What’s Stopping You from Revealing Your MSP Prices? ??♂?
Richard Tubb
The IT Business Growth Expert | Help for Managed Services Providers (MSPs) | Loves a cheeky Nandos??
Where do you stand on the big debate?
The debate I’m talking about is whether Managed Service Providers (MSPs) should have their pricing displayed on their website.
If you think about it, the number one thing visitors to your web-site will want to know is -- can I afford to work with this company?
But when I suggest this idea to MSPs, many of them say they can't show their prices on their website.
The top objection to putting pricing on your MSP website seems to be “Our competitors would see it”.
Well, if you think your competitors don't know about your prices already, then good luck.:-)
The second pushback to pricing on an MSP website often is, “We can’t list our pricing, because what we charge depends on the client’s setup”.
This I understand.
However, rather than list specific pricing, you can list scenarios.
For instance:-
领英推荐
This idea helps visitors understand the cost by giving them examples from similar businesses.
In the example, we used the bracketing technique, which is very useful when you need to give a rough estimate.
The third concern I hear about putting prices on an MSP website is that people might misunderstand and choose a cheaper option.
Yes. Yes, they will. And that isn’t necessarily a bad thing.
For those potential clients who are shopping purely on price - then by scaring them off early in the process, you’re avoiding wasting your time trying to sell your valuable services to somebody who doesn’t value them!
And for the remainder -- those who are looking for value over cost alone -- you need to do a good job of explaining why you charge more for that value.
So, have I convinced you to put your pricing on your website? Leave a comment below and tell me how it has worked for you, or why I’m a stark raving madman. ??
Originally published in the 6th February 2024 edition of my weekly MSP Insights email to the #ManagedServices. Sign-up for free at MSP Insights.
CEO and Co-founder of Gozynta
9 个月I strongly am on the side of being transparent in pricing. Richard Tubb, I agree with your suggestion to have an example available when there could be complicated pricing according to business setup. However, it's essential to have an idea because most customers don't even have a ballpark number of what MSP services cost. I'm certainly one of those shoppers who likes a good amount of information before I talk to sales. If some companies I research are giving prices and some are not, I will go with the one that is upfront with pricing. It gives me a greater feeling of trust and security. Great blog post.