Know-How Exchange : Strategy

It depends on your positioning and your selling process. Some folks find that engaging a prospective customer in a discussion improves their closing rate. Others would rather automate the process as much as possible and just go for large numbers (and a lower closing ratio). What has your experience been in terms of what works for you?

You will also want to consider the way people find your website. If you've promised them a price list in an ad, then you better deliver what you promised. If you've promised them a customized quote, then you should deliver that.

Having a reference price, if not the full list, is often good. I know when I got to a page like a cleaning service, I want to come away with a feel for whether the price is affordable for me. If I don't see that, I am likely to move on. So something that gives a feel for the price range would be useful. Could be the full menu of prices you mention, or just some sample prices (such as "2 bedroom condo, 1000 square feet - $xx per cleaning").

Giving out pricing before you've seen the scope of work needed can wreak havoc on your bottom line! You have no idea what kind of condition a home is in. You may quote a price that represents 10 hours of work, but when you arrive at the job site, you find it will take close to twice that time to get the job done properly.

You may then find yourself in the unenviable position of requoting the job, resulting in a higher rate, which will then lead to "bait and switch internet scam accusations," in other words, a PR nightmare for your business and massive amounts of online damage control.

--or--

Giving them only enough work to make the project profitable will result in, you guessed it, same scenario as above...

Twenty years ago, an unhappy customer complained to friends and family...today they complain to the world!!!

As Michael (mgoodman) said above, engaging prospects can improve closing rates. I have the same opinion. Find out what makes them tick...stressed out due to daily time constraints, selling their home and are in need of a thorough cleaning job, etc. Focus on what you can GIVE them (aside from the services they will pay for), put together a great sales team that understands your customers' needs and you have a recipe for success.

Find a way to give a general idea of what you charge on your website with case studies, for example or a cost per square foot...but then get them to contact your for a tailored quote for their situation.

You don't want to scare them off with an out of their budget price list but customer engagement is key to closing with a new client.

Of course! it should be. It clears to customers apparently that what actually they have to invest on particular product. The idea of price tag on website is depend on your services. I think, at first you should give an attractive way to your service and after then give a detail of services and at last your price views.

Thanks!
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