Eric Diren says video business owners shouldn't list prices online because it signals commodity work and scares off high-ticket clients. Instead, use a discovery call to qualify prospects, then present a customized 3-tier price sheet on a sales call to close bigger retainer deals.
Hey, what's going on, guys? In this video we're going to be talking about why you should never put your prices on your website and what you should be doing instead. If you don't know me, my name is Eric Diren and I run Master Filmmaker and to date we've helped over 500 video business owners, one to one, just like yourself, build out retainer based pricing, build out an inbound system to get more leads, build out a system to get more calls and more clients and have more predictability in their business so then they can do something that they love and get paid doing something that they love. And, and today I'm gonna talk about something that a lot of people have been asking us on our lives, on YouTube, on Facebook, on Instagram, on, you know, hey, I put my prices on my website. Why should I not put my prices on my website? And so in this video we're gonna be talking about that and why that is so crucial and why it's so crucial that we do not do that. So I'm gonna flip over to my trusty iPad here. Now let's talk about what happens when you put your prices on your website. And so let's pretend that this is your website right here and we put our prices right here. So we have maybe a video and then we have our prices and then there's maybe like a button to just like buy now. Now what happens is when somebody comes in and they look at the prices on your website, what happens is, is there's no value that's been built here. You're simply saying, hey, we offer cookie cutter solutions and there is absolutely nothing customized or unique or special about what it is that we do. So here's our prices, Go ahead and buy. And to be honest, this is a lazy way of selling. And usually this stems from people not wanting to actually have to close or go through a sales process with their clients. And so they're lazy and they put their prices on their website. And because of that you have much lower conversions. Now what this means is less people buy from you so you could be making more money. But because you put your prices on your website, you are losing deals, you are losing clients because you are lazy. And they're putting you in what we call commodity based pricing. Now this typically leads to less sales and it's typically, like I said, because people don't want to have to actually handle the objection that the client may have. So they'd rather just put the price on the website and not have to deal with it. And it also makes them feel like you don't really care about them because, because the price is on the website. They don't, you don't need to talk to them. You know, maybe you have like a call here, like you have a discovery call, but then when they get to the website, you just send them a price. It feels very generic and not very customized. Now what you should do and what we teach our clients to do is let's say someone reaches out and they want to talk to you, right? So from there what we do is we do a call. And so this is typically a discovery call. And then after that we go to what we call a sales call. So we do discovery call and then we do a sales call and then we close on that sales call and we walk them through the prices with just like a very simple price sheet. And so we customize that to their actual needs, we customize that to their actual problems, and we customize that and then we say, hey, we have three different options. A lot of times we have this option, we have a middle priced option, and then we have a high priced option. And so for each one of these, you can then walk them through each option and what the difference is between each option for them and you can customize this to the problems. So you can say, hey, Mr. Prospect, you know, you told me you were struggling with A, B and C and X, Y and Z. Well, what we're going to do is we are going to create this type of video that's going to help you do this thing that's going to solve that problem for you. And what that does is it alleviates any sort of objections. Because the other side of this is when you, you just send somebody a website, they could have objections and then they could just ghost you. And that's what happens. A lot of times, a lot of times you're losing sales because you are not conquering those objections and you're not there to actually help them overcome those objections. Whereas if I go over this on a call, then what I do, what I can do is I can actually conquer those objections and I can help get them over those objections as opposed to, you know, just hoping and praying that they buy from me, which ends up never working out anyways. So this is kind of a shorter video, but I want to go over this. It's really important that you do not put your prices on your website because it just deters people who are higher ticket buyers. Right? Really the website stuff works. If you're selling something like maybe real estate photography or real estate videos. But when you're selling larger scale retainers and retainer based packages, it really doesn't work. And you, you just are going to end up shooting yourself in the foot by doing that. And it just hurts your brand overall. So hopefully that makes sense. If you guys have any questions or you want to know like how the sales call works, there should be a live on my page here. If you want to learn more about how that works and what we say. And if you want to learn more about how we can actually help and how we work with video business owners to create these types of systems and packages to help them close five and six figure video retainers, click the link below. We'd love to speak with you and we'll see on the other side.
