If you aren’t listing your prices on your events website, then you’re making a huge mistake. Not only will you miss out on many customers who won’t take the time to call your team, you will also doom your sales team to waste their time dealing with unqualified leads who called for a quote and couldn’t afford your prices to begin with. Remember that wasted time for your employees means wasted money for the person paying their salaries. Concealing your prices costs you money!
Many companies in the events industry decide to conceal their prices to avoid confusion because their offerings are customizable. If you are considering this, let’s go over a few options for listing your prices that will be much more effective.
Listing direct prices is the most ideal option for listing prices whenever it is possible. Giving customers a price for your goods or services gives them an understanding of the value that you offer and allows them to decide quickly whether or not they can afford them. This way you can quickly eliminate unqualified leads and allow for qualified leads to identify you.
Your goal should not be to keep people in the sales cycle for as long as possible. This mentality will cause you to waste precious time and resources on unqualified leads. Focus on your qualified leads instead to use your time efficiently and build a catalogue of loyal customers.
If you cannot list direct prices due to customization or other logistical reasons, you can still list your prices as ranges, packages, or starting rates.
Giving your event customers a price range for a good or service allows them to still evaluate whether they can afford them without locking them in on one specific price. This enables you to communicate your value to them and opens up an opportunity to upsell your customers on a more expensive option than they originally wanted. Ranges are useful for individual items that have several price options or are somewhat customizable.
As an example, say your custom florals range in price based on materials. Rather than leaving the price blank, list something like “$60-$125”. Now your customers understand the range of prices they may pay for what they want. This will aid them in their decision process so that you get fewer unqualified leads, and can spend your time focused on viable customers.
If your price options are extremely dependent on customization, listing starting prices rather than direct prices is a great option for you. List your prices as “starting at” the minimum possible price option. It will be understood by event customers that they should expect to pay more than the listed starting price, but they will also have a solid foundation for what to expect out of your prices.
Maybe you rent out items that have a starting price, but can be customized with no set upper price limit. You can list this item as, “Starting at $45”, to avoid confusion and at least set a lower price limit to eliminate unqualified leads wasting your time.
Some items may require other minor items to function properly, so it doesn’t make sense to list them separately. In this case, consider bundling the goods together in a package. In the package description, you can list the items included along with the price so that customers know what they are paying and what they are receiving (and you can hide anything you want to as well).
Packages can also be a useful tool for selling large bundles of items simultaneously. For instance, an “Ultimate Party Package” may be an enticing option for many event customers, even if it includes items that they hadn’t originally planned to order. Packages are incredibly effective upselling tools, so you don’t want to miss these opportunities.
An Even Better Option: The Website Integration
Imagine if customers didn’t have to call during your work hours to work out their event rental packages. Imagine instead, that they could fill out a wishlist on your events website 24/7 and submit it with comments and requests, and it wouldn’t go through as an order until you approve it. That’s what you get with Goodshuffle Pro’s Website Integration.
Aside from saving time dealing with customer acquisition, there is a 70% average close rate across our users with the Website Integration, who also experienced an average increase of 30% in value to signed contracts. When it comes to listing your prices, there is nothing easier or more efficient, for you or your customers.
Why You Need To List Your Prices
The way you list your prices may depend on your business model, but do you need to list prices to find success. Otherwise, you will lose qualified leads, and waste your time on unqualified customers instead. It is easier for a qualified event customer to go to another website than it is for them to reach out to your sales team.
Make it easy for potential customers to choose you. List your prices.