I have startup company and we have SaaS application which we sell as subscription.
There is a lot of competition(which is good) and often first question I get from prospectives is "How much?"
With my limited experience(few customers) I know that our software better in many different ways but users know and appreaciate this post-factum. Useability, performance, features, long-run costs and savings.
I know that customers who see live demo get it. I also know that we need to do better job on our website to explain why we better. We work on website aspect.
Meanwhile, I get inquiries asking "how much". Well, I know that if I just give them number they will get lost or tell me that so and so 500% cheaper or free. OTOH people seem to be very hesitant about seeing no-obligation demo.
When I see inquiry (from website) coming in from a company(they list company, phone and email) then I try and explain what and how we do and how much it cost.
Once in a while I get inquiries from no-name entities. Just some name and gmail email address. This can be competitor(not that I care about disclosing price that much, they will know if they want) but I feel that if people don't want to disclose their info and see the demo - they not going to be a customer. Am I right?
Example from today:
I need proper fees for getting proper infrastructure right starting from 0 level and get the service done. Can u please provide me proper estimate for the fees. Thanks.
First of all I have no clue if they guy even in USA (we do USA only business) My answer:
Thank you for contacting us. Our fees will depend on what features you use. Please call us or provide us with your phone number to talk about your needs in more details.
Now I got 2 responses:
I want an estimate first
Gove me an estimate with complete features n it's benefits
Now I don't want to lose customer but I'm not sure I should waste my time. Your opinions? Let's say our service starts at ~$500/mo minimum