You see, in service businesses, it’s typical not to show prices on your website. The norm is to have a range of services available, that you tailor into a bespoke offering after you’ve had a conversation with a prospect.

And there’s nothing wrong with that. We do the same for our private clients.

However, when you look at it from your prospects’ perspective, the complete lack of upfront pricing makes people feel nervous of approaching you – fearing that they’ll get confronted with a price that’s way out of their reach.

And you and I both know that as human beings, we’ll avoid doing anything that might be painful.

You lose out too – unless they take a step towards you, there is no opportunity for you to make a sale.

Packaging up your services gets around this issue completely." [read more...]