Why displaying fees on your website may provide an advantage over your competition
Many small businesses use their web presence to generate leads to feed into their sales process. Each page has a purpose with variations on the intended users the business hopes to appeal to.
Each piece of content has its purpose but overall the reason is to entice users to get in touch. In keeping with that, it seems reasonable to display your price structure so your leads are qualified before they get in touch.
Or does it?
Not all visitors to your website will be leads.
Not all industries are alike.
Competitors may be surfing your site to see what you charge with the intention of undercutting your rates. If they know you are consistently trying to attract leads from the same base, then having lower prices displayed can give them an advantage over you when bidding on projects or submitting proposals.
Prices in your industry could vary based on many other variables.
Understanding why or why not requires a little bit of elbow grease and a balanced perspective of the issue.
How to Know if You Should Display Your Prices
While this Moz article referencing website pricing is dated, it does makes some very good points about why you should display pricing.
If you display pricing you should also convey value. A value proposition including a pricing tier can address variables related to your business that can actually set you above the competition.
Listing pricing without context or with only a few lines to convey value won’t draw in a user reviewing multiple options. You may be more expensive than your competitor but you might also be offering a lot more for what you charge. Make sure your leads know!
This could also be a reason to not display pricing as well. If you have already evaluated your competitors and they have tiered pricing that beats the value of what you offer, then take the time to assess how they’re able to provide more at a lower cost.
If you’re feeling ambitious you can even call them to clarify what they’re offering and ask for examples of it in practice. Sometimes the value stated on the site is misleading so don’t take your competitor’s claims at face value.
What if Your Competitors Aren’t Displaying Pricing?
Your competitors may not be showing how much they charge but that doesn’t mean you can’t.
A money-focused business can sometimes be more focused on its own bottom line than servicing its customers. Your competition isn’t just related to price so if you’re up against established pros in your industry you can overcome the hurdle of their online presence being much stronger (more reviews, more activity) by doing what they won’t.
State the reason for listing the different pricing tiers. Each should have a unique reason for being there beyond just profitability.