategy that's easy and engaging for your prospects.
Pricing is an essential method to build confidence with the prospect and when done right it can help build momentum within the selling funnel. It could be among the most interactive, personalized and quantifiable elements of the process.
The initial step in making this happen is to evaluate the strategies you employ to display, create and distribute your price.
You will meet the most powerful villain in this story: your ordinary Office Suite software.
If you're using this Office Suite software to display SaaS pricing, it's time to provide your pricing with an update. Find out more from experts about how you can make changes.
1. Sheets are used to display SaaS Pricing
Can we say: BORING?
What you should make changes to: Using sheets does do not reflect professionalism. They're boring and manually-based, and the pricing must be different. You can't personalize your pricing making use of a worksheet that isn't personalized, which is crucial for building relationships with potential customers. It's easy to get lost in the numbers, as well as they can be time-consuming to create.
A Seller's Advice Who Switched: Mike Wright, Co-Founder and CEO of MESH/diversity changed from spreadsheets and spreadsheets, to an interactive price tool. He says:
"Leveraging the power of pricing is a game-changer because it allows users to stay consistent. it lets you have the history of your progress to your fingertips, and it allows you to make choices as you move forward based on that historical data, in a much easier way than trying to remember looking up proposals from the past or looking back through older versions of your spreadsheets."
The things you need to consider: Try incorporating personalized choices that let your customers to pick the right option for their needs when you display SaaS pricing plans. To avoid the labour of making spreadsheets, consider using a program that can save all of your previous quotes so it is easy to pull in the pricing of your competitors and instantly populate your calculation for potential customers. This way, you don't longer need to spend your time creating sheets and making calculations manually each time you make a new purchase.
2. Use Slide Decks for displaying SaaS Pricing
The next slide...next Slide... Next pricing strategy.
What you should change: Sending decks to potential customers is a simple way to showcase your pricing in a pretty format. While they may seem appealing but they are a one-dimensional format. If you are using slides decks, you're wasting an opportunity to gain insights and create informed follow-ups. Your pricing must give you the edge and inform you how many times your prospect views your pricing, and ensure they fully understand the pricing that is being displayed.
Tips from a Seller That ChangedStefan Kollenberg, Co-Founder of Crescendo, switched from using slide decks and instead used a pricing tool that provides insight and analytics in real-time. The company's founder claims:
"I could have my price in the back of the sales deck with one page. I never knew if [the buyers] came into the deck to kind of change it up, choose several options or go at the various tiers we offered. The idea is to gather as much information that you can about what price worked, what didn't ."
What you should consider: Without data from earlier deals, you'll never be able adjust for prospects and know what works best for your prospective clients. You should consider using a tool that lets you gain information in real-time, and track the entire pricing.
3. Using Email for Displaying SaaS Pricing
How many emails can you receive in the course of a single day? All of us have the same answer: too numerous.
What you should change: Scrolling through endless emails in order to locate the correct information is time-consuming, and frankly annoying. The act of expressing your price via emails can extend the duration required to conclude the transaction, since it's one of the worst ways to communicate pricing.
Advice from a Seller who switched: Jack Hannah, Sales Team Lead at LinkSquares has switched from using email to communicate pricing to an interactive tool for pricing. He says:
"A majority of discussions took place in a conversational manner and then followed by an email with a summary of the conversation in order to make sure both parties understood the issues we were speaking about. [Now] we're able to effectively share our screens and enjoy a more formal and structured discussion about price. can lead to a an easier conversation, which requires more minimal back and forth ."
Things to think about: Avoid the headache and ensure seamless communication with prospects by employing a program designed to facilitate rapid and simple communications. It will not only let your customers find the information they need swiftly, but it will also display all of their customized pricing and pertinent data clearly.
4. Using Collaborative Software for Displaying SaaS Pricing
Collaborative tools and software have an undisputed benefit in the selling process. However, when you're using the software as your main pricing display instrument, then you're likely to get into an unintentional mess.
What should you change: Collaborative tools such that are used to facilitate internal communication or brainstorming, aren't suitable for displaying SaaS pricing. Making use of tools to present your price is sure to result in making a messy presentation that can confuse your potential customers. There are a myriad of tools made to help however, if you use an instrument for a pricing function that was not intended to be used for pricing, you're likely to encounter a myriad of issues that could possibly end up destroying the sale.
A Seller's Advice That Changed Mike Pinkus, Partner at ConnectCPA was a former user of the collaborative software for creating an interactive pricing experience before he switched to a pricing platform that incorporates interactivity into the heart of it. The seller says:
"We had an online platform that was not specifically created to be an online sales platform. It definitely lacked professionalism since we used it to serve a different purpose. Now [after switching] and re-installing it, there's that cleanness and professionalism. Everything is tidy and designed in a way that suits the goal of sales ."
What you should consider: Misusing software may appear to be a time and money saver, however in the long run, it will actually create more problems than it solves. Moving your pricing processes into software designed to address its specific needs will support the business and create an improved buying experience for your customers.
5. Utilizing PDFs to Display SaaS Pricing
Many of us have resorted to the old-fashioned PDF. You may have were able to have your designer design it all branded and pretty However, it's a dreary and ineffective way to display SaaS pricing.
What should you change: Prospects can't engage through the PDFs you offer the same way as they would with slideshows. After your prospective customer downloads the PDF, there's no way of measuring how the document has been received or how many times it has been opened. Editing or making changes to the document can be a lengthy process and consumes a lot of time.
Advice from a seller who switched:Ross Simmonds, Founder of Foundation Marketing Foundation Marketing, brought his pricing up to date by moving from static PDFs and moving to an interactive price.
"We were given a pdf that showed three different pricing tiers around what we can do to serve our customers. The PDF was editedeach time a potential client showed up. It was always our goal to create the spreadsheets and ourselves beautiful, however in doing so you can't give the same amount of detail. It's no longer necessary to switch between these different tools to put together a package We can use Interactive Quotes ."
The things you need to consider: The only interactive benefit PDFs offer is the ability to sign on the dotted line, but an interactive experience needs to offer more than signing to close. Make use of pricing software that can give your prospect an interactive and personalized experience from first pricing conversations to the signatures at the end.
What Should I Use to Display My SaaS Pricing?
Pricing shouldn't seem like a mess, or a chore for the people you're trying to sell it to.
The future of displaying SaaS pricing will be an interactive personal experience that's simple for customers to interact with and comprehend. It means that the relationship you have with your office software for displaying SaaS pricing should come to an end so that you can completely revamp the way you present your SaaS pricing strategy.
In order to refresh how you present SaaS pricing, you should focus on finding a tool for pricing which is suited to your requirements. The three areas we suggest to prioritize when searching to locate the perfect tool
1. Utilizing a software that can simplify your job by reducing time and improving productivity, and increasing your team's efficiency while presenting your price proposition to potential customers
2. Create an engaging and interactive buying experience for your prospects
3. Gaining insight into your prices' performance using real-time data analytics.
Today more than ever now, it's important to cut down on time and perform your work effectively. Don't be a slave to obsolete and confusing pricing. It's easy to transition into a modern pricing process that will help you work smarter, not harder, while increasing your ability to close transactions faster.
