Chart: Being Upfront About Pricing Can Help Tech Vendors Convert ProspectsClick here to see larger, printable version of this chart
Being open about pricing is an asset, at least some of the time. 89% of decision-makers were able to recall a purchase when open pricing had a specific impact on the progress of the purchase. However, not all products and services are equal in this regard. The more consideration and cost that a product requires, the less likely it is that having open pricing will be enough to shortlist a vendor. Furthermore, in cases where companies require a rapid turnaround, open pricing can make the sale before you even “meet” the prospect.
Consider this anecdote from a post-survey interview: a growing software company realized the need to upgrade their physical printing of manuals to include full color. They went looking for a printer who could meet their volume and time constraints.
More Research Data from Sherpa: