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'#1 .....Have a pricing page! If you can't share exact pricing for some reason, try one of these alternative approaches...' If there is some reason why you're

by dazc 6y ago

'#1 .....Have a pricing page! If you can't share exact pricing for some reason, try one of these alternative approaches...' If there is some reason why you're coy about pricing then I assume you are making things up as you go along. I also assume you'll make promises you can not deliver on. If it really is the most sought after info, by a long way, then one would be a fool to omit it.

GordonS 6y ago
Couldn't agree more, this kind of thing drives me nuts - if I see "call us for pricing" or whatever, I just move on.
- Drdrdrq 6y ago
  As do I. But we are not the target customers.
  - GordonS 6y ago
    I work in the enterprise space, so often I actually am the target customer. But I still can't stand this behaviour - I don't want to waste my time in a call with a sales bod, I just want the price so I can add it to the spreadsheet of competitors.
franciscassel 6y ago
Sometimes there's no good reason to leave pricing off the site. But there are some legit reasons. E.g., every sale is custom-priced based on more than a few different variables.
gk1 6y ago
> If it really is the most sought after info, by a long way, then one would be a fool to omit it. And yet most enterprise software companies do omit it. Perhaps there is a good reason to omit it, and you're the one who's not seeing something?
- qppo 6y ago
  It's so we can charge people exactly what they're willing to pay instead of creating an average that is a discount for the people willing to spend more and locking out people not able to pay it. It's also a really good filter for bad customers. Partly because "if you have to ask you can't afford it" and partly because SaaS is sold to execs, not users within the organization. Most people coming to ask about price first are the users that just want something for themselves or a small team, which is not an ideal customer. Basically if you move on from the site because you can't find the price, that's by design.
  - jariel 6y ago
    "we can charge people exactly what they're willing to pay instead of creating an average that is a discount for the people willing to spend more and locking out people not able to pay it." The term is 'price discrimination'. [1] [1] https://www.investopedia.com/terms/p/price_discrimination.asp https://www.investopedia.com/terms/p/price_discrimination.as...
- pjc50 6y ago
  The "reason" is that such companies do all their actual sales closing through individual agents, and their sales strategy is very heavily dependent on price discrimination. Most customers will get "discounts", because the really valuable thing is having your time and contact info to upsell you on stuff you don't need.
- rchaud 6y ago
  Enterprise companies aren't using SEO to source leads. SEO is for quick wins, like signing people up for a trial account, or getting them into the sales funnel, such as with an an 'insdustry research' ebook offer that requires an email signup. Enterprise companies are established entities that already have good name recognition. They can pay big money to salespeople with deep industry networks, because the deals they make are low-volume, high-value. Once the product is past the point where you have to acquire users at $15/month, it makes sense to upscale to 'enterprise' plans that charge a lot more for things like uptime guarantees and issue escalation.
- 6y ago
marcosdumay 6y ago
The companies that don't show prices are not trying to sell to the people that search for prices. They are applying a huge filter on their inbox, removing a lot of candidate customers that they don't think are worth the bother. Of course, whether they are correct or not varies a lot.
emilecantin 6y ago
I've recently adopted a new personal policy: If I can't find pricing info easily on your website, I _will_ contact you to ask for the information. If you want to make me lose my time hunting for that info, I'll make damn sure you're losing yours as well. (P.S. I'm talking to the general "you", not @dazc specifically)

by dazc 6y ago

GordonS 6y ago

Couldn't agree more, this kind of thing drives me nuts - if I see "call us for pricing" or whatever, I just move on.

Drdrdrq 6y ago
As do I. But we are not the target customers.
- GordonS 6y ago
  I work in the enterprise space, so often I actually am the target customer. But I still can't stand this behaviour - I don't want to waste my time in a call with a sales bod, I just want the price so I can add it to the spreadsheet of competitors.

franciscassel 6y ago

Sometimes there's no good reason to leave pricing off the site. But there are some legit reasons. E.g., every sale is custom-priced based on more than a few different variables.

gk1 6y ago

> If it really is the most sought after info, by a long way, then one would be a fool to omit it. And yet most enterprise software companies do omit it. Perhaps there is a good reason to omit it, and you're the one who's not seeing something?

qppo 6y ago
It's so we can charge people exactly what they're willing to pay instead of creating an average that is a discount for the people willing to spend more and locking out people not able to pay it. It's also a really good filter for bad customers. Partly because "if you have to ask you can't afford it" and partly because SaaS is sold to execs, not users within the organization. Most people coming to ask about price first are the users that just want something for themselves or a small team, which is not an ideal customer. Basically if you move on from the site because you can't find the price, that's by design.
- jariel 6y ago
  "we can charge people exactly what they're willing to pay instead of creating an average that is a discount for the people willing to spend more and locking out people not able to pay it." The term is 'price discrimination'. [1] [1] https://www.investopedia.com/terms/p/price_discrimination.asp https://www.investopedia.com/terms/p/price_discrimination.as...
pjc50 6y ago
The "reason" is that such companies do all their actual sales closing through individual agents, and their sales strategy is very heavily dependent on price discrimination. Most customers will get "discounts", because the really valuable thing is having your time and contact info to upsell you on stuff you don't need.
rchaud 6y ago
Enterprise companies aren't using SEO to source leads. SEO is for quick wins, like signing people up for a trial account, or getting them into the sales funnel, such as with an an 'insdustry research' ebook offer that requires an email signup. Enterprise companies are established entities that already have good name recognition. They can pay big money to salespeople with deep industry networks, because the deals they make are low-volume, high-value. Once the product is past the point where you have to acquire users at $15/month, it makes sense to upscale to 'enterprise' plans that charge a lot more for things like uptime guarantees and issue escalation.
6y ago

marcosdumay 6y ago

The companies that don't show prices are not trying to sell to the people that search for prices. They are applying a huge filter on their inbox, removing a lot of candidate customers that they don't think are worth the bother. Of course, whether they are correct or not varies a lot.

emilecantin 6y ago

I've recently adopted a new personal policy: If I can't find pricing info easily on your website, I _will_ contact you to ask for the information. If you want to make me lose my time hunting for that info, I'll make damn sure you're losing yours as well. (P.S. I'm talking to the general "you", not @dazc specifically)