Saving Time with One Small Addition to Your Website

Posted by Heather Villa, CMA, MBA, MSM on May 06, 2010 in: Business - Plain & Simple, Time Management Strategies

dollar-signs

There are many different ways to save time in your day and you can read through some of my blog archives to find advice on ways to actively manage your time better. But what I’m going to show you today is an extremely easy way to save time, reduce your sales effort, and make more sales… all with just one small change on your website.

The change I’m suggesting is simple: Put your prices on your website. I know there is plenty of debate from both sides of the camp – those who think you should put your prices on your website and those who think you shouldn’t.

There are valid arguments to suggest why you shouldn’t put your prices on your website: Perhaps you feel that it commoditizes what you do and you prefer to create custom packages unique to each client rather than offering an a la carte option. Or maybe you bill based on the value you provide someone so you can’t easily put a dollar figure on your website. I understand those reasons and my suggestion won’t work for everyone.

But here’s why I suggest you do try to put your prices on your website:

1.    It will save you time: The sales process can be a time consuming process in which you woo customers and convince them to buy from you. Along the way, you’re going to meet prospects who want to buy from you but who simply can’t afford (or don’t want to pay) what you’re asking. It’s better to find out sooner than later and let them take themselves out of the running before you put too much time and energy into them.

2.    It will shorten your sales process. That’s because you are getting the entire price-conversation cycle out of the way for many of your prospects. Rather than building up your value in their minds and then going back and forth on price, you present your price early and eliminate that discussion from your process.

3.    It will help you to get more sales. There are two reasons why it will help you do this: First, price is a positioning point. So if you’re a low-cost provider and your prospects see this on your site, they’ll be more likely to act rather than wondering how much you’ll charge. The same is true for any other price point you’re using. The second reason it will help you to get more sales is because people who get this far into the sale with the full-knowledge of your price are going to have fewer objections when you ask them to buy. And, since your sales process is faster anyway (see #2), you’ll potentially be moving more people through your sales funnel.

Now, to be fair, I will mention that those who disagree with this method will say that you can drive people away because your price is different than what they were expecting. My response is drawn from my experience. I’ve found that there are usually two kinds of customers in this situation:

Those who would have been driven away anyway because of your prices when you do finally reveal them and those who are driven away because they didn’t connect the value you offer with the price you’ve posted.

But the good news is: That second group of people are easy to recapture by making sure that you are very explicit about the value you provide to your clientele.

It seems like such a small change but it can save you time and earn you so many more sales simply by posting your prices on your website!

Happy Blogging!

Heather Recommends:

If you are a coach, freelancer, or entrepreneur who wants to succeed like a pro, I can help.

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