Guest post by Kristin Kaplan
The question of whether or not to list your pricing information on your website is a hot topic amongst creative business owners. We always want to give our potential clients the most thorough information but could you be missing out on important leads if you give them ALL the information?
The best argument for putting your prices right on your services page is that you will quickly weed out clients that might not be the best fit (or can’t afford you). This way you won’t be spending any additional time replying to inquiries or vetting potential clients that will never hire you anyway.
Another reason you might want to consider including your prices is because frankly, it’s what potential clients prefer. When doing research most people want to immediately know what something will cost them so you are creating transparency and good-will with your potential clients by giving them exactly what they want up front.
The biggest issue with listing your prices on your website is that you eliminate the opportunity to sell your clients on your services FIRST. People often use their emotions (rather than strict logic) to make buying decisions especially with higher priced services. When leaving pricing information OFF your website you force the potential client to get in touch with you and thus begin the important step of tapping into that emotional side when you connect with them and have the opportunity to explain both the features and the benefits of your service.
Now while there is the possibility that you might spend additional time trying to sell to a potential client that can’t afford you, you also risk missing out on possible future business and referrals. For example, let’s say that a potential client reaches out and you have a great discussion with them about what you offer but your services are just outside of their budget so they don’t hire you. Since you’ve now made a great connection, there is always the possibility that they might need your services again in the future when they are in a different place financially OR they might feel you would be a good fit for a friend or colleague.
I feel it’s important to at least give SOME pricing information on your services page whether that be a starting price or a typical range that clients spend when working with you. However don’t give every detail of your pricing or services. Encourage the potential client to get in touch to learn more and then take that time to truly connect and explain how you will solve their problem before giving them a price.
Kristin has several great videos with more pricing tips! Be sure to check them out!
See more from Kristin over at kristinkaplan.com!