All about pricing - and coaching news!
Hi all,
Over the last month I’ve been doing a lot of research around pricing strategies, and I’ve learned a valuable lesson: we have got to stop hiding pricing and creating friction during the buying process.
I don’t know when or where, but somehow, somewhere, someone decided that hiding pricing meant providing an “exclusive” experience for enterprise companies. This, sadly, has translated into forced sales conversations and high-friction experiences.
But don’t just take it from me…
Chris Walker, CEO @ Passetto, recently wrote a Linkedin post where he pointed out the poor experience many B2B companies are providing when hiding pricing.
Should we publish our pricing on our website?
B2B companies come up with a million excuses and objections about why not to do it:
We need our rep to talk to the customer to ‘provide value’ first before we tell them the price.”
“If we publish pricing on our website, our competitors will find out and undercut us.” (lol as if your competitors can’t figure out your pricing on their own)
“Our pricing is way too complicated. If we publish it, our customers will get confused and won’t talk to our Sales team.”
And a million different iterations of these objections and excuses that are all about the company and nothing about the customer. Every excuse has everything to do with what you want and zero to do with what the customer wants.
So with that, I bring you this month’s blog post: Why hiding enterprise pricing is damaging your conversion rates.
ON OTHER NEWS…
I will be joining the amazing Kate Leto to facilitate a session in an upcoming product leadership course. This is a fantastic opportunity for those stepping into product leadership roles to gain invaluable insights and develop essential skills for success.
🌟 What's in store?
A targeted focus on transforming your approach to leadership.
Hands-on practice with coaching techniques.
Opportunities to engage and collaborate with fellow product leaders
A supportive community that extends beyond the course, offering ongoing guidance and networking.
And of course, there's me 🤓
🔍 Why join us?
Learn from Kate's 25+ years of experience in product management and coaching.
Develop a new perspective on leadership challenges.
Practice and refine your skills in a safe, collaborative environment.
Build lasting relationships with a network of like-minded professionals.
And did I mention I'll also be there?
🗓️ Mark Your Calendars: March 19 - April 16!
Until next time ✌️