I sat on a demo where the prospect asked what "Growth" included. I opened our pricing page and realized I didn't know either. We'd written "advanced automation" three times.
Rewrite tiers with numbers: seats, contacts, projects, API calls. Add a cheap self-serve plan. Save "Contact sales" for stuff that actually needs a human. If you can't explain a tier in one breath, rename it or delete it.
Mistakes that stung
- Adjective tiers: Starter / Growth / Scale with no limits
- Hiding the annual discount until checkout
- Forcing a call for a $29 plan
People aren't dumb. They smell fog.
What I put on the page now
Each tier gets three bullets max with numbers. A fourth bullet only if it's a real limiter.
I link a SaaS pricing calculator when founders are still guessing. Billing choice (Stripe vs Paddle) comes after the offer is clear.
The awkward demo fix
If a prospect asks "what's the difference?" and you paste the page into Zoom, you've already lost. Fix the page before the next call.
Clear prices feel brave. Foggy prices feel like you're hiding.
