Never Display SaaS pricing using Static Software -
The way you display SaaS pricing should not be a last-minute thought. It must be an ongoing method that should be simple and easy to your customers.
Pricing is an essential method of establishing trust with your prospect, and when executed correctly it can help build momentum within the sales funnel. It is able to be among the most interactive, personalized and measurable portions of your sales process.
The initial step in making this happen is to evaluate your methods used to create, display and share your pricing.
Meet the ultimate villain in this scenario: your ordinary Office Suite software.
If you're currently using the Office Suite software to display SaaS pricing, it's time to give your pricing a refresh. Find out more from experts about how you can make changes.
1. Using Sheets for Displaying SaaS Pricing
Can we say: BORING?
Things you can change: Using sheets does make it look professional. They're boring and manual - and your pricing should be anything but. You can't personalize your pricing making use of a worksheet, and personalization is critical in building rapport with prospective customers. It is easy to get lost in the numbers, and they're time-consuming to build.
A Seller's Advice That Changed Mike Wright, Co-Founder and CEO at MESH/diversity, changed from spreadsheets to using an interactive pricing tool. He says
"Leveraging a pricing tool is a game-changer as it allows you to be consistent, it lets you have the history of how you've evolved in your hands which allows you to make choices when you're moving forward using the historical information which is a lot easier method than the old plans or looking back through older versions of your spreadsheets."
What you should consider: Try incorporating personalized options that allow your prospects to pick the right option for their needs when you display SaaS pricing structures. For a better experience than using spreadsheets, you can use software program that stores all the previous quotations so that it is easy to pull in the pricing of your competitors and instantly populate your calculation for potential customers. So, you will no require spending your time creating sheets and performing calculations manually each time you make a new purchase.
2. Utilizing Slide Decks for displaying SaaS Pricing
Slide Next slide...next slides... NEXT pricing strategy. Please.
The things you need to make changes to: Sending decks to clients seems like a great way to showcase your pricing in a pleasing format. Though they appear to be engaging, decks are one-dimensional. If you are using slides decks, they are wasting an opportunity to gain insights and make informed follow-ups. The pricing you offer will give you an edge and inform you the number of times prospects view the price, and make sure that they are aware of the price which is displayed.
Advice from a Seller who switched:Stefan Kollenberg who is the co-founder of Crescendo changed from slide decks and instead used a pricing tool that provides insights and real-time analytics. Kollenberg states:
"I will have my prices in the back of a sales deck just on one slide. I didn't know if the clients] would enter the deck to change it up, choose different options or look through the different tiers that we were offering. The idea is to collect as much information as that you can about what price worked, what didn't .">
Things to consider: Without data from prior deals, you'll not be able to make adjustments to the needs of your prospective customers and determine the best way to serve your potential customers. Consider using a system which allows you to gather information in real-time, and keep track of everything related to price.
3. Utilizing Email to Display SaaS Pricing
How many emails can you receive in the course of a single day? We all have one answer, too numerous.
What you should change: Scrolling through endless emails to try and find the correct information is time-consuming and, frankly, irritating. The act of expressing your price via emails can extend the time it takes to close the sale, because it's one of the worst ways of communicating price.
A Seller's Advice That Switched: Jack Hannah, Sales Team Leader at LinkSquares has changed from emailing to communicate pricing to an interactive pricing tool. The sales rep says:
"A majority of conversations were taking place verbally and were followed by an email with a summary of the conversation in order to make sure that both parties knew what we were actually talking about. We're now able to effectively share our screens and enjoy a more formal and structured discussion about price. helps create a an easier conversation, which requires more minimal back and forth ."
Things to think about: Avoid the headache and establish a seamless relationship with your prospects making use of a software designed to allow quick and easy communications. It will not only allow your prospects to find what they are looking for swiftly, but it will show all their custom pricing and relevant data easily.
4. Utilizing Collaborative Software to Display SaaS Pricing
Collaborative tools and software have undisputed value to your sales process, but when you're using the software as your main pricing display device, you're bound to be in a mess.
The things you need to modify: Collaborative tools such like those for internal communication and brainstorming, aren't suitable in displaying SaaS pricing. Misusing tools in an attempt to display your pricing can lead to producing a poorly-organized presentation, that can confuse your potential customers. There are numerous amazing tools made to help with pricing, however, when you employ an instrument for a pricing function that was not intended for pricing you are automatically likely to encounter a myriad of issues that could possibly cause a problem.
A Seller's Advice That Changed Mike Pinkus, Partner at ConnectCPA previously used collaborative software to create an interactive pricing experience before the switch to a price platform designed with interactivity at the heart of it. He says:
"We had a platform [that] wasn't specifically created to be a sales platform. It definitely lacked professionalism due to the fact that we were using it for the wrong purpose. Now [after switching] the cleanliness and professionalism. Everything is neat and organized according to the need for selling ."
Things to consider: Misusing software may seem like a time and money saver, however in the long run, it will actually create more issues than they solve. Making your pricing procedures more flexible with programs that are designed to meet the specific requirements of the business and create more enjoyable buying experiences for prospects.
5. Utilizing PDFs to Display SaaS Pricing
There are many who have used the good old classic PDF. Sure, you were able to have your designer design the entire thing beautiful and brand-named, but unfortunately, it's really just a slow and ineffective way to display SaaS pricing.
What you should modify: Prospects can't engage through the PDFs you offer them - much like using slideshows. When a prospect downloads the PDF, there is no way of measuring how it was received or how often it has been opened. Making edits or changes can be a lengthy process and eats up unnecessary time.
Tips from a Seller Who Switched:Ross Simmonds, Founder of Foundation Marketing, brought his pricing up to date by moving from stagnant PDFs to dynamic pricing.
"We had a PDF showcasing three pricing levels of how we would be able to service our clients. The PDF was editedwhenever a customer showed up. We would always try to create ourselves and our spreadsheets pretty, but in this way, you don't have the same amount of detail. We no longer need to play around with all of the different instruments for putting together a system and we're able to make use of Interactive Quotes ."
Consider these: The only interactive benefit PDFs offer is the capability to sign the dotted line -- but a truly interactive experience has to offer more than closing the deal. Utilize pricing software to 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 feel like a mess, or a chore to your customers.
The future of displaying SaaS pricing will be an interactive, personalized experience that is straightforward for potential customers to connect with and comprehend. This means your relationship with your office software for displaying SaaS pricing should be ended for a complete overhaul of the way you present your SaaS pricing strategy.
To refresh the way you display SaaS pricing, concentrate on finding a pricing tool that is compatible with your needs. The three areas we suggest prioritizing in your search for the right tool:
1. Using a tool that will make your work easier through reducing your time consumption, increasing your productivity and your team's efficiency while presenting your pricing to your prospects
2. Create an engaging and interactive buying experience for your prospects
3. Enhancing your understanding of prices' performance using real-time data analytics.
Now more than ever now, it's important to cut down on time and perform your work effectively. Don't be a slave to complicated and outdated pricing. It is possible and easy to step into a new pricing method that lets to work more efficiently, rather than harder, and increase your ability to close deals faster.
