Never Display SaaS Pricing with Static Software -
The way you display SaaS pricing shouldn't be an afterthought. It's an effective plan that's engaging and straightforward to your customers.
Pricing is a key way of establishing trust with the prospective customer, and when done right will help to build momentum into the selling funnel. It can be one of the most interactive, personalized and quantifiable elements of your process.
The first step towards creating this experience is evaluating the methods you use for creating, displaying and distribute your price.
Meet the ultimate villain in this scenario the regular Office Suite software.
If you're using the following Office Suite software to display SaaS pricing, then it's time to give your pricing some fresh air. Learn from an expert about how you can make the changes.
1. Using Sheets for Displaying SaaS Pricing
Can we say: BORING?
The things you need to make changes to: Using sheets does make it look professional. They're boring and manually-based, and the pricing should be anything but. You can't personalize your pricing you use a spreadsheet which is why personalization is essential in building rapport with prospective customers. It's easy to become confused by the numbers as well as they can be time-consuming to create.
Advice from a Seller who switched: Mike Wright, Co-Founder and CEO of MESH/diversity changed from spreadsheets to using an interactive price tool. The company's CEO says:
"Leveraging the power of pricing is an important step because it allows you to be consistent, and it gives you the past of how you've evolved at your fingertips, and it allows the user to take decisions as you move forward by relying on the past data which is a lot easier approach than the old plans or looking back through old versions of your sheets."
What you should consider: Try incorporating personalized choices that let your customers to choose the appropriate package for them when displaying SaaS pricing structures. For a better experience than using a spreadsheet, use a software program that stores all the previous quotations so that you are able to easily import the pricing of your competitors and instantly populate your calculation for potential customers. That way, you no have to waste hours creating spreadsheets or making calculations manually for every new deal.
2. Utilizing Slide Decks for displaying SaaS Pricing
The next slide...next Slide... The next pricing strategy, please.
What you should make changes to: Sending decks to prospects seems like an easy option to present your price in a pretty design. Though they appear to be engaging but they are a one-dimensional format. When you use slide decks, you're wasting an opportunity to gain insights and create informed follow-ups. Pricing must give you the advantage and tell you how many times your prospect views the pricing and be sure they fully understand the pricing which is displayed.
A Seller's Advice Who Switched:Stefan Kollenberg, co-founder of Crescendo changed from slideshows to using a pricing tool that provides insights and real-time analytics. Kollenberg states:
"I would have my pricing on the back of the sales deck with one page. I had no idea if buyers] came into the deck in order to alter it, select various options, or browse through the various levels of service we had to offer. The idea is to gather as much information you can on what pricing did well, and what didn't. ."
Things to consider: Without data from previous deals, you will not be able to make adjustments for future customers or know which options are best for prospective customers. Consider using a system that allows you to gain insights in real-time and keep track of everything related to price.
3. Utilizing Email to Display SaaS Pricing
How many emails do you receive each day? All of us have the same answer: too many.
What should you change: Scrolling through endless emails trying to find the correct information is time-consuming, and frankly annoying. Communicating your pricing through email can prolong the duration required to conclude the sale, because it is one of the worst ways to communicate pricing.
Tips from a seller who switched: Jack Hannah, Sales Team Lead at LinkSquares has switched from using email for pricing communication to an interactive tool to calculate pricing. He says
"A large portion of our discussions were conducted verbally and would be followed up with an email summation as a way of making sure that both parties knew the issues we were speaking about. We're now able to be able to share our screen and enjoy a formal, organized conversation about price. can lead to a an easier conversation, which requires more minimal back and forth ."
What you should consider: Avoid the headache and create seamless communication with your prospects making use of a software designed to allow quick and easy communication. It will not only allow your prospects to find what they are looking for swiftly, but it will also display all of the custom pricing as well as pertinent information clearly.
4. Utilizing Collaborative Software to Display SaaS Pricing
Collaborative tools and software have undisputed value to your sales process, but If you're using them for your primary price display instrument, then you're likely to get into an unintentional mess.
What you should make changes to: Collaborative tools such that are used to facilitate internal communication and brainstorming do not work to display SaaS pricing. Misusing tools in an attempt to show your prices is a sure way of creating a disjointed presentation and confusing your prospect. There are numerous amazing instruments designed to aid with pricing, however, when you employ a tool for a pricing use that was not designed for price, you're running into a variety of problems that may cause a problem.
Tips from a seller That Changed Mike Pinkus, Partner at ConnectCPA previously used collaboration software to build an interactive pricing experience before the switch to a price platform that incorporates interactivity into its core. The seller says:
"We used a platform [that] wasn't specifically created to be a sales platform. It definitely lacked professionalism since we used it to fulfill a wrong function. Now [after switching] the cleanliness and professionalism. Everything is clean and it's designed in a way that suits the purpose for the sales ."
Things to consider: Misusing software may seem like a time or cost-saving option, but when you look at the end of the tunnel you will end up creating more issues than it resolves. Making your pricing procedures more flexible with software designed to address your specific needs will benefit you while also creating a better buying experience for potential buyers.
5. Using PDFs for Displaying SaaS Pricing
Many of us have resorted to the old-fashioned PDF. You may have could have had your graphic designer create it all branded and pretty however, the truth is that it is really a stagnant 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. When a prospect downloads the PDF file, there's no way of measuring how the file has been downloaded or how often it's been opened. Making changes or edits is an arduous process that eats up unnecessary time.
Tips from a Salesperson Who Changed:Ross Simmonds, Founder of Foundation Marketing Foundation Marketing, brought his pricing up to date by moving from stale PDFs to interactive pricing.
"We had a PDF showcasing three different pricing options around what we can do to assist our customers. We would edit [that PDFwhenever a customer showed up. We always tried to create both our spreadsheets and us pretty, but in doing so you can't give as much details. There is no need to ruffle between all of the different instruments to put together a package and we're able to make use of Interactive Quotes ."
Consider these: The only interactive benefit PDFs offer 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. Make use of pricing software that can provide your customer with an engaging and personal experience from first pricing conversations to the final signatures.
What Should I Use to Display My SaaS Pricing?
Pricing shouldn't seem complicated, confusing or dull for the people you're trying to sell it to.
The future of display of SaaS pricing will be an interactive personal experience that's easy for prospects to engage with and grasp. It means that the relationship you have with the office software that displays SaaS pricing should be ended so that you can completely revamp your SaaS pricing plan.
For a fresh approach to present SaaS pricing, concentrate on finding a pricing tool that is compatible with your needs. Three aspects we recommend to prioritize when searching for the right tool:
1. Making use of a tool to simplify your job by saving you time, increasing your productivity and your team's efficiency while presenting your price proposition to potential customers
2. Create an engaging and interactive shopping experience for buyers
3. Gaining insight into your pricing's performance through real-time analytics.
Now more than ever more than ever, it's crucial to cut down on time and be efficient. Don't be a slave to obsolete and confusing pricing. It's possible and simple to adopt a fresh pricing process that will help you work smarter, rather than harder, and increase your chances of closing deals more quickly.
