There is some debate about whether or not you should put your pricing on the web if you want to get clients. The decision depends on what you are offering and the price of the packages. For example, if you offer products that are immediately downloadable or fulfill by mail, then pricing is obviously needed. People can’t buy if the price and a “buy now” button aren’t available.
However, when you have a service that might be pricier, I have found it’s better to not reveal your fee online and instead, go over packages during a “Get Acquainted” call.
Years ago, I was working with someone who told me to post my package prices on my website. What happened for me is the phone stopped ringing. It’s so easy for people to talk themselves out of working with you at any price, whether that is $50 or $5,000. After I figured out that the online price might be causing a slowdown and interfering in my ability to get clients, I removed it. Shortly after, the phone started ringing again.
Some business owners state the first level program fee, and people who want to work with them see the value in all of their marketing and materials. But the higher level fees can be addressed better during a phone call. The reason for this has to do with “sticker shock.” When you can speak to someone personally about their problems and then discuss your proven solutions, the higher fee sits better with them, making it easier to close deals and get clients.
If your marketing materials work and the potential clients are hot and really interested, they will contact you to learn more. I found that if the pricing is the only piece of information missing and someone is interested in hiring you, they will contact you to find out.
Here’s a personal story. One of the programs I’m in now is run by someone I’ve known for years. I also knew how much the fee was. It literally took me five years to sign up for the program. If I hadn’t known the cost, I would have called them to ask about the program. Then, I would have been engaged in a conversation with the person, had the whole thing explained to me and most likely would have signed up five years earlier.
That’s my take on not putting your rates on your site. Some people believe if you post your rates, you eliminate tire kickers, but I don’t agree. I feel you eliminate more than tire kickers and limit your ability to get clients if people don’t have a reason to call you.
Do you have your programs established with different price levels? Make sure you include plenty of value so your top tier programs are practically irresistible. Or, if you have had your pricing set for a while, it might be a good time to think about raising them.