why i publish my prices

Except for short period of time, I have always posted my prices on my web site (and now my blog), in direct contradiction to all marketing “expertise”. The prevailing wisdom is never post your prices. At most, tease the client with a range. The goal is to get the client to your office/studio, where you can “sell” them.

I’ve never bought into that way of thinking. The client is going to find out, sooner or later, why not just give them the info upfront? Why the trickery? I don’t want to “sell” my clients. I want them to arrive at their decision without any coercion whatsoever from me or anyone else. (I rarely book a wedding when a client comes to my office. I encourage them to think it over and get back to me in a couple days). If they cannot see the vaule if what I’m offering, they are better off someplace else anyway.

Years ago I worked at a sales job. Our duty was to follow the sales script exactly. Doing this, we were assured, would result in us “closing the deal”. I tried as hard as I could, but I could never get over the fact that I hated it when someone came at me with a sales pitch. Why can’t the salesman simply list the benefits of the product and let me make the decision? If the product is good enough, I will buy it, willingly and happily. Why does it have to be an adversarial relationship? Does anyone really like to be “sold” something?

Not me. Or my clients.

~ by christopher dimock on November 17, 2009.

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