Comments on: Why hide your prices? How to write about money http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money Writing, marketing and technology Fri, 03 Feb 2012 05:56:52 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Matthew Stibbe http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money/comment-page-1#comment-654047 Matthew Stibbe Wed, 10 Mar 2010 06:55:58 +0000 http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money#comment-654047 Gary, that's a great story and it reinforces the point I was making. Thanks for sharing it. M Gary, that’s a great story and it reinforces the point I was making. Thanks for sharing it. M

]]> By: Gary McMahon http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money/comment-page-1#comment-654038 Gary McMahon Wed, 10 Mar 2010 01:57:34 +0000 http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money#comment-654038 yes, you're right Mathew. Proud was the wrong word. I had a potential client come into my office yesterday. Asked for a "rough" estimate of my costs to conduct his surveys. I sat him down with a coffee, and worked out a precise costing, and told him the days I could do the field work, and finalise the report. While he was initally a bit shocked at the price (some people don't realise what things cost), he told me to go ahead and schedule it. I then asked him what convinced him to contract me, he stated that he had been to two other environmental consultants (one a major international firm with a local office) and did not get specific information, they faffed around saying thinks like " it depends on what we find" etc. He told me the confidence in which I produced a specific quote with timelines (took me about 5minutes to work out!, I've done hundreds of them in his location so it wasn't difficult to calculate) while he was in my office, convinced him that I knew what I was on about and was not someone that would "stuff him around". He said my confidence in putting a price together reassured him that the job would be completed well and within his timelines. While it was more intially than the others, he suspected that the other two quotes would creep up. With my quote he knew what he was up for. I can tell you now, I have scheduled a few hours tonight to re-design my website to include basic survey tasks along with more complex work that I do, and include a spectrum of prices for each task, based on past projects. I'll let you know how it goes. Thanks for your comment and blog. Cheers Gary yes, you’re right Mathew. Proud was the wrong word.
I had a potential client come into my office yesterday. Asked for a “rough” estimate of my costs to conduct his surveys. I sat him down with a coffee, and worked out a precise costing, and told him the days I could do the field work, and finalise the report. While he was initally a bit shocked at the price (some people don’t realise what things cost), he told me to go ahead and schedule it. I then asked him what convinced him to contract me, he stated that he had been to two other environmental consultants (one a major international firm with a local office) and did not get specific information, they faffed around saying thinks like ” it depends on what we find” etc. He told me the confidence in which I produced a specific quote with timelines (took me about 5minutes to work out!, I’ve done hundreds of them in his location so it wasn’t difficult to calculate) while he was in my office, convinced him that I knew what I was on about and was not someone that would “stuff him around”. He said my confidence in putting a price together reassured him that the job would be completed well and within his timelines. While it was more intially than the others, he suspected that the other two quotes would creep up. With my quote he knew what he was up for. I can tell you now, I have scheduled a few hours tonight to re-design my website to include basic survey tasks along with more complex work that I do, and include a spectrum of prices for each task, based on past projects. I’ll let you know how it goes. Thanks for your comment and blog.
Cheers
Gary

]]> By: Matthew Stibbe http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money/comment-page-1#comment-653908 Matthew Stibbe Mon, 08 Mar 2010 06:34:03 +0000 http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money#comment-653908 @Gary It's one way to differentiate yourself from the 'cheapest providers' although I wouldn't necessarily say 'proud' of your prices but certainly 'unembarassed' or 'unashamed' would be accurate. But remember, you're going to have a conversation about price at some point so getting it out of the way early can be very helpful. In this way, by the time someone calls you, they're not fishing for the cheapest price, they're a serious, well-informed prospect. That's a much better use of your time. @Gary It’s one way to differentiate yourself from the ‘cheapest providers’ although I wouldn’t necessarily say ‘proud’ of your prices but certainly ‘unembarassed’ or ‘unashamed’ would be accurate. But remember, you’re going to have a conversation about price at some point so getting it out of the way early can be very helpful. In this way, by the time someone calls you, they’re not fishing for the cheapest price, they’re a serious, well-informed prospect. That’s a much better use of your time.

]]> By: Gary McMahon http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money/comment-page-1#comment-653900 Gary McMahon Mon, 08 Mar 2010 02:10:17 +0000 http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money#comment-653900 Thanks for the article, Mathew, it has me reconsidering my positon. I'm a one-man ecological consulting business and have to compete with both large multinational organisations and the "cowboy" brigade (people that have undertaken university courses in ecology or botany and are happy to undertake surveys for plants and animals and just cover costs-sort of like paid bushwalkers!). The latter group have made survey work a commodity, making it difficult to explain to clients that survey pricing is reletive to area covered, species found or targeted etc, and that with my services you have a track record for both the survey work AND the approvals for your development. Many clients will look at the output of the work (i.e. a survey report) and look for the cheapest price, hence I have always been relcutant to post pricing (although I'm thinking that I should probably be happy to loose projects for these type of clients). However I agree that being proud of your pricing shows confidence and professionalism. Might need to play around with the range thing as I'm currently developing my website. Thanks again Gary Thanks for the article, Mathew, it has me reconsidering my positon. I’m a one-man ecological consulting business and have to compete with both large multinational organisations and the “cowboy” brigade (people that have undertaken university courses in ecology or botany and are happy to undertake surveys for plants and animals and just cover costs-sort of like paid bushwalkers!). The latter group have made survey work a commodity, making it difficult to explain to clients that survey pricing is reletive to area covered, species found or targeted etc, and that with my services you have a track record for both the survey work AND the approvals for your development. Many clients will look at the output of the work (i.e. a survey report) and look for the cheapest price, hence I have always been relcutant to post pricing (although I’m thinking that I should probably be happy to loose projects for these type of clients). However I agree that being proud of your pricing shows confidence and professionalism. Might need to play around with the range thing as I’m currently developing my website.
Thanks again
Gary

]]> By: Matthew Stibbe http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money/comment-page-1#comment-653791 Matthew Stibbe Sat, 06 Mar 2010 15:41:05 +0000 http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money#comment-653791 Beer aside, Einat, it's an interesting thought that people don't ask for the cheapest brain surgeon if they need an operation but they will happily fly with the cheapest airline. It's hard to make a direct correlation between price and safety but it's interesting how people will make one choice in one area and a different choice in another. Beer aside, Einat, it’s an interesting thought that people don’t ask for the cheapest brain surgeon if they need an operation but they will happily fly with the cheapest airline. It’s hard to make a direct correlation between price and safety but it’s interesting how people will make one choice in one area and a different choice in another.

]]> By: Einat Adar http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money/comment-page-1#comment-653790 Einat Adar Sat, 06 Mar 2010 15:36:45 +0000 http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money#comment-653790 Yeah, Stella has made a whole issue out of its price. If only its taste was a match... Yeah, Stella has made a whole issue out of its price. If only its taste was a match…

]]> By: Matthew Stibbe http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money/comment-page-1#comment-653659 Matthew Stibbe Thu, 04 Mar 2010 14:26:34 +0000 http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money#comment-653659 I agree. I quite like the way Stellar Artois advertises its beer: "Reassuringly expensive." :) I agree. I quite like the way Stellar Artois advertises its beer: “Reassuringly expensive.” :)

]]> By: Einat Adar http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money/comment-page-1#comment-653653 Einat Adar Thu, 04 Mar 2010 12:06:45 +0000 http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money#comment-653653 Hey Mathew, An R without an I is a funny way to phrase the problem. Of course it happens. I don't write many white papers, but I come up against this question on landing pages, websites, and other promotional materials. In general, if a product's price is around the market's average, then I wouldn't emphasize it, and often wil not even mention it. But if the price is very low (thanks to superior technology for example) or very high compared to the market (indicating quality as in Sara's case), then it becomes an advantage that I write about exactly like I would write about automatic updates or certficiations. Hey Mathew,

An R without an I is a funny way to phrase the problem.
Of course it happens. I don’t write many white papers, but I come up against this question on landing pages, websites, and other promotional materials.

In general, if a product’s price is around the market’s average, then I wouldn’t emphasize it, and often wil not even mention it. But if the price is very low (thanks to superior technology for example) or very high compared to the market (indicating quality as in Sara’s case), then it becomes an advantage that I write about exactly like I would write about automatic updates or certficiations.

]]> By: Matthew Stibbe http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money/comment-page-1#comment-653587 Matthew Stibbe Wed, 03 Mar 2010 14:56:07 +0000 http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money#comment-653587 @Sara, I understand the reluctance around professional services but here's a great example of a company that is really upfront about prices; even when they range up to $1m per project: http://www.nngroup.com/services/. Just click on any of the services to see a price range a the top. It can be done and I don't see why others shouldn't follow their example. @Sara, I understand the reluctance around professional services but here’s a great example of a company that is really upfront about prices; even when they range up to $1m per project: http://www.nngroup.com/services/. Just click on any of the services to see a price range a the top. It can be done and I don’t see why others shouldn’t follow their example.

]]> By: Matthew Stibbe http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money/comment-page-1#comment-653586 Matthew Stibbe Wed, 03 Mar 2010 14:53:18 +0000 http://www.badlanguage.net/why-hide-your-prices-the-perils-of-writing-about-money#comment-653586 @Paul, I had a look at your site and I think that's a really good example of giving customers the information they need to estimate costs themselves without boxing yourself into a corner by being too specific before you have all the details. I'd be really interested to hear how that works out for you - let me know! @Paul, I had a look at your site and I think that’s a really good example of giving customers the information they need to estimate costs themselves without boxing yourself into a corner by being too specific before you have all the details. I’d be really interested to hear how that works out for you – let me know!

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