Prospect: "We prefer owning software rather than paying monthly fees."
You: "I completely understand, [Prospect’s Name]. A lot of businesses feel that way initially, especially when they’re used to owning software outright."
"One of the reasons companies are moving toward a subscription model is that it offers more than just the software itself. With our subscription, you get continuous updates, support, and the latest features automatically, so you’re always up-to-date without having to worry about purchasing upgrades."
"It also means lower upfront costs and the flexibility to scale up or down as your needs change. So, instead of a large one-time expense, you can keep your costs predictable and avoid unexpected fees for upgrades or maintenance."
"Would it help if I shared a quick breakdown of how our clients often save money and gain flexibility with the subscription model?"
Offer to provide a cost comparison or an overview of benefits included in the subscription model, such as updates, maintenance, and scalability, to demonstrate the value.
Example:
"Let’s take a look at a cost comparison that shows how our subscription model could actually save you money in the long run, and I’ll walk you through the benefits like continuous updates and maintenance. Does that sound good?"
Continuous Updates and Support: Highlight that the subscription model includes automatic updates, security patches, and customer support, ensuring they’re always using the latest version without additional costs.
Lower Upfront Cost and Flexibility: Emphasize that the subscription model allows for lower upfront costs and flexibility to scale as their needs change, making it more manageable for budgeting.
Enhanced Security and Performance: Point out that with a subscription, they benefit from continuous security improvements and maintenance, reducing IT burden and keeping their software running smoothly.
Cost Savings Over Time: Offer a cost comparison to demonstrate how a subscription model can lead to long-term savings by covering updates, maintenance, and support within the monthly fee.