Do not display SaaS Prices using Static Software -
The method you present SaaS pricing should not be considered as an afterthought. It's an ongoing strategy that's engaging and straightforward for your prospects.
Pricing is a key way to build trust with the prospective customer, and when done right will help to build momentum into your sales funnel. It could be one of the most personalized, interactive and measurable portions of your sales process.
The first step towards developing this kind of experience is to examine the strategies you employ to create, display and communicate your prices.
The ultimate antagonist is revealed in this scenario: your regular Office Suite software.
If you're using the following Office Suite software to display SaaS prices, you're in the right place to make a refresh. Read on for expert advice on how to make changes.
1. Utilizing Sheets to Display SaaS Pricing
Can we say: BORING?
The things you need to change: Using sheets does do not reflect professionalism. They are dull and extremely manual - and your pricing must be different. You can't personalize your pricing using a sheet which is why personalization is essential for building relationships with potential customers. It's easy to get overwhelmed by numbers and they're time-consuming to build.
A Seller's Advice who switched: Mike Wright, Co-Founder and CEO at MESH/diversity, moved from spreadsheets and spreadsheets, to an interactive tool for pricing. He says
"Leveraging pricing tools is a game-changer because it allows users to stay consistent. it lets you have the history of the way you've changed in your hands which allows you to make decisions as you move forward based on that historical data, in a much easier approach than digging up old proposals or looking back through the old versions of your worksheets."
Things to think about: Try incorporating personalized choices that let your customers to pick the right option for their needs when you display SaaS pricing structures. To avoid the labour of a spreadsheet, use a software program that stores all prior quotes, so you can easily pull in prices and then automatically fill in the calculations of prospects. That way, you no longer need to spend the time to create spreadsheets and making calculations manually each time you make a new purchase.
2. Using Slide Decks to display SaaS Pricing
The next slide...next slide... The next pricing strategy. Please.
What you should make changes to: Sending decks to potential customers is a simple method of displaying your prices in a pretty format. Although they seem engaging, decks are one-dimensional. When you use slide decks, you're wasting opportunities to gather information and create informed follow-ups. Pricing should give you the edge and inform the reader how often the prospect is viewing the pricing and be sure they understand all the information that is being displayed.
A Seller's Advice That ChangedStefan Kollenberg who is the co-founder of Crescendo has switched from slideshows to using an pricing tool that offers insight and analytics in real-time. Kollenberg says:
"I would have my pricing on the back of a sales deck just with one page. I never knew if [the clients] would enter the deck to kind of alter it, select different options or look through the various levels of service we offered. You need to collect as much information as possible on how pricing did well, and what didn't. ."
Consider these things: Without data from prior deals, you'll not be able to make adjustments for prospects and know what works best for your future customers. Think about using a software which allows you to gather insight in real time and monitor the entire price.
3. Use of Email to Display SaaS Pricing
How many emails can you receive each day? We all have one answer, too numerous.
What you should alter: Scrolling through endless emails trying to find an accurate information is tedious, and frankly frustrating. Communicating your pricing through emails can extend the time required to complete the transaction, since it is one of the most ineffective methods of communicating pricing.
Advice from a Seller That Switched: Jack Hannah, Sales Team Leader at LinkSquares, moved from email to communicate pricing to an interactive tool for pricing. He says:
"A lot of the discussions were conducted verbally and would be followed up by an email with a summary of the conversation as a way of making certain that everyone understood the topic we were talking about. Now, we can actually share our screen and have a much more formal and structured discussion about price. can lead to a an easier conversation, which requires more minimal back and forth ."
What you should consider: Avoid the headache and establish a seamless relationship with prospects by making use of a software designed to allow rapid and simple messaging. This tool will allow your prospects to find the information they need swiftly, but it will show all their customized pricing and pertinent information clearly.
4. Collaboration Software used to display SaaS Pricing
Collaboration tools and software offer undisputed value to your sales procedure, however when you're using the software for your primary price display device, you're bound to be in an unintentional mess.
What you should make changes to: Collaborative tools such as those used for internal communication and brainstorming, aren't suitable in displaying SaaS pricing. Utilizing tools to show your prices is a sure way of producing a poorly-organized presentation, that can confuse your potential customers. There are many amazing tools made to help, but using an instrument for a pricing function that was not intended for price, you're likely to encounter a myriad of problems that may ruin the deal.
Tips from a seller Who Switched: Mike Pinkus, Partner at ConnectCPA, once used collaborative software to create an interactive pricing experience before he switched to a pricing platform designed with interactivity at its core. He says:
"We had an application that wasn't specifically created to be an online sales platform. The platform was definitely not professional due to the fact that we were using it to serve a different purpose. Now [after switching], we have that cleanliness, the professionalism, everything is neat and organized according to the goal of sales ."
The things you need to think about: Misusing software may appear to be a time and money saver, however in the long run you will end up creating more issues than it resolves. Making your pricing procedures more flexible with software created to cater to its specific needs will support your business while providing more enjoyable buying experiences for potential buyers.
5. Utilizing PDFs to Display SaaS Pricing
There are many who have used the classic PDF format. Yes, you've could have had your graphic designer create the entire thing beautiful and brand-named However, it is really a stagnant and useless way to show SaaS pricing.
What you should make changes to: Prospects can't engage through the PDFs you offer to them, just like slideshows. Once your prospect downloads the PDF, there is no way to know 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 eats up unnecessary time.
A Word from a Seller Who Switched:Ross Simmonds, Founder of Foundation Marketing Foundation Marketing, brought his pricing into the 21st century by changing from static PDFs to interactive pricing.
"We have a PDF that outlines three different pricing options around the way we could be able to service our clients. We would edit [that PDFwhenever a customer arrived. We would always try to create ourselves and our spreadsheets beautiful, however in this way, you don't have more detail. There is no need to switch between these different tools to put together a package We can utilize Interactive Quotes ."
Consider these: The only interactive advantage PDFs provide is the capability to sign on the dotted line -- but an interactive experience needs many more benefits than just 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 feel like a mess, or a chore for your prospects.
The future of display of SaaS pricing is to provide an engaging personal experience that's straightforward for potential customers to connect with and grasp. This means your relationship with the office software that displays SaaS pricing needs to close so that you can completely revamp your SaaS pricing strategy.
For a fresh approach to present SaaS pricing, focus on finding a tool for pricing which is suited to your requirements. The three areas we suggest prioritizing in your search for the right tool:
1. Making use of a tool to help you work more efficiently by saving you time, improving your efficiency and team's efficiency when delivering the price to prospective customers
2. Creating an interactive and engaging buying experience for your prospects
3. Enhancing your understanding of pricing's performance through real-time analytics.
More than ever before now, it's important to cut down on time and be efficient. Therefore, forget obsolete and confusing pricing. It's easy to transition into a modern pricing method that lets to work more efficiently, rather than harder, and increase your ability to close transactions faster.
