I am often asked whether or not posting fees on a website is good idea or not.  Unfortunately, it isn’t as simple as a yes or no answer.  There are pro’s and con’s to both positions.

Now I know that you are feeling pangs of uncertainty and anxiety as you struggle to come to some decision with regard to whether to post or not.  But keep reading to find out why I think posting your fees is NOT a good idea.

First let me say if you post your fees you run the risk that prospective clients will pass you by because they feel your fees are too high without you ever having a conversation with you.  On the other hand if you don’t post your fees many people will wonder just how much you ARE going to charge and will assume your fees are too much for them to afford without any further investigation on their part.

So why do I feel leaving them off is the right answer?  Here are my three top reasons:

1.  The Decision To Hire Should Never Be Made On Price Only

Do you want price to be at the top of that prospects reason for hiring you?  I think not!  Money usually isn’t the number one reason why clients will pay you for services and invest in themselves.  But if you go ahead and post your fees you are clearly encouraging clients to keep price as a main criteria for hiring you.

I have never posted my fees on my website and I don’t have any intentions of starting.  Yet the funny thing is that most of my clients are people who feel that I am out of their price range.  When I sit with them and explain the value and benefits of working with me, they usually invest, find a way to pay for the service and end up being the best clients.  Why?  Because they understand the investment they are making and are really, really committed to achieving their goals.  They are PHENOMENAL!

2.  It’s All In The Conversation

The reality here is that your goal is to engage your prospective client in a conversation.  The selling conversation is about helping your prospective client get to know, like and trust you.  This can’t happen by just going to your website and perusing your price list.  It is one dimensional and flat…there is no opportunity for your prospect to have an authentic experience with you.

But remember, there is absolutely no reason for you to get into this conversation unless you are prepared to fully understand what problem they want to solve, what their business will look like once the problem is resolved, what the cost is if they don’t solve this problem and finally what it’s worth to them to solve it.

Do you see how vital it is to have the conversation in the first place?

Do you realize by having this conversation you help them to explore so much more than just a dollar amount?

3.  Clients Want  A Price They Can Wrap Their Head Around

In short, they want a price they can justify.  Until you can help them find the value in what you have to offer, they won’t spend a penny to work with you.  Your solution must be important and valuable to them.  While you are engaged in the conversation you can ask them why it is important to them.  Without the conversation you can never uncover what is truly valuable to them.

When you ask that all important question, “What’s important to you?” the prospective client will inevitably open up and tell you all the emotional reasons behind why they want to fix and solve their problem.  When you are then able to address their issues and let them know that you can help them their objections around money disappear like magic.

Now don’t get confused here.  If you are offering a product or a seminar where everyone is paying the same price then you will post that price on your website.  But for coaching, consulting, designing, organizing or other serviced based professions I recommend leaving the price off.  Instead spend your time writing great copy that fully describes the value and benefits you offer your prospective clients so they can imagine what it would be like to work with you and have a business that is truly flourishing.