← ALL PLAYS / INBOUND FOLLOW-UP
Pricing page follow-up for a B2B SaaS company
Known contacts who view pricing or demo pages, fill a form or sign up through a pop-up get an immediate, plan-matched note and four more that ask for a call.
| TYPE | INBOUND FOLLOW-UP | MARKET | B2B |
|---|---|---|---|
| INDUSTRY | MID-MARKET B2B SAAS COMPANY | ||
| OUTREACH | ADAPTIVE, 5 EMAILS, 2+ DAYS APART | FEEDS | WEBSITE INTENT |
| SENDING | AUTOMATIC, LAUNCHED WITH EVERY OTHER PLAY | ||
| DRAWN BY | HACKING DEMAND | ISSUED | OCT 21, 2026 |
THE PLAY / FOR A MID-MARKET B2B SAAS COMPANY
Trigger
An automation rule enrolls the contact immediately on a high-intent action: When page is viewed on the pricing, plans or demo pages, When form is submitted on a demo or contact form, or a pop-up signup. Page-view rules only fire for contacts HubSpot already knows, so this play never sources new people.
Audience
Contacts already in HubSpot (trial users, newsletter subscribers, webinar registrants and pop-up signups) at companies of 20 to 500 employees who just viewed the pricing, plans or demo pages or filled a high-intent form, with no meeting booked and no open deal.
Signals the agent reads
- Pricing page view
- Demo page view
- Form submission
- Pop-up signup
- Company size
- Job title
Selling angle
Someone who reads a pricing page is comparing options right now, and the question in their head is which plan fits and what it takes to get started. The play answers that question for their company size and role instead of pitching the product again. A short, specific note within hours of the visit beats a generic nurture email a week later.
Outreach approach
Five emails, sent automatically, at least two days apart. The first goes out right after enrollment and names the plan that fits the record. The next four each take a new angle: setup and the first month, a proof point for their size, a specific question about their current process, and a short closing note. A reply, a booked meeting or 30 days ends the play.
- 01 / DAY 1Plan fit noteNames the plan that fits their company size and role, gives one reason from the record, and asks which plan sounds closer.
- 02 / DAY 3Setup and first monthExplains how long setup takes and what the team does in week one, with the plan comparison linked on descriptive words.
- 03 / DAY 5Proof for their sizeShares one public, relevant result or use case for a team of their size, with no invented numbers.
- 04 / DAY 7One specific questionAsks how they handle the job the product does today, so a reply is easy even without a meeting.
- 05 / DAY 9Closing noteOffers a 15-minute call or a two-line reply with team size and timing, with no pressure and no invented deadline.
Advanced instructions (excerpt)
CHECK THE RELATIONSHIP FIRST: Read the contact and company record before writing. If the contact is a customer, has an open deal or booked a meeting, write nothing. THE PLAN: Check job title, company size, industry, trial status and any form answers, using only what the record holds. If the company has fewer than 50 employees, recommend the Team plan. If it has 50 or more, or the contact works in IT, security or operations, recommend the Business plan and mention single sign-on and admin controls. EMAIL LENGTH: First email 60 to 110 words, later emails 50 to 90 words, one question and one link each. Refer to their interest in plans without describing how you know about it. Never quote prices, discounts or customer names. HOW TO REACH OUT: Write five emails at least two days apart, each with a new angle: plan fit, setup and first month, proof for their size, one question about their current process, and a closing note. Link the words book a 15-minute call to the meeting link from the Call to action dropdown. Never say following up or just checking in. Never use em dashes or en dashes.
Sample first email
SUBJECT The plan that fits a 40-person team
Hi [First name], Since you were looking at plans, here is the one teams like [Company] usually start on. With around 40 people and one admin, the Team plan covers shared workspaces, the integrations you would use first and onboarding for everyone in a single afternoon. If security review or single sign-on is part of the decision, the Business plan is the closer match, and I can walk you through what it adds. Which of the two sounds closer to where you are? Thanks,
Guardrails
- Never mention tracking, page views or how the contact was identified.
- Never quote prices, discounts or deadlines that are not on the public pricing page.
- Write nothing to customers, contacts in an open deal or anyone who booked a meeting.
- One question and one link per email, no attachments.
- Stop on a reply, a booked meeting, an unsubscribe or a bounce.
Setup in HubSpot
- Create automation rules for When page is viewed (pricing, plans and demo pages), When form is submitted (demo and contact forms) and the pop-up signup list.
- Add exclusion segments for customers, open deals and contacts with a meeting booked.
- Set the play to Send without review so the first email goes out right after enrollment.
- Set a named sales rep as the sender and a business-hours send window in the buyer's time zone, and switch it on with the other plays.
KPIs
- Meetings booked from enrolled contacts within 30 days
- Reply rate by plan recommended
- Time from high-intent action to first email
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Good questions.
Straight answers.
Why Adaptive for a follow-up play?
Each contact arrives with a different record: company size, role, the page they viewed, the form they filled. Adaptive writes every email from that record, so the plan recommendation and the angle fit the person.
Does this play find new contacts?
No. The rules only fire for contacts HubSpot already knows, so daily contact suggestions stay at zero and the volume equals your known high-intent traffic.
How soon does the first email go out?
Immediately after enrollment, inside the send window. The point of the play is reaching the buyer while they are still comparing plans.
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