This is a hard question to answer because in general terms, I don't know your client, and that is really what it will come down to.
Let me explain what I mean by that.
Build recurring revenue
I’m always a fan of anything that brings in recurring revenue.
If this is the first time you’ve listened to this podcast, just go ahead and look at the titles of the episodes of this and Live In The Feast and you’ll know I’m a fan of building recurring revenue.
So with that being said, I’ll always lean in that direction regardless of how the pricing is laid out.
Why put prices on your website for services?
When you put prices on your website, I encourage you to think why? When I did it, it was to filter out tire kickers. I found that I was getting more shoppers than buyers. I was ok with the drop in leads to the business if it meant that more qualified leads were getting through and becoming clients.
Pricing on my website sets the conversation around the lead’s potential budget and if they don’t match, then there’s no point in moving forward.
I am fully aware that you may be skeptical about putting pricing on your website because you don’t want to pigeon hole yourself into that price alone if a larger project comes along. I get that.
I am fully aware that you may worry about the drop in leads to your business by putting those prices on your website. I get that.
But what you don’t realize is that putting prices on your website isn’t the ceiling, it’s the floor of what you will do work for.
How to put prices on your website as a freelancer?
To circle back to the question, packages are fine if you are delivering on items that you know your leads understand to a “T”. Because most of the time, those packages are laid out on those pricing grids that list the features and the lead will select which one they want to go with.
However if the messaging isn’t right or your leads don’t understand the value in the features, you may turn them away even if they are ideal clients for you.
If you put one price on your website, then you’ll want to say on there exactly what they are getting for that price, but then if you want to do add-ons, make sure that you mention those as well.
Otherwise if you say you are doing website design for $1000 and then get into the sales conversation and you then say web development on top of the design is another $3000. You’ll immediately seem like you are a bait and switch artist and turn your lead away.
Pricing is fun to play around with and see what works. Play with it and see - give it 6 months one way and then 6 months another way. See the responses you get (or don’t get) and then that will tell you which way to go with your pricing on your website.
Bottom line though, how you present it is truly a matter of understanding your leads and clients.
You should give them options, but too many options and that causes confusions.
Figure out what your value metric is. That’s the one thing in your business that as you give more of it to your client, it costs you more.
The value metric is what should be the deciding factor in those options. It will determine your profitability and sustainability as a business.
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Marketing for Freelancers
More episodes in this topic:
Social Media Marketing, is it worth it to do?
What social media platforms to spend time on?
How to get clients when I have no portfolio?
How to get the messaging right to attract customers?
Have advice for soliciting podcasters to be a guest?
Should I focus on SEO or Paid Ads to gain new clients?
Do you get any leads from your content? And what traffic acquisition methods have worked best?
When creating a new freelance service what’s the best way to send cold emails?
What is my second most successful lead generation tactic?
Why is an email list important for a freelancer?
What is the best way to attract larger clients?
How do you market your business to local clients other than attending networking meetings?
How do I pitch some big companies in my niche?
Imagine I was going to bring you $100k in revenue
How does a freelance web designer build a client profile when preparing their marketing plans?
How do you price your services on your site?
How important is branding?
What are some useful tools that you use?
What makes a great case study?
How do you turn the things I do into benefits?
How do you decide what to start blogging with if you’ve never blogged before?
How often should I write a blog post?
Should I put pricing on my website?
How to overcome objections people have about you?
What is the best lead generation strategy?
What is your cold outreach strategy?
How would you get into the corporate business as an independent professional?
What is the difference between warm and cold outreach?
How to answer objections and get clients to say “yes”?
How to grow with word-of-mouth marketing?
How to ask?
All my work has been word of mouth, how do I find work on my own?
How do you handle a good fit for you that doesn’t really fit for your marketing message?
What do you say when a lead comes to you from a bad experience with another freelancer?
What to say when a potential client says you are too expensive?
How do I find the time to create content for my business and what do I write about?
Is this going to get me clients fast?
What is the #1 business trend for 2019?
How to sell on Twitter?
How do you make it simple for a lead to sign?
Why did I move my business from Drip to ConvertKit
How do you sell strategy?
11 Lessons on How to Find Clients
Finding Clients Lesson #1: Targeted Referrals
Finding Clients Lesson #2: Zero Line Item
Finding Clients Lesson #3: The Client Sandwich
Finding Clients Lesson #4: The Sneak Peek
Finding Clients Lesson #5: Buy a cup of coffee
Finding Clients Lesson #6: Get Yourself On A Podcast
Finding Clients Lesson #7: Your Up Level Skills
Finding Clients Lesson #8: Brag about your clients
Finding Clients Lesson #9: Are you priced right?
Finding Clients Lesson #10: Who do you hang with?
Finding Clients Lesson #11: Group Coaching for Leads
Is Instagram a better vehicle for visibility? Sales?
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Live in the Feast Podcast
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Best of Season 3 - Building Relationships
S06 E12 - Undercharging, Targeting the Wrong Audience, and What You Should Do About It with Alex McClafferty
S03 Bonus - Tom McFarlin on Blogging, Balancing Work and Family, and Building a Business that Lasts
S09 E11 - Differentiation, Reputation, and Pivoting From the Top-Down with Peep Laja
S01 E11 - Kai Davis helping freelancers get more clients with outreach