Never Display SaaS Prices using Static Software -
The way you display SaaS pricing shouldn't be an afterthought. It should be a strategy that is easy and engaging for potential customers.
Pricing is a key way of building trust with the prospective customer, and when done right, builds momentum in the selling funnel. It can be one of the most interactive, personalized and measurable portions of your sales process.
The initial step in developing this kind of experience is to examine the methods you use to create, display and distribute your price.
The ultimate antagonist is revealed in this scenario: your regular Office Suite software.
If you're currently using the Office Suite software to display SaaS pricing, then it's time to give your pricing some fresh air. Find out more from experts regarding how to implement the changes.
1. Using Sheets for Displaying SaaS Pricing
Can we say: BORING?
The things you need to modify: Using sheets does do not reflect professionalism. They're boring and manual - and your pricing should be anything but. There is nothing personalized when making use of a worksheet that isn't personalized, which is crucial in building rapport with prospective customers. It is easy to get overwhelmed by numbers and they're time-consuming to build.
Tips from a Seller Who Switched: Mike Wright, Co-Founder and CEO at MESH/diversity, changed from spreadsheets to an interactive price tool. The company's CEO says:
"Leveraging a pricing tool can be a game changer as it allows the user to remain consistent. it allows you to have the history of how you've evolved to your fingertips as well as allowing you to make choices in the future by relying on the past data and in a more efficient way than trying to remember the old plans or look back at the old versions of your worksheets."
Things to think about: Try incorporating personalized choices that let your customers to choose the appropriate package for them when displaying SaaS pricing structures. To avoid the labour of a spreadsheet, use a software that saves all the previous quotations so that it is easy to pull in pricing and automatically populate calculations for prospects. That way, you no longer need to spend the time to create spreadsheets and performing calculations manually to calculate every deal.
2. Use Slide Decks for Displaying SaaS Pricing
Slide Next slide...next Slide... NEXT pricing strategy, please.
What should you modify: Sending decks to prospects seems like an easy way to showcase your pricing with a beautiful design. Although they seem engaging, decks are one-dimensional. By using slide decks you're wasting an opportunity to gain insights and create informed follow-ups. Your pricing must give you the advantage and tell the reader how often prospects view your pricing, and ensure they fully understand the pricing which is displayed.
Advice from a Seller That ChangedStefan Kollenberg, co-founder of Crescendo, switched from using slide decks and instead used an pricing tool that offers insight and analytics in real-time. He claims:
"I could have my price at the bottom of the sales deck with one page. I never knew if [the clients] would enter the deck in order to alter it, select different options or look through the various levels of service we were offering. It's like you need to get as much data you can on what pricing worked, what didn't ."
Things to consider: Without data from earlier deals, you'll not be able to adjust for future customers or know what works best for your prospective clients. Consider using a system that allows you to gain insight in real time and monitor everything related to related to pricing.
3. Using Email to display SaaS Pricing
What number of emails do you receive each day? All of us have the same answer: way too many.
The things you need to modify: Scrolling through endless emails trying to find the correct information is time-consuming and can be quite irritating. Communicating your pricing through email extends the length of time it takes to close the sale, because it is one of the most ineffective ways of communicating price.
Advice from a Seller Who Switched: Jack Hannah, Sales Team Lead at LinkSquares He moved from email for communicating pricing, to using an interactive tool to calculate pricing. He says
"A majority of discussions took place in a conversational manner and would be followed up with an email summation in order to make certain that everyone understood the topic we were talking about. [Now] we're able to be able to share our screen and engage in a formal, organized conversation about price. I think [helps create] more clear conversations that require much less back and forth ."
The things you need to consider: Avoid the headache and establish a seamless relationship with your prospects employing a program designed to facilitate rapid and simple messaging. This tool will let your customers find what they are looking for fast, but it'll show all their custom pricing and relevant data easily.
4. Using Collaborative Software for Displaying SaaS Pricing
Software and tools that collaborate have an undisputed benefit in the sales procedure, however if you're misusing the software to display your primary pricing device, you're bound to be in unintended consequences.
What should you change: Collaborative tools such like those for internal communications and brainstorming do not work to display SaaS pricing. Making use of tools to display your pricing is sure to result in producing a poorly-organized presentation, that can confuse your potential customers. There are a myriad of tools designed to assist with pricing, however, when you employ a tool 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.
Tips from a seller That Changed Mike Pinkus, Partner at ConnectCPA previously used the collaborative software for creating an interactive experience for pricing before switching to a pricing platform that incorporates interactivity into its heart. He says:
"We had an application that wasn't specially designed to be an online sales platform. The platform was definitely not professional because we were using it to fulfill a wrong function. After switching, we have that cleanliness, the professionalism, everything is neat and organized according to the purpose for sales ."
The things you need to think about: Misusing software may seem like a great time or cost-saving option, but over the long term you will end up creating more issues than it resolves. Moving your pricing processes into software designed to address your specific needs will benefit your business while providing more enjoyable buying experiences for potential buyers.
5. Utilizing PDFs to Display SaaS Pricing
We've all resorted to using the old-fashioned PDF. Sure, you were able to have your designer design everything beautiful and branded However, it's a dreary and ineffective way to display SaaS pricing.
The things you need to change: Prospects can't engage using the PDFs that you send to them, just like a slide deck. When a prospect downloads the PDF, there's no way to know how the file has been downloaded or how many times it has been opened. Making edits or changes can be a lengthy process and consumes a lot of time.
Tips from a Salesperson Who Changed:Ross Simmonds, Founder of Foundation Marketing, brought his pricing into the 21st century by changing from static PDFs to interactive pricing.
"We had a PDF showcasing three different pricing options around the way we could be able to assist our customers. We'd edit that PDF] every time a client came knocking. It was always our goal to make the spreadsheets and ourselves beautiful, however in doing this, we couldn't provide more details. It's no longer necessary to ruffle between all of these tools in order for putting together a system, we can just use Interactive Quotes ."
The things you need to consider: The only interactive advantage PDFs provide is the capability to sign the dotted line. However, a truly interactive experience has to offer more than closing the deal. Make use of pricing software that can give your prospect an interactive and personalized experience beginning with the initial price discussions to the final signatures.
What Should I Use to Display My SaaS Pricing?
Pricing shouldn't be like a mess, or a chore for your prospects.
The future of showing SaaS pricing will be an interactive personal experience that's straightforward for potential customers to connect with and grasp. That means that your partnership with your office software for displaying SaaS pricing should be ended in order to totally refresh the way you present your SaaS pricing plan.
In order to refresh how you present SaaS pricing, focus on finding a tool for pricing which is suited to your requirements. Three aspects we recommend prioritizing when looking to locate the perfect tool
1. Making use of a tool to make your work easier by saving you time, increasing your productivity and your team's efficiency in delivering your pricing to your prospects
2. Engaging and stimulating buying experience for your prospects
3. Gaining insight into your price's performance with real-time analysis.
Today more than ever now, it's important to cut down on time and perform your work effectively. Therefore, forget obsolete and confusing pricing. It's possible and simple to step into a new pricing process that will help to work more efficiently, not harder, while increasing the likelihood of closing deals faster.
