One question about one of the key elements of user motivations: "Hiding the pricing page entirely (i.e., they need to talk with sales to talk prices)".
How could it be motivational for users when you hide the price? Maybe so for some users but maybe not for others. Some users might think having price up front is more helpful than hiding it because they don't want to bother calling the sales. I agreed on the other key elements but I wasn't sure about this element...
What's important to think about here is again the way users make these large purchases. Remember, one of the key things about this is offering value to the user by building up trust and showing that they're not the first one jumping off a bridge.
It's often the case that pricing pages, then, are not that useful. Would you feel comfortable in clicking a button and signing up for a $15,000 a month service directly from the pricing page? Most users won't do that: they will want to talk to someone, explore the product in more depth, set up a trial account, but at the very least book a demo.
What can be important to keep in mind is many of these users are in charge of the department or have some organizational structure: they can't just randomly decide to spend $15,000 a month on something without getting approval. That requires further contact with your sales team is likely.
I suppose I could've phrased it a little better in the idea that you would want to guide people into contacting you rather than hiding the pricing page entirely.
Thanks for clarifying that, Chris. Now I understood the point of view of hiding the price.
If it's for a team/organization and need to purchase as a bulk, it does make sense to talk to someone rather than purchasing online directly. Maybe I missed the part putting myself in the bigger situation while I was reading your article. I was looking at it in the much smaller scale. "Purchasing a service/product for $15 a month as an individual" type of situation.
Hi, thanks for the great article!
One question about one of the key elements of user motivations: "Hiding the pricing page entirely (i.e., they need to talk with sales to talk prices)".
How could it be motivational for users when you hide the price? Maybe so for some users but maybe not for others. Some users might think having price up front is more helpful than hiding it because they don't want to bother calling the sales. I agreed on the other key elements but I wasn't sure about this element...
What's important to think about here is again the way users make these large purchases. Remember, one of the key things about this is offering value to the user by building up trust and showing that they're not the first one jumping off a bridge.
It's often the case that pricing pages, then, are not that useful. Would you feel comfortable in clicking a button and signing up for a $15,000 a month service directly from the pricing page? Most users won't do that: they will want to talk to someone, explore the product in more depth, set up a trial account, but at the very least book a demo.
What can be important to keep in mind is many of these users are in charge of the department or have some organizational structure: they can't just randomly decide to spend $15,000 a month on something without getting approval. That requires further contact with your sales team is likely.
I suppose I could've phrased it a little better in the idea that you would want to guide people into contacting you rather than hiding the pricing page entirely.
Thanks for clarifying that, Chris. Now I understood the point of view of hiding the price.
If it's for a team/organization and need to purchase as a bulk, it does make sense to talk to someone rather than purchasing online directly. Maybe I missed the part putting myself in the bigger situation while I was reading your article. I was looking at it in the much smaller scale. "Purchasing a service/product for $15 a month as an individual" type of situation.
Thanks again!