Optimize Your Pricing Plans
Posted: Tue Jan 28, 2025 8:26 am
Second, churn is highly tied to how aggressive your sales offer is. Liam Brennan from BusterBox noted: “If your sales offer is focused just on getting as much new biz as possible, you’ll eventually lose them.”
The best place to start optimizing this process? From your very first sales interaction with a new lead: the discovery call.
Here are some ways to qualify more effectively on your discovery calls:
Do better research before the call: The goal? To understand the prospect's industry, pain points commonly faced, and recent news about their company.
Ask open-ended questions that dive deeper into the context of looking for a new solution: For example, instead of asking, "Do you have issues with your current software?" try, "Can you share more about the challenges you're facing with your current software?".
Prioritize listening over talking: Aim for a ratio where you listen more than you speak. Give prospects the space to articulate their concerns fully. This not only helps you identify problems but also builds rapport by showing that you value their perspective.
Improving discovery calls should improve the quality of your leads and judge whether a prospect is a fit for what you sell or not. Later on, better-fitting customers should have a lower churn probability. And that’s what you’re striving for, right?
Example: When your sales team act as consultants, they can help guide prospects to the best option for their situation. They’re quicker to realize when a prospect isn’t a good fit for your business, and more diligent in qualifying effectively. Learn more about what it means to be a consultative salesperson in this video:
No matter if you’re a SaaS or a service-based company, pricing is bahrain telegram data a big deal—and it’s far too easy to get it wrong. Unclear pricing structures, over- or under-priced tiers, and lack of scalability are common issues.
And if you get the urge to discount? Tread carefully—too many discounts can devalue your product in the eyes of the customer.
Maciej Wilczynski, a pricing expert and Founder of Valueship, gives this advice: “Offering discounts from the get-go isn’t the way to retain customers.”
Here’s what he recommends instead to optimize your pricing:
The best place to start optimizing this process? From your very first sales interaction with a new lead: the discovery call.
Here are some ways to qualify more effectively on your discovery calls:
Do better research before the call: The goal? To understand the prospect's industry, pain points commonly faced, and recent news about their company.
Ask open-ended questions that dive deeper into the context of looking for a new solution: For example, instead of asking, "Do you have issues with your current software?" try, "Can you share more about the challenges you're facing with your current software?".
Prioritize listening over talking: Aim for a ratio where you listen more than you speak. Give prospects the space to articulate their concerns fully. This not only helps you identify problems but also builds rapport by showing that you value their perspective.
Improving discovery calls should improve the quality of your leads and judge whether a prospect is a fit for what you sell or not. Later on, better-fitting customers should have a lower churn probability. And that’s what you’re striving for, right?
Example: When your sales team act as consultants, they can help guide prospects to the best option for their situation. They’re quicker to realize when a prospect isn’t a good fit for your business, and more diligent in qualifying effectively. Learn more about what it means to be a consultative salesperson in this video:
No matter if you’re a SaaS or a service-based company, pricing is bahrain telegram data a big deal—and it’s far too easy to get it wrong. Unclear pricing structures, over- or under-priced tiers, and lack of scalability are common issues.
And if you get the urge to discount? Tread carefully—too many discounts can devalue your product in the eyes of the customer.
Maciej Wilczynski, a pricing expert and Founder of Valueship, gives this advice: “Offering discounts from the get-go isn’t the way to retain customers.”
Here’s what he recommends instead to optimize your pricing: