The question about whether or not to put your pricing on your website comes up often. For a long time I didn't put any pricing on my website and my phone was ringing off the hook. I was also wasting a lot of time talking to brides who could never afford me and were simply price shopping. I put a starting price for my packages on my website this year and now the phone does not ring as often, but when it does, the person is genuinely interested in what I have to offer and not just concerned about the cost. By putting a beginning price on my website, I was able to screen out the price shoppers and my time on the phone was spent with people who were now semi-qualified clients.
Is there anything wrong with price shopping? Absolutely not. We all have budgets, be they large or modest, and an important part of managing those budgets includes looking at the price tag to determine if it will meet our needs. It is also important to manage our time however, and I am now better able to manage the time I spend on the phone because I am getting fewer, but more qualified, calls.
One of the fears wedding planners have in posting any sort of price on their website is that their competitors will now know what they charge. Your competitors will find out anyway simply because brides talk. They'll tell their other vendors what they paid for each portion of their wedding. They'll tell their friends who now need a wedding planner how much they paid for your services. The bottom line is that word gets around. You can't control it, and it is really not something to stress over.
If you're worried that a competitor will learn your prices and set theirs $500 less in order to steal prospective clients away, then change your business strategy so that you are no longer competing on price. Increase your value so that people see that you are the better choice when they meet with you. As my twin Terrica says, "I'm not Wal-Mart. My business reputation is not built on rolling back prices". Undercutting the industry is not a sustainable strategy for small businesses anyway, and doing so will hurt your competitors in the long run.
Increase your value (not necessarily your fees), post a starting price on your site, and take back your schedule. You'll be much more productive and you'll probably be a lot happier too.
Do you post all or some of your pricing on your website? Why or why not?
Wednesday, May 28, 2008
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For millennials, the generation that accounts for more than 70% of today's weddings and the first to grow up with the Internet, technology has done more than give unprecedented access to information; it has physically changed their brains on a microcellular level. What worked in bridal marketing just ten years ago is no longer effective because the way today's engaged couples think is actually different than couples of generations past. In 
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17 comments:
As of the last 5 months or so, I have listed starting prices on my website. Like you, it cut down on so many inquiries that ended up going no where..people who would contact me, ask questions about services and pricing, then never respond again! I'm much happier with my pricing available, and people who are aware of the prices when they contact me!
Liene I have been advocating this for years over on Think. When I poll brides about what they want to see on vendors websites the number one answer is price. They need to know if you are even in their ball park.
This is very true! I'm a wedding consultant from Northern CA, and I've been thinking about putting my package price on my website since there are so many price shoppers out there just wanted to know if they can afford a wedding consultant. I'm really glad there's someone like you writing posts to help planners!!
Couldn't agree more! ;-)
Brilliant post, and oh so true.
I post my prices with 'Starting At' figures. I want brides to know where fees begin, and the quality & content behind them.
Liene -
Thank you so much for posting this topic. It's wonderful to hear I am on the right track and others think like myself.
I recently posted my prices on my website. Ironically, I have gotten more interest.
Like almost everyone else has said, I think posting prices really helps weed out potential clients who are either not serious, or those who can not afford me. I list starting prices and it definitely saves me and potential clients a lot of time.
This is SO true! I had to learn the hard way, but all we have to crawl before we walk.
I use to have my starting prices on my website for the same reason as others but I removed them because I was worried about my competition undercutting me. After reading this post, I think I'll go back to including my prices. Not to mention, it will cut down on the number of pricing inquiries. I've found that those that aren't price shopping don't even ask pricing until after we've had several emails back and forth or a phone call or the initial meeting. In some cases I guess the saying is true "if you have to ask you can't afford it"
This is such a great post. I too toyed with the idea of putting "starts at" prices on my website, but was afraid of risking too much. However, I agree that it would save time and weed out those lovely brides who have good intentions but simply can not really afford a planner/consultant.
I am going to take your advice and add pricing.
Thanks, Liene!
Liene
I broke down and did 'Starting At" pricing for most of my design tiers and pricing for Wedding Day Coordination about three years ago.
It's cut down a lot of time on calls from people who aren't looking to invest in the quality of service I offer-
BUT, I'm still amazed at people who look at the site, email and say they LOVE my site and my work and then ask for pricing...
Guess they missed something!
Thanks for this Liene! As always, you've helped me make a very smart decision.
Hi Liene
I think this is so true and I will consider adding starting at; as I think it will certainly reduce the inquiries especially those shopping around.
I completely agree with you and all of the other comments. Great post!
This is great advice that I will be sure to follow!
Thanks
This is such fantastic advice. Once I listed my starting price on the website, I had the same experience - less budget inquiries and more qualified leads.
As always, your advice is so fantastic!
As I am somewhat new to The Smart Planner, I'm glad to see this post. I worried about putting my pricing on my website because of competitors, but find like everyone else I spend too much time talking to brides that just can't afford me. Starting prices will go up today!
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