We all get that inquiry asking us (only) about our pricing. And they can be a challenge to answer, since we know our goal is really to begin a conversation with the person.
Yet, because they asked the question, we do have to answer it. What are your options?
- Entry level cost: “Our pricing starts at…” or “Our lowest cost option is…”
This works well if you want to let bargain hunters know where your pricing starts. And if you truly are out of someone’s budget, it allows them to realize it and not waste your time or theirs.
- Full range: “Our services range in price from $1,500 to $4,500. Of course, your cost will depend upon what level of service you decide you would like.”
This gives the client a reasonable amount of information. It also doesn’t commit you to anything before you have much information on what they are looking for.
- Range with typical: “While our services range in price from $1,500 to $4,500, we find that typically our clients happily choose a combination of services that costs them around $2,750.”
This gives the client both your range of costs, along with a reasonable guess at what your services might cost them if they decided to work with you.
Sometimes you’ll read online that people say not to tell them anything about pricing until they provide more information, or tell you their budget, …or all kinds of other silly stuff. What we’ve found on those approaches is that the person feels like you’re avoiding the question because you aren’t confident about your pricing. So just answer the question.
We encourage you to do more than just answer their pricing question. Begin a conversation. Also ask them a question or two.
But you do need to answer their questions. And picking one of these approaches works well for most of our members.