Our pricing is currently visible, but we keep attracting tire kickers on the Teams tier.
Considering putting it behind a demo request to filter for serious buyers. I worry it could impact conversions, though.
Has anyone else made this change?
The middle approach nails it. Show your starting price but make people contact you for custom features and volume discounts. I’ve seen completely hidden pricing kill way too many good prospects who just want to know if they’re in the ballpark budget-wise. Something like “Teams plan starts at $X per user” lets people qualify themselves while still pushing bigger deals through sales calls.
Did this exact thing with a project management app 18 months ago. Same problem - tons of small teams signing up for trials but barely converting.
A/B tested it for 6 weeks. Demo wall cut total leads by 40%, but qualified leads (ones that actually showed up with budgets) went up 3x. Sales team was way happier.
Key was making demo booking super smooth. One-click calendar integration, no long forms. We kept basic pricing visible but hid Teams specifics.
Revenue per lead improved enough that lower volume didn’t matter. But test it - every market reacts differently.
This breakdown covers solid tactics for demo page optimization that we used during our test.
We did something like this but kept basic prices visible. Only hid the detailed features behind demo requests.
Just do it. Tire kickers waste more time than lost leads.