Some buyers love the idea of your product, but not the idea of locking in for a year. They ask for monthly terms, not because they doubt the value, but because they’re cautious with cash or stuck in short-term thinking.
So how do you make the case for annual without losing the deal?
Start with the benefits
Annual contracts are good for both sides, but your buyer might not see that right away.
Help them understand:
- They’re getting the best price (many SaaS companies offer a meaningful annual discount)
- They won’t need to revisit procurement for 12 months
- It gives them stability in pricing and planning
- It often comes with better support, onboarding, or bonus features
Frame it as a way to invest in long-term success, not just a bigger commitment.
Show the true cost of monthly
Monthly might feel more flexible, but it can cost more in the long run. If you offer a discount on annual plans, break down the price difference clearly. Show how much more they’ll pay over a year if they go month-to-month.
Sometimes the maths speaks louder than the pitch.
Offer financing to make annual easier
If the buyer agrees in principle but just can’t swing the upfront payment, this is where Customer Financing helps.
With Lemon, you can offer them monthly instalments, but still get paid the full annual amount upfront. You keep your cash flow. They get to spread the cost over time. No compromise needed.
It turns annual pricing into an easier yes, even for monthly-minded buyers.
