If you're selling B2B services or products, you already know proposals can make or break a deal. The pricing table is where things get real: it's the moment clients decide if your offer fits their needs and budget—or if they're going to ghost you. If you're using Betterproposals, you have tools to make pricing interactive and less painful for everyone. But most people just plop in a static table and call it a day. Let's do better.
This guide walks you through building interactive pricing tables in Betterproposals that actually help you close deals, not confuse or annoy your prospects. I'll share what works, what to avoid, and how to make the process less of a slog.
Why Bother With Interactive Pricing Tables?
First, let's be real: most pricing tables are boring. Worse, they're confusing—especially in B2B, where packages, add-ons, and customizations are the norm. Interactive tables mean your clients can pick what they want, see the price update in real time, and feel like they're in control. That confidence often gets you faster sign-offs.
But there's a limit. Overdo it and you’ll overwhelm people or, worse, make your offer seem slippery (“Why is the total jumping around so much?”). So, use interactivity to clarify—not complicate.
Step 1: Plan What You’re Selling
Don’t open Betterproposals yet. Start with pen and paper (or a spreadsheet). Figure out:
- What’s standard? What does every client get, no matter what?
- What’s optional? List clear add-ons, options, or upgrades.
- What needs explanation? If a line item needs a footnote or a phone call, rethink it.
Pro tips:
- Less is more. You don’t need to list every possible service. Stick to things buyers actually choose between.
- Group options logically. If you sell software and support, keep those sections separate.
What to skip: Don’t get cute with package names (“Platinum Diamond Elite”). Just call things what they are.
Step 2: Set Up Your Proposal Template
Log in to Betterproposals and create a new proposal or open your template. Head to the section where you want your pricing table.
A few honest tips:
- Don’t bury pricing at the end. B2B buyers are impatient. Put pricing after you’ve explained value, but before legalese.
- Use headings to separate “Your Investment” or “Pricing Options” from the rest of the proposal.
Step 3: Add a Pricing Table Block
Betterproposals uses “blocks” for content. Hit the plus (+) and choose the Pricing Table block.
You’ll see a basic table layout with rows and columns:
- Each row is a product, service, or package.
- Columns are for item name, description, quantity, price, etc.
For interactive tables, pay attention to these features:
- Selectable Options: You can make certain rows optional, so clients can tick them on or off.
- Quantities: Let clients adjust amounts (great for “number of users” or “consulting hours”).
- Grouped Sections: Break your table into logical groups (e.g., “Core”, “Add-ons”).
What works: Use optional rows for true add-ons, not for things every client needs (that’s just confusing).
Step 4: Configure Your Line Items
Here’s where most people get lazy and just dump everything in. Take a minute to set up each line item with care:
- Name: Keep it clear and short. “Monthly CRM Access” beats “Access to the Client Relationship Management Platform.”
- Description: Only add if it clarifies value or scope—don’t restate the obvious.
- Optional Toggle: Flip this on for add-ons. Betterproposals lets clients check or uncheck these.
- Quantity Field: Use only if it makes sense. Don’t let clients edit quantities for things that should be fixed (e.g., “Onboarding Fee”).
Reality check: If you see clients making weird combos (e.g., selecting support but not the main product), go back and fix your logic.
Step 5: Set Up Pricing Logic
Interactive tables in Betterproposals can auto-calculate totals as clients pick options or adjust quantities. Here’s how to do it right:
- Totals Update Instantly: Make sure your table displays the running total clearly.
- Tax and Discounts: If you need to show tax or discounts, use the built-in fields. Don’t hide these in footnotes.
- Currency: Double-check the currency setting. You don’t want to quote in USD if you’re selling in GBP.
Don’t bother: With overly complex formulas. If your deal needs a spreadsheet to explain, it probably doesn’t belong in a proposal.
Step 6: Test the Table Yourself
Before you ever send it to a client, preview the proposal and play with every option:
- Tick and untick every add-on. Does the total make sense?
- Try weird combinations. Are you letting them select something illogical?
- Adjust quantities. Any errors or weird jumps in price?
Pro tip: Have someone else on your team test it. Fresh eyes catch weirdness you’ll miss.
Step 7: Add Context and Guidance
Don’t assume your client knows how to use the table. Add a quick note above or below it:
- “Select any add-ons to see your updated total.”
- “Quantities can be adjusted to fit your needs.”
If you offer recommendations (“Most clients choose X and Y”), say so. It’s not pushy—it’s helpful.
Skip: Walls of text. One or two lines is plenty.
Step 8: Enable Digital Sign-off
The beauty of Betterproposals is that clients can accept the proposal and sign digitally. Make sure your pricing table links cleanly to the acceptance section:
- Double-check that the accepted options flow into the contract or terms.
- If possible, recap their selections in a summary before the sign button.
What to watch out for: Clients who select options, but then sign off before clarifying details. Set up notifications so you get pinged when they accept, and follow up if anything looks odd.
Step 9: Send, Track, and Iterate
Send your proposal and use Betterproposals’ tracking to see:
- Which options people hover over, select, or ignore.
- Where they drop off (do they stop at the pricing table?).
After a few deals, tweak your table:
- Remove options nobody picks.
- Fix or clarify confusing line items.
- Test different layouts (sometimes less is more).
Honest truth: No table is perfect the first time. Real clients will always find a way to misunderstand something. That’s normal.
What Works, What Doesn’t, and What to Ignore
What Works
- Clear, limited choices: Fewer options = quicker decisions.
- Simple, honest language: Drop the fluff and fancy package names.
- Instant feedback: Letting clients see the price change as they select options builds trust.
What Doesn’t
- Over-complex tables: If you need to explain your table in a Zoom call, it’s too much.
- Hidden fees: Always show the real total, including taxes and discounts.
- Letting clients make mistakes: Structure your table so they can’t pick combos that don’t make sense.
What to Ignore
- “Personalized” add-ons that never get picked. Ditch them. They just clutter the table.
- Animations or fancy graphics. Focus on clarity, not sizzle.
Keep It Simple, Keep Improving
Interactive pricing tables in Betterproposals are a great tool—if you use them to make things clearer for your clients, not just flashier. Start simple, watch what real buyers do, and tweak as you go. The best tables help both sides get to “yes” faster, with no surprises. If you’re ever in doubt, ask yourself: “Would I be confused by this if I were the client?” If the answer’s “yes,” fix it.
Now go build a table that helps you actually close deals—then make it better next time.