Do not display SaaS Pricing with Static Software -
The method you present SaaS pricing should not be an afterthought. It should be an ongoing plan that should be engaging and straightforward to your customers.
Pricing is an essential method of building trust with your prospect, and when it is done correctly, builds momentum in the selling funnel. It could be one of the most interactive, personalized and quantifiable elements of your sales process.
The first step towards developing this kind of experience is to examine the strategies you employ for creating, displaying and distribute your price.
You will meet the most powerful villain in this story the standard Office Suite software.
If you're using this Office Suite software to display SaaS prices, you're in the right place 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?
What you should change: Using sheets does make it look professional. They are dull and extremely manual - and your pricing must be different. There is nothing personalized when you use a spreadsheet which is why personalization is essential in building rapport with prospective customers. It's easy to become lost in the numbers, as well as they can be time-consuming to create.
A Seller's Advice who switched: Mike Wright, Co-Founder and CEO of MESH/diversity switched from using spreadsheets to using an interactive price tool. He says
"Leveraging a pricing tool is an important step because it allows you to be consistent, and it gives you your history of your progress to your fingertips which allows the user to take decisions as you move forward using the historical information which is a lot easier approach than digging up old proposals 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 plans. To eliminate the hassle of spreadsheets, you can use program that can save all of the previous quotations so that you can easily pull in prices and then automatically fill in calculations for prospects. So, you will no require spending the time to create spreadsheets and making calculations manually each time you make a new purchase.
2. Use 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 prospects seems like an easy option to present your price in a pleasing format. Although they seem engaging, decks are one-dimensional. By using slide decks you are throwing away the chance to learn more about your prospects and make informed follow-ups. The pricing you offer should give you the upper hand and share with you how many times your prospect views the price, and make sure they fully understand the pricing which is displayed.
A Seller's Advice Who Switched:Stefan Kollenberg who is the co-founder of Crescendo changed from slideshows to using a pricing tool that provides information and live analytics. Kollenberg says:
"I would have my pricing on the back of the sales deck in one slides. I never knew if [the customers] were going into the deck to alter it, select various options, or browse through the various levels of service we offered. The idea is to collect as much information as you can on what pricing worked, what didn't ."
Consider these things: Without data from previous deals, you will not be able to adjust for future customers or know which options are best for future clients. Consider using a system that lets you gain insights in real-time and track everything related to related to pricing.
3. Use of Email for Displaying SaaS Pricing
How many emails can you get in a day? All of us have one answer, too many.
What you should modify: Scrolling through endless emails in order to locate the correct information is time-consuming and, frankly, annoying. Communicating your pricing through email extends the length of duration required to conclude the deal, as it's among the least effective ways of communicating price.
Tips from a seller Who Switched: Jack Hannah, Sales Team Lead at LinkSquares He changed from emailing for communicating pricing, to using an interactive tool for pricing. He says
"A majority of discussions took place in a conversational manner and were followed with an email summation in order to make certain that everyone understood what we were actually talking about. Now, we can effectively share our screens and enjoy a more formal and structured discussion around price, which helps create a much clearer conversation that requires much less back and forth ."
What you should consider: Avoid the headache and create seamless communication with prospects by employing a program designed to facilitate swift and efficient messaging. It will not only let your customers find all the data they require swiftly, but it will show all their custom pricing and relevant data clearly.
4. Collaboration Software used to display SaaS Pricing
Software and tools that collaborate have an undisputed benefit in the 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 make changes to: Collaborative tools such as those used for internal communication and brainstorming, aren't suitable in displaying SaaS pricing. Misusing tools in an attempt to show your prices is a sure way of making a messy presentation and causing confusion for your prospective customers. There are a myriad of tools designed to assist however, if you use an instrument for a pricing purpose that wasn't created to be used for pricing, you're likely to encounter a myriad of issues that could possibly ruin the deal.
Advice from a Seller Who Switched: Mike Pinkus, Partner at ConnectCPA was a former user of the collaborative software for creating an interactive pricing experience before the switch to a price system that has interactivity as its core. He says:
"We had an application that wasn't specially designed to be a sales platform. It definitely lacked professionalism because we were using it to fulfill a wrong function. Since we switched, we have that cleanliness and professionalism. Everything is tidy and designed according to the purpose for sales ."
Things to consider: Misusing software may appear to be a time or cost-saving option, but over the long term, it will actually create more problems than it solves. Moving your pricing processes into programs that are designed to meet the specific requirements of your business while providing more enjoyable buying experiences for prospects.
5. Affording the use of PDFs in Displaying SaaS Pricing
Many of us have resorted to the old-fashioned PDF. Sure, you had your designer make everything beautiful and branded however, the truth is that it is really a stagnant and useless way to show SaaS pricing.
What you should change: Prospects can't engage using the PDFs that you send to them, just like slides. Once your prospect downloads the PDF, there's no way to know how the document has been received or the number of times the document has been opened. Making changes or edits is a tedious process that 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 static PDFs to dynamic pricing.
"We had a PDF showcasing three pricing levels of what we can do to serve our customers. We'd edit that PDFwhenever a customer showed up. We would always try to make ourselves and our spreadsheets pretty, but in doing this, we couldn't provide more detail. There is no need to play around with all of the different instruments to put together a package and we're able to utilize 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 the truly interactive experience is able the potential to provide more than simply signing to close. Use pricing software that will offer your client an experience that is personalized and interactive starting with initial pricing discussions and ending with the final signatures.
What Should I Use to Display My SaaS Pricing?
Pricing shouldn't be confusing, messy or boring to your customers.
The future of showing SaaS pricing is an active, personalized experience that is straightforward for potential customers to connect with and understand. It means that the relationship you have with office software to display SaaS pricing needs to be ended for a complete overhaul of 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. The three areas we suggest to prioritize when searching for the right tool:
1. Utilizing a software that can help you work more efficiently by reducing time and improving productivity, and increasing your team's efficiency while presenting your pricing to your prospects
2. Create an engaging and interactive shopping experience for buyers
3. Enhancing your understanding of pricing's performance through real-time analytics.
Today more than ever now, it's important to cut down on time and work efficiently. Don't be a slave to complicated and outdated pricing. It's easy to transition into a modern pricing process that will help you to be more efficient, and instead of harder, as well as increasing the likelihood of closing deals faster.
