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Should You Publish Your Fees on Your Web Site?
by Kendall SummerHawk
Deciding whether to post your fees on your Web site can create waves of
uncertainty. "If I post them then will people not contact me because they're too
high? But if I don't post them, will they be turned off and never contact me?"
There is an advantage and a disadvantage either way.
Post your fees and yes, you run the risk of a potential client thinking "That's too
high!" and passing you by. On the other hand, leaving them off may get your
prospective client to wonder how much it's really going to cost to hire you, then shy
away from investigating further.
The answer?
Sorry, this one is a coin-toss! However, if it's up to me, I say don't post your fees on
your Web site. Here are 3 reasons why:
Reason #1: Is the decision to hire you only based on price?
I sure hope not! Yes, posting your fees on your site tells folks what they can expect
to pay. But it also keeps price high on the list of their criteria. At the end of the day,
most clients make their decision based on other factors more important than price.
Case in point: I never posted my coaching fees on my website, yet I was often hired
by someone to whom my fee was initially out of their price range. After one
conversation focused on the benefits they would receive, they convinced
themselves it was worth it and found a way to pay my coaching fee. Those folks
were always my best clients!
Reason #2: You're goal is to engage your prospective client in a conversation.
Once they begin to know, like, and trust you, they'll see the value you have to offer.
Why let a little ol' thing like price stand in the way of getting into that conversation?
But wait a minute...there's no point in getting your prospective client into a
conversation unless you're prepared to find out—in detail—what problem they
want to solve, what their life/business will look like once it is solved, and what that
solution is really and truly worth to them.
Reason #3: Clients want a price they can justify.
Until you have the opportunity to find out what the value is to them in the solution
you offer, they can't justify spending even a dime. Once you have your prospective
client engaged in a discovery conversation you can ask them, "So why is this
important to you?"
They're likely to open up like you're Aladdin speaking, "Open sesame!" What
you're going to hear are some of the key emotional reasons your prospective client
wants to satisfy.
Let them know they're going to get exactly what they want and the issue of price
often melts like butter in the hot, desert sun.
Obviously, if you're giving a workshop or seminar where everyone is paying the
same price, you'll post it on your website (although not until you've done an
excellent, thorough job of demonstrating the benefits and answering objections). But
for your coaching, designing, consulting, organizing services I recommend leaving
price off and instead spend your precious website copy writing a story that is
deliciously ripe with benefits and paints the picture of the better life they'll
experience with your product or service.
Meet the writer:
Kendall SummerHawk, the "Horse
Whisperer for Business" delivers smart,
savvy ways entrepreneurs can turn their
hectic business into a smooth-running,
fun, 6-figure money-making dream.
To learn more about her book, Brilliance
Unbridled, and sign up for more FREE
tips like these, visit her site at
www.kendallsummerhawk.com
Learn more about Kendall in her HOW Profile
by Kendall SummerHawk
Deciding whether to post your fees on your Web site can create waves of
uncertainty. "If I post them then will people not contact me because they're too
high? But if I don't post them, will they be turned off and never contact me?"
There is an advantage and a disadvantage either way.
Post your fees and yes, you run the risk of a potential client thinking "That's too
high!" and passing you by. On the other hand, leaving them off may get your
prospective client to wonder how much it's really going to cost to hire you, then shy
away from investigating further.
The answer?
Sorry, this one is a coin-toss! However, if it's up to me, I say don't post your fees on
your Web site. Here are 3 reasons why:
Reason #1: Is the decision to hire you only based on price?
I sure hope not! Yes, posting your fees on your site tells folks what they can expect
to pay. But it also keeps price high on the list of their criteria. At the end of the day,
most clients make their decision based on other factors more important than price.
Case in point: I never posted my coaching fees on my website, yet I was often hired
by someone to whom my fee was initially out of their price range. After one
conversation focused on the benefits they would receive, they convinced
themselves it was worth it and found a way to pay my coaching fee. Those folks
were always my best clients!
Reason #2: You're goal is to engage your prospective client in a conversation.
Once they begin to know, like, and trust you, they'll see the value you have to offer.
Why let a little ol' thing like price stand in the way of getting into that conversation?
But wait a minute...there's no point in getting your prospective client into a
conversation unless you're prepared to find out—in detail—what problem they
want to solve, what their life/business will look like once it is solved, and what that
solution is really and truly worth to them.
Reason #3: Clients want a price they can justify.
Until you have the opportunity to find out what the value is to them in the solution
you offer, they can't justify spending even a dime. Once you have your prospective
client engaged in a discovery conversation you can ask them, "So why is this
important to you?"
They're likely to open up like you're Aladdin speaking, "Open sesame!" What
you're going to hear are some of the key emotional reasons your prospective client
wants to satisfy.
Let them know they're going to get exactly what they want and the issue of price
often melts like butter in the hot, desert sun.
Obviously, if you're giving a workshop or seminar where everyone is paying the
same price, you'll post it on your website (although not until you've done an
excellent, thorough job of demonstrating the benefits and answering objections). But
for your coaching, designing, consulting, organizing services I recommend leaving
price off and instead spend your precious website copy writing a story that is
deliciously ripe with benefits and paints the picture of the better life they'll
experience with your product or service.
Meet the writer:
Kendall SummerHawk, the "Horse
Whisperer for Business" delivers smart,
savvy ways entrepreneurs can turn their
hectic business into a smooth-running,
fun, 6-figure money-making dream.
To learn more about her book, Brilliance
Unbridled, and sign up for more FREE
tips like these, visit her site at
www.kendallsummerhawk.com
Learn more about Kendall in her HOW Profile
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