This morning I did a Google search looking for someone who could help me with some specific help for a project I am doing.
Someone’s website came up and it looked like she had the exact skill I needed.
Like most people searching the net, I didn’t have hours to read her website so I just wanted to get the bottom line; her services and price.
She did talk about her services but more from a place of, “I can do this, I can do that.” She didn’t talk much about the benefits to me. However I wanted to find out what she charged for her services and she kept sending me to a new page.
After four new pages there was a web form asking me to fill it out so she could call me.
I was irritated and clicked off the site. She lost me as a potential customer at that moment. I didn’t want her to call me or to wait for her to call me.
In thinking about this afterward I realized that I assume that the way people relate to me on their site is often a reflection of how I will be treated if I hired them.
I like collaboration and transparency. On her site it felt like she wanted to be in charge and the communication was one-sided. In truth, I do make decisions based on value not price, however I always like to know the price right away.
If I am at a department store looking at clothing I always check the price tag. I guess it is a common habit that I have and I have discovered that the majority of people do this. Even if I am not going to decide based on price, knowing the price is important to me.
Some of my clients say they don’t want to put prices on their site because their services are not so black and white and they need to hear more about the project in order to give an accurate price. Although this may be true, you will also lose many people in that process.
There is a huge jump from searching the internet to being willing to talk with someone on the phone with the details of your project. Many people are not ready to make that jump so quickly. Not offering any price on your website will provide one more barrier to connecting with a potential client. I have also heard people say that if they show their price and people think it is too high, they will go away. I suppose that might happen, but I doubt if those people are ideal clients.
1. Show a price range if you can’t give exact prices.
2. Mention that you can give a more accurate price once you know more about the project.
3. Let people know you have payment plans if you do.
4. Remind people that there are many ways they can work with you.
5. Talk to them about the benefits they want.
6. Focus on the value they will receive and how it will make a difference.
If you find this whole subject of pricing to be difficult and confusing here is a solution!
Do you have your prices on your site?
Does it make you feel uncomfortable?
Do you like seeing prices on other people’s sites?
I would love to hear your comments.
Read another recent post about pricing.