Most SaaS pricing pages look alike: three plans, the middle one marked "Most popular", a monthly/yearly switch and a long table of checkmarks. The layout is fine. What goes wrong is in the details, and the details are where buyers leave.
Here are the mistakes we see most often on pricing pages, what each one costs you, and what to change.
— Mistake 1
The switch changes the wrong numbers.
The monthly/yearly switch is one of the most-clicked things on a pricing page, and one of the most often broken. The yearly price shows per month on one plan and per year on the next. The "Save 20%" label stays when the switch is on monthly. One card doesn't change at all.
Fix: flip the switch on every plan, on desktop and on a phone, and check that every number moves the way the label says it will.
— Mistake 2
The plan names don't say who they're for.
"Starter, Growth, Scale" tells a buyer nothing. They have to read the whole table to work out which plan fits them, and many won't.
Fix: add one line under each plan name that says who it is for, like "For one person testing a few pages a month."
— Mistake 3
The real price only shows up at checkout.
Tax, seat minimums, setup fees and yearly-only terms that first appear on the payment step feel like a trick, even when they aren't. Buyers who feel tricked leave.
Fix: show every cost on the pricing page. If the price depends on seats, show the math next to the button.
— Mistake 4
The buttons don't match what happens next.
"Start free" that leads to a card form. "Talk to sales" that opens a form with twelve boxes. "Get started" on the top plan that goes to the same signup as the free one.
Fix: click every button on the page and write down where each one lands. If the words and the next page don't match, change the words.
— Mistake 5
It works on a laptop and breaks on a phone.
On a phone the plan cards stack, the comparison table scrolls sideways, and the "Most popular" badge can end up far from its plan. The switch may sit a full screen above the prices it changes.
Fix: go through the whole page on a real phone screen, not just a narrow browser window.
How to catch these before buyers do
Every mistake above is easy to fix and easy to miss, because the team already knows what the page is supposed to say.
A Run goes through your pricing page the way a buyer would: every plan, every switch, every button, on desktop or a phone. The Run Sheet pins each problem to the spot where it happened, with the change to make. It's back in under an hour.
— FAQ
Questions people ask
- What is the most common pricing page mistake?
- A monthly/yearly switch that changes the wrong numbers — or doesn't change some of them at all. Flip it on every plan, on desktop and on a phone.
- Should I show the monthly or yearly price first?
- Show whichever your buyers expect, and make sure the switch updates every plan and every label. What loses buyers is a price that isn't clear, not the default.
- How do I test my pricing page before launch?
- Click every plan, every switch and every button, on desktop and on a phone, and check each one lands where its words say. Or run it — a Run does all of that in under an hour.
- How much does a Run cost?
- Your first Run is free, with no card. After that, plans are on the pricing page.