Don't display SaaS Pricing with Static Software -
How you show SaaS pricing should not be an afterthought. It should be an effective strategy that should be engaging and straightforward for potential customers.
Pricing is an essential method of building trust with the prospective customer, and when executed correctly will help to build momentum into your sales funnel. It can be among the most interactive, personalized and quantifiable elements of the process.
The first step to developing this kind of experience is to examine your methods used to display, create and communicate your prices.
You will meet the most powerful villain in this scenario the ordinary Office Suite software.
If you're using this Office Suite software to display SaaS pricing, then it's time to make some fresh air. Learn from an expert regarding how to implement changes.
1. Utilizing Sheets to Display SaaS Pricing
Can we say: BORING?
What you should change: Using sheets does make it look professional. They're dull and incredibly manual , and your pricing shouldn't be any different. There is nothing personalized when making use of a worksheet that isn't personalized, which is crucial to building relationships with prospects. It's easy to become lost in the numbers, and it can take a long time to develop.
Advice from a Seller Who Switched: Mike Wright, Co-Founder and CEO at MESH/diversity, moved from spreadsheets to using an interactive tool for pricing. The company's CEO says:
"Leveraging the power of pricing can be a game changer as it allows you to be consistent, and it gives you your history of how you've evolved in your hands as well as allowing the user to take decisions as you move forward based on that historical data which is a lot easier approach than digging up old proposals or look back at the old versions of your worksheets."
What you should consider: Try incorporating personalized alternatives that will allow prospects to choose the appropriate package for them when displaying SaaS pricing structures. For a better experience than using spreadsheets, you can use software program that stores all your previous quotes so it is easy to pull in pricing and automatically populate the calculations of prospects. So, you will no longer need to spend hours creating spreadsheets or making calculations manually each time you make a new purchase.
2. Utilizing Slide Decks for displaying SaaS Pricing
The next slide...next slides... NEXT pricing strategy.
What should you make changes to: Sending decks to clients seems like a great option to present your price with a beautiful design. Although they seem engaging but they are a one-dimensional format. When you use slide decks, they are wasting opportunities to gather information and develop a well-informed follow-up. Your pricing must give you the upper hand and share with you the number of times prospects view the pricing and be sure they fully understand the pricing which is displayed.
A Seller's Advice Who Switched:Stefan Kollenberg who is the co-founder of Crescendo, switched from using slide decks and instead used an online pricing tool that gives insights and real-time analytics. Kollenberg says:
"I could have my price at the bottom of a sales deck with one page. I had no idea if customers] were going into the deck in order to alter it, select different options or look through the different tiers that we were offering. It's like you need to gather as much information possible on how pricing did well, and what didn't. ."
What you should consider: Without data from earlier deals, you'll not be able to make adjustments to the needs of your prospective customers and determine what works best for your potential customers. Think about using a software that lets you gain insights in real-time and track everything related to related to pricing.
3. Using Email for Displaying SaaS Pricing
How many emails can you get in a day? All of us have the same answer: way too numerous.
The things you need to change: Scrolling through endless emails to try and find the right information can be time-consuming and can be quite irritating. Talking about your pricing via emails can extend the time it takes to close the transaction, since it's among the least effective methods of communicating pricing.
Advice from a Seller who switched: Jack Hannah, Sales Team Leader at LinkSquares He moved from email for pricing communication to an interactive pricing tool. The sales rep says:
"A majority of discussions were conducted verbally and then followed with an email summary as a way of making sure both parties understood the topic we were talking about. [Now] we're able to be able to share our screen and engage in a more professional, structured conversation around price, which can lead to a more clear conversations that require much less back and forth ."
What you should consider: Avoid the headache and establish a seamless relationship with your prospects using a tool designed for swift and efficient communication. Not only will it let your customers find all the data they require quickly, but it will provide all of the custom pricing as well as pertinent data in a clear manner.
4. Using Collaborative Software for Displaying SaaS Pricing
Collaborative tools and software have irrefutable value in your sales process, but 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 that are used to facilitate internal communication or brainstorming, aren't suitable to display SaaS pricing. Making use of tools to show your prices is sure to result in producing a poorly-organized presentation, and causing confusion for your prospective customers. There are a myriad of instruments designed to aid, but using an instrument for a pricing purpose that wasn't created for price, you're likely to encounter a myriad of problems that may 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 experience for pricing before the switch to a price platform that incorporates interactivity into its heart. He says:
"We had a platform [that] wasn't specifically designed as being an online sales platform. The system was certainly not professional, due to the fact that we were using it to serve a different purpose. Since we switched and re-installing it, there's that cleanness and professionalism. Everything is clean and it's designed according to the goal of the sales ."
The things you need to think about: Misusing software may seem like a time and money saver, however over the long term the software will cause more problems than it solves. Moving your pricing processes into software created to cater to its specific needs will support you while also creating a better buying experience for potential buyers.
5. Using PDFs for Displaying SaaS Pricing
We've all resorted to using the good old classic PDF. Yes, you've were able to have your designer design it all branded and pretty however, the truth is that it's a dreary and useless way to show SaaS pricing.
The things you need to change: Prospects can't engage with the PDFs you provide to them, just like slides. After your prospective customer downloads the PDF, there's no way to determine how many times it was received or the number of times the document has been opened. Editing or making changes to the document is an arduous process that consumes a lot of time.
Advice from a Seller Who Switched:Ross Simmonds, Founder of Foundation Marketing Foundation Marketing, brought his pricing into the 21st century by changing from stagnant PDFs to interactive pricing.
"We have a PDF that outlines three different pricing options around the way we could be able to serve our customers. We'd edit that PDF] every time a client came knocking. We would always try to make both our spreadsheets and us pretty, but in this way, you don't have the same amount of details. There is no need to play around with all of these different tools to put together a package We can utilize Interactive Quotes ."
Consider these: The only interactive advantage PDFs provide is the ability to make a signature on the line -- but the truly interactive experience is able the potential to provide more than simply sign-off to close. Use pricing software that will give your prospect an experience that is personalized and interactive beginning with the initial price discussions to the final signatures.
How Should I 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 showing SaaS pricing is an active customized experience that's straightforward for potential customers to connect with and understand. It means that the relationship you have with your office software for displaying SaaS pricing should be ended in order to totally refresh your SaaS pricing plan.
To refresh the way you display SaaS pricing, concentrate on finding a pricing tool which is suited to your requirements. Three areas that we recommend prioritizing when looking for the right tool:
1. Making use of a tool to simplify your job by reducing time and increasing your productivity and your team's efficiency in delivering your price proposition to potential customers
2. Engaging and stimulating shopping experience for buyers
3. Enhancing your understanding of prices' performance using real-time data analytics.
More than ever before, it is important to save time and perform your work effectively. Therefore, forget outdated and confusing pricing. It is possible and easy to step into a new pricing process that will help to work more efficiently, not harder, while increasing your ability to close deals more quickly.
