Don't display SaaS Pricing with Static Software -
How you show SaaS pricing shouldn't be an afterthought. It's a strategy that's simple and easy to your customers.
Pricing is a key way of building trust with your prospect, and when done right, builds momentum in the selling funnel. It could be one of the most personal, engaging and measurable portions of your process.
The first step to creating this experience is evaluating the strategies you employ to display, create and share your pricing.
Meet the ultimate villain in this scenario Your regular Office Suite software.
If you're currently using the Office Suite software to display SaaS pricing, it's time to give your pricing an update. Find out more from experts on how to make the change.
1. Using Sheets for Displaying SaaS Pricing
Can we say: BORING?
Things you can make changes to: Using sheets does not show professionalism. They're dull and incredibly manual - and your pricing should be anything but. There is nothing personalized when you use a spreadsheet, and personalization is critical to building relationships with prospects. It is easy to get confused by the numbers as well as they can be time-consuming to create.
Tips from a Seller Who Switched: Mike Wright, Co-Founder and CEO at MESH/diversity, switched from using spreadsheets and spreadsheets, to an interactive tool for pricing. The company's CEO says:
"Leveraging the power of pricing is a game-changer because it allows users to stay consistent. it lets you have the history of the way you've changed to your fingertips, and it allows the user to take decisions when you're moving forward using the historical information, in a much easier approach than the old plans or looking back through the old versions of your worksheets."
What you should consider: Try incorporating personalized options that allow your prospects to select the best solution for them, when showing SaaS pricing plans. To eliminate the hassle of a spreadsheet, use a software program that stores all prior quotes, so you can easily pull in pricing and automatically populate the calculations of prospects. This way, you don't have to waste hours creating spreadsheets or manually doing the math each time you make a new purchase.
2. Use Slide Decks for Displaying SaaS Pricing
Slide Next slide...next slide... NEXT pricing strategy.
What you should change: Sending decks to clients seems like a great option to present your price in a pretty layout. Though they appear to be engaging however, they're essentially one-dimensional. If you are using slides decks, they are wasting opportunities to gather information and create informed follow-ups. Your pricing should give you the edge and inform you how many times your prospect views the price, and make sure they understand all the information you are displaying.
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 insight and analytics in real-time. Kollenberg says:
"I would have my pricing in the back of the sales deck on one slide. I never knew if [the customers] were going into the deck to alter it, select several options or go at the various tiers we had to offer. You need to get as much data possible on how pricing worked, what didn't ."
Consider these things: 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 future customers. Consider using a system which allows you to gather information in real-time, and track the entire pricing.
3. Use of Email to Display SaaS Pricing
What number of emails do you get in a day? Everyone has the same answer: way too numerous.
What you should alter: Scrolling through endless emails trying to find the right information can be time-consuming and can be quite irritating. The act of expressing your price via email extends the length of duration required to conclude the sale, because it's one of the worst ways of communicating price.
Advice from a Seller who switched: Jack Hannah, Sales Team Lead at LinkSquares, moved from email for pricing communication to an interactive tool for pricing. He says:
"A majority of conversations were taking place verbally and would be followed up with an email summary in an effort to make certain that everyone understood what we were actually talking about. [Now] we're able to effectively share our screens and have a much more professional, structured conversation regarding price. This, I think [helps create] much clearer conversation that requires far less exchanges ."
Things to think about: Avoid the headache and create seamless communication with potential customers by employing a program designed to facilitate swift and efficient messaging. This tool will enable your clients to locate the information they need swiftly, but it will provide all of the custom pricing as well as pertinent information easily.
4. Collaboration Software used to display SaaS Pricing
Software and tools that collaborate have an undisputed benefit in the sales process, but If you're using them to display your primary pricing device, you're bound to be in an unintentional mess.
The things you need to modify: Collaborative tools such that are used to facilitate internal communication or brainstorming do not work to display SaaS pricing. Misusing tools in an attempt to display your pricing is sure to result in producing a poorly-organized presentation, that can confuse your potential customers. There are many amazing instruments designed to aid with pricing, however, when you employ a tool for a pricing purpose that wasn't created for price, you're going to run into many issues that could possibly cause a problem.
Advice from a Seller who switched: Mike Pinkus, Partner at ConnectCPA previously used collaborative software to create an interactive price experience prior to when the switch to a price system that has interactivity as the heart of it. The seller says:
"We were using a platform [that] wasn't specially designed to be an online sales platform. It definitely lacked professionalism because we were using it for the wrong purpose. Since we switched, we have that cleanliness, the professionalism, everything is clean and it's designed according to the need for selling ."
The things you need to think about: Misusing software may appear to be a time or cost-saving option, but when you look at the end of the tunnel you will end up creating more problems than it solves. Making your pricing procedures more flexible with software designed to address your specific needs will benefit you while also creating an improved buying experience for potential buyers.
5. Affording the use of PDFs in Displaying SaaS Pricing
Many of us have resorted to the classic PDF format. You may have could have had your graphic designer create everything beautiful and branded, but unfortunately, it's really just a slow and unproductive way of displaying SaaS pricing.
What should you change: Prospects can't engage using the PDFs that you send the same way as they would with slides. After your prospective customer downloads the PDF, there's no way to determine how many times it was received or how many times it's been opened. Making edits or changes is a tedious process that consumes a lot of time.
Advice from a Seller Who Switched:Ross Simmonds, Founder of Foundation Marketing Foundation Marketing, brought his pricing up to date by moving from stale PDFs to dynamic pricing.
"We had a PDF showcasing three different pricing options around what we can do to service our clients. We would edit [that PDFeach time a potential client came knocking. It was always our goal to create ourselves and our spreadsheets beautiful, however in doing so you can't give the same amount of information. There is no need to play around with all of these tools in order in order to create a complete package We can make use of Interactive Quotes ."
The things you need to consider: The only interactive benefit that PDFs can provide is the option to sign on the dotted line, but an interactive experience needs to offer more than signing to close. Utilize pricing software to 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 like a mess, or a chore to your customers.
The future of showing SaaS pricing is an active personal experience that's straightforward for potential customers to connect with and understand. That means that your partnership with your office software for displaying SaaS pricing needs to be ended so that you can completely revamp the way you present your SaaS pricing plan.
To refresh the way you display SaaS pricing, concentrate on finding a tool for pricing which is suited to your requirements. Three areas that we recommend prioritizing in your search for the right tool:
1. Using a tool that will simplify your job by reducing time and increasing your productivity and your team's efficiency when delivering your pricing to your prospects
2. Engaging and stimulating purchasing experience for potential customers
3. Gaining an understanding of your price's performance with real-time analysis.
More than ever before, it is important to cut down on time and perform your work effectively. So forget old outdated and confusing pricing. It's easy to transition into a modern pricing method that lets to work more efficiently, instead of harder, as well as increasing the likelihood of closing transactions faster.
