One topic that comes up a lot during my coaching sessions is whether or not to publish prices online — particularly for those who offer consulting, advisory and expert services.
Let's have a look at three pros and three cons.
Transparent pricing builds trust and shows confidence in the value we are offering
Having set prices saves the overhead of having to create a custom proposal for every potential client
Showcasing pricing will help a potential buyer understand the initial investment required and potentially reduce "tire kicker" enquiries
Your "competitors" know your rates
You might lose potential clients who don't fit neatly into the offers you create
You're leaving "money on the table" as some clients are willing/able to invest more in your services
There are many more, of course. A happy medium I often see is:
One-off fixed fee service with price — e.g. audit, consultancy call, or coaching session
Productised service with price — e.g. a set number of sessions, a workshop and recommendations report, or a monthly highly scoped retainer
Custom offer with "book a discovery call to discuss."
This has the benefit of showcasing the "ballpark" you play in, allows a lightweight fixed-cost way for a new client to work with you, and leaves the door open to offer more bespoke solutions and pricing.