At WSMG, we are a mixed marriage. Some believe we should state our pricing up front during introductory conversations, maybe even on a website or in other marketing materials. Others say wait for conversations to develop further down the process.
This is a conundrum when your service or product offerings are customized on a case-by-case basis. We don’t offer one-size-fits-all services. In fact, customized plans and programs are our sweet spot.
On a Business Made Simple video, Donald Miller quoted a mental exercise. Say to yourself: “The unfortunate truth about the situation is _________________, therefore the right action is __________________.”
This forced me to rethink the pricing question. I filled in the blanks.
“The unfortunate truth about the situation is that people are distracted about what stuff will cost, therefore the right action is to reduce the mystery around money.”
Customized plans and programs are our sweet spot.
Certain services have an established price. Once they’re interested in what you offer, it’s helpful to offer the information they need to make a decision. Is this a chance to opt out or to qualify?
What are your thoughts on this?
