Don't Hide Your Prices

Expose your prices to customers early

There is a common misconception that exposing your prices early might chase away prospective customers. But look at it from another perspective.

During your sales cycle, you’ve invested time (weeks, possibly months) and money in both finding a customer and selling your product or service.  If you wait till the end of the sales cycle to share your price, and it’s outside of your customers budget, you cannot recover that time and money.

Use your prices to qualify

As part of your qualification process, let your customer know an approximate budget range for previous customers who bought that same product or service.  On the first call! 

This will help you understand if you’re working with a prospective customer.

What to do if a customer does not want to talk prices

More often than not, the willingness of a customer to discuss price (and budget) is directly correlated to their decision making capability in an organization..

In some cases, the person tasked with doing research on a product may be nervous to talk about pricing or even not know how to do it.  Get to someone who can, or it may be a waste of your time.

In summary, exposing prices to a customer early will help you spend time with customer who can buy your product.