Read on to find out what these reasons are and discover what feels like the right approach for you and your business.
One of the questions I get asked a lot by health and wellness business owners is this: should you tell people what your prices are before you jump on a call to talk about working together?
First up to say, we’re not talking about your low-level products and offerings here. If you’ve got a €9.99 download or a one-off session for €49.99 then obviously you should be listing the prices for them on your sales pages, social media posts and any other marketing.
For entry-level purchases like that, you don’t need to have individual, tailored discussions with people. You just need to make them as simple and easy as possible to book and buy, and showing the price is part of that.
What I’m talking about here is your higher-level offerings: maybe it’s your 1:1 offering, your group programmes or your ongoing packages.
These tips and thoughts are related to something you’re selling for a more ‘significant’ amount of money, and what is ‘significant’ will vary from person to person of course. But basically, anything where a) people may have questions or hesitations about whether to invest and/or b) it would be a good idea to chat to them first to establish that they’re a good fit for your offer and to really explain how amazing what you’re selling is.
I have developed massively in this area in the last couple of years. But it’s still not my style or level of comfort to spring a number on someone after a great chat that they weren’t expecting and be able to handle objections easily. That does of course come with practice and experience: I’ll get better at discovery calls and so will you. But if you’re just starting out, I think it’s a lot to expect to master the art of great sales calls from the get-go.
All that being said, I can totally see the other side of the argument too for not listing your prices, a methodology I find usually championed by higher-level coaches and practitioners who have been in business a little longer and really know their worth.
Perhaps they’ll even have an idea of what they were expecting to invest in a service like yours – they’ve seen what similar practitioners offer and they’ll have put together a figure in their head that they’re willing to pay. If you’re more than that, even if you’re the perfect person to help, they’ll walk away without even getting in touch or letting you know they’re interested. Gutting.
You can avoid this happening, force them into more carefully reading the content and get them to jump on a call with you so they can find it out if the price isn’t there for them to make a snap judgement about.
That sort of level of understanding, that this offer is exactly what they need only comes from having a personalised conversation, where you really listen to their problems and explain exactly how your brilliant package is the answer to their problems. If you list your prices you might never get to that stage.
If it feels like a big investment to work with you (and it should if they’re serious about change and if you aren’t undercharging!), they’re going to want to be really sure this is right for them. And usually that question is a variation on a theme of “but is this right for me?”
Only a call (or maybe an email or DM exchange) will answer that. And again, if you list your prices you might never have that conversation.
By the way, if someone DMs me and straight out asks how much I charge, they’re not my ideal client. The same goes for you.
Remember: it’s never about the money. It’s always about what results you and the potential client can get together. That’s what they should be concerned about.
Ultimately the answer to the question “Should I list my prices?” is down to personal preference.
Tune in to what feels right for you and your business, the way you want to communicate with your audience, the type of people you want to attract, how good you feel about talking about your amazing offers and remember – you can always change your mind! There’s no right or wrong way to do this, do what works for you.