[modoc]

I started a company that sells to enterprise customers and we thought we could differentiate ourselves by making our pricing public, simple, and affordable. It was VERY easy for anyone to figure out how much we'd charge them without having to call. There were no hidden fees, nothing tricky or weird.

This has proven to be a mistake for two main reasons: Firstly, everyone expects huge discounts (since all their other enterprise contracts give them big discounts off of the list price). Trying to explain that we're already the cheapest option they're looking at does help. They all want more off. Secondly I think we're losing opportunities because we aren't making people call us. Those phone calls are missed opportunities for us to really pitch our advantages for their specific situation and needs better than our website ever could.

[robryan]

So you just massively increase your price for the same value, put a call for discounts or whatever, offer them the original price and they will be happy to have got such a good deal. Weird how these things work..

[nickpinkston]

Unfortunately, I tend to agree with you. Sales through lack of information actually works in some markets. Is this just old man-ery, wanting special rates "cuz we're business!", or are we all susceptible to this?

I feel like it is, but maybe not - I have friends who still like to walk into their bank to deposit a big check...

[po]

Thirdly, they want free steak dinners and tickets to ball games on company time while a salesman reassures them that they're buying the best option.

[rbanffy]

> Secondly I think we're losing opportunities because we aren't making people call us

That can be an advantage - you end up spending far less than your competition on each sale.

[modoc]

Not in our case at least. I'd happily spend tens of thousands of dollars to get a new sale. And a phone call is a really great opportunity for us to explain our advantages and establish a personal connection with someone.

[rbanffy]

That's because your goods are relatively expensive when compared to the call and you can use the opportunity to upsell when the client phones in.

I said it could be turned into an advantage ;-)

[prawn]

What about pumping up the prices somewhat (so you have room to give discounts), listing a base price, and then saying something about calling to outline a specific situation and seeing which discounts apply? Add in a few testimonials about people being glad they called, etc.

That way you give people a ballpark price (while they're doing preliminary research), give people a real motivation to call, and still give yourself wriggle room.

I like companies who list pricing and generally avoid enquiring otherwise, probably because of two reasons; [1] embarrassed if it's going to be way over my budget, [2] may just be doing early research and don't want a sales guy following me up every week afterwards.

If that is true for others also, you could easily add wording/checkbox to opt-out of follow-ups or outline that people just running early budgets are welcome to call too.