What to ask customers when your software product is “too expensive” for them?3 min read
This one is for all the software companies out there that are struggling with the pricing of their digital products.
We know that it can happen to the best of us, so here are a few useful tips on how to price your products “just right” and keep your customers happy!
These are our top questions you can use to turn the cards in your favour when they say “your product is too expensive”?
#1 “How do you feel about the price of our software service?”
Being curious about customers thoughts is a powerful weapon for success.
If you really want to know if the customers think that your price is a problem, you should always ask.
Don’t try to guess if your price is high or your service is not good enough. Have a small talk with the customers. The feedback is really important for each business.
#2 “Is it a question of price or value”
Do the customers really want a professional service, no matter the price is, or they want a cheap one, which mostly is not that good.
If you know that your product is with good quality always stick on your price. If the customer can’t find the money needed now, you can think of another method of payment ( 50% now, 50% later on and others).
#3 “They are many different cheaper software products, why did you contact us?”
If the customers insist that the price is too high for them, ask them “Why did you contact us, when there are many different cheaper services?”.
Most of the time, the answer is “Because your service is a high level” or “Only you can help us with our problem”. Immediately after this question, ask the next one:
#4 “If our software product can find a solution for your problems, does it matter the price we charge?”
Clients are interested only if you really can help them with their problems. When they know you are the only one, who can solve their problems they will pay for the service, even if it’s over their budget.
To be closer instead of the seller, you should ask the right questions at the right time. Listening is a powerful tool to close any deal.
Give the opportunity for the clients to talk about how they feel about the service. After answering all your questions, make sure that the clients understand how you can help them to solve their problem.