Do not display SaaS pricing using Static Software -
The method you present SaaS pricing should not be an afterthought. It's an ongoing plan that's simple and easy to your customers.
Pricing is one of the most effective ways of establishing trust with your prospect, and when it is done correctly it can help build momentum within your sales funnel. It can be one of the most interactive, personalized and quantifiable elements of the process.
The first step to developing this kind of experience is to examine the strategies you employ for creating, displaying and share your pricing.
You will meet the most powerful villain in this scenario the standard 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 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 which is why personalization is essential in building rapport with prospective customers. It is easy to get overwhelmed by numbers as well as they can be time-consuming to create.
Tips from a Seller That Changed Mike Wright, Co-Founder and CEO of MESH/diversity changed from spreadsheets to an interactive price tool. He says
"Leveraging the power of pricing is an important step as it allows the user to remain consistent. it allows you to have the history of your progress at your fingertips, and it allows you to make choices in the future based on that historical data and in a more efficient method than the old plans or perusing old versions of your sheets."
The things you need to consider: Try incorporating personalized alternatives that will allow prospects to pick the right package for them when displaying SaaS pricing structures. To avoid the labour of spreadsheets, you can use program that can save all of the previous quotations so that it is easy to pull in pricing and automatically populate the calculations of prospects. So, you will no require spending your time creating sheets and performing calculations manually for every new deal.
2. Using Slide Decks for Displaying SaaS Pricing
Slide Next slide...next slide... The next pricing strategy, please.
What should you change: Sending decks to prospects seems like an easy option to present your price with a beautiful format. Though they appear to be engaging, decks are one-dimensional. If you are using slides decks, you are throwing away the chance to learn more about your prospects and develop a well-informed follow-up. Your pricing must give you the advantage and tell you how many times the prospect is viewing the price, and make sure that they are aware of the price you are displaying.
Tips from a Seller That ChangedStefan Kollenberg who is the co-founder of Crescendo, switched from using slideshows to using an pricing tool that offers insights and real-time analytics. The company's founder claims:
"I would have my pricing at the bottom of a sales deck just on one slide. I never knew if [the clients] would enter the deck to kind of modify it, pick different options or look through the various levels of service we were offering. You need to gather as much information that you can about what price was effective, as well as what did not .">
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 prospective clients. You should consider using a tool that allows you to gain insight in real time and keep track of everything related to related to pricing.
3. Utilizing Email to display SaaS Pricing
How many emails can you get in a day? We all have one answer, too many.
What you should alter: Scrolling through endless emails in order to locate the right information can be time-consuming and can be quite irritating. Talking about your pricing via emails can extend the time required to complete the deal, as it is one of the worst methods of communicating pricing.
A Seller's Advice Who Switched: Jack Hannah, Sales Team Lead at LinkSquares, moved from email for communicating pricing, to using an interactive tool for pricing. The sales rep says:
"A lot of the discussions were conducted verbally and then followed with an email summary in order to make 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 regarding price. This, helps create a more clear conversations that require much less back and forth ."
The things you need to consider: Avoid the headache and ensure seamless communication with prospects by employing a program designed to facilitate swift and efficient communications. This tool will let your customers find the information they need fast, but it'll provide all of the custom pricing as well as pertinent information easily.
4. Utilizing Collaborative Software to Display SaaS Pricing
Software and tools that collaborate have irrefutable value in your sales procedure, however If you're using them for your primary price display tool, you're in for a mess.
The things you need to modify: Collaborative tools such like those for internal communications and brainstorming, aren't suitable for displaying SaaS pricing. Misusing tools in an attempt to display your pricing is a sure way of making a messy presentation that can confuse your potential customers. There are many amazing tools made to help with pricing, however, when you employ a tool for a pricing use that was not designed for pricing you are automatically going to run into many issues that could possibly ruin the deal.
Advice from a Seller who switched: 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. He notes:
"We used a platform [that] wasn't specifically created to be one for sales. It definitely lacked professionalism 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 as well as professionalism. All is neat and organized in a way that suits the purpose for sales ."
The things you need to think about: Misusing software may seem like a time and cost saver, but over the long term the software will cause more problems than it solves. Transferring your pricing process to software designed to address the specific requirements of your business while providing a better buying experience for your customers.
5. Affording the use of PDFs in Displaying SaaS Pricing
Many of us have resorted to the old-fashioned PDF. You may have were able to have your designer design the entire thing beautiful and brand-named however, the truth is that it's a dreary and unproductive way of displaying SaaS pricing.
What you should make changes to: Prospects can't engage with the PDFs you provide them - much like using slides. After your prospective customer downloads the PDF, there's no way to know how the document has been received or how many times it's been opened. Making edits or changes is a tedious process that consumes a lot of time.
Tips from a seller who switched:Ross Simmonds, Founder of Foundation Marketing Foundation Marketing, brought his pricing up to date by moving from stagnant PDFs to interactive pricing.
"We have a PDF that outlines three pricing levels of the way we could be able to service our clients. We would edit [that PDFwhenever a customer showed up. We would always try to design ourselves and our spreadsheets attractive, but by doing so you can't give more details. There is no need to ruffle between all of the different instruments in order to create a complete package, we can just make use of Interactive Quotes ."
Consider these: The only interactive benefit that PDFs can provide is the ability to sign the dotted line, but a truly interactive experience has many more benefits than just sign-off to close. Make use of pricing software that can offer your client an interactive and personalized experience from first pricing conversations to the signatures at the end.
How Should I Display my SaaS Pricing?
Pricing shouldn't seem complicated, confusing or dull for your prospects.
The future of displaying SaaS pricing is to provide an engaging, personalized experience that is straightforward for potential customers to connect with and understand. That means that your partnership with the office software that displays SaaS pricing must close so that you can completely revamp the way you present your SaaS pricing strategy.
In order to refresh how you display SaaS pricing, concentrate on finding a tool for pricing which is suited to your requirements. Three areas that we recommend prioritizing when looking for the right tool:
1. Using a tool that will help you work more efficiently by saving you time, improving your efficiency and team's efficiency when delivering your price proposition to potential customers
2. Engaging and stimulating purchasing experience for potential customers
3. Gaining insight into your price's performance with real-time analysis.
More than ever before now, it's important to cut down on time and be efficient. So forget old obsolete and confusing pricing. It is possible and easy to adopt a fresh pricing method that lets to work more efficiently, rather than harder, and increase your chances of closing transactions faster.
