According to my experience in selling services to small software engineering firms: they rarely buy anything. The majority of small engineering teams are often in a survival mode and typically encounter lack of funding. So their main focus of attention is own sale, new projects and their salaries.

My advice would be:

1) Change the targeting from small to medium/large scale companies (starting from 200 software engineers). For such companies your service will compete with hiring of internal manual software testers, so if you charge less than salary of such QA tester – they might prefer your service;

2) Try to grow the value of your service and add more on top of your offer. Example: manual crowd testing + automated testing scripts + crowd testing on specific devices.

3) Your first goal is getting trials – when they try your service first they might find it valuable. To get the trials talk with CTOs via LinkedIn, Xing or Shapr

4) Get further traction by collecting case studies and posting content (articles) about how you support companies with your service.

We can always help to push your ideas on a market: https://growspire.agency