Hey Fellow Copywriters,

It seems to be a mixed bag whether copywriters will list their typically quoted fees or make some indirect reference to their fees in their site's sales letter. I've seen some copywriters sites that don't mention anything about their fees at all.

I'd love to hear your thoughts on whether listing (or not) your fees has helped you land new clients and why.

My thinking is this could be a good thread to help guide some of the newer copywriters on this board.

I'll go first...

I list my online related copy fees because it helps me eliminate prospects are not willing or able to pay my typically quoted fee. That way I don't waste their time or mine talking about a potential project... especially f it's not going to be a good match right from the get go.

Thanks,

Mike

I put a lot of time into each prospect. I usually give them at least 3 ways I would make their ads convert better. I also usually hand out a few tips for things they could do on their end to combine with my improvements that would really contribute to higher sales.

So I have to weed out some people. By putting up a few prices, I can avoid wasting a LOT of time. I also want a good look at their product before I even talk to them. So if they simply email me with a 'call so we can talk about getting my site more buyers', then I ignore them...or maybe return an email asking them to explain. If it doesn't look like something I want to do, I send out a form 'rejection'.

For legal services, I don't list fees on the website. However, my practice is referral-only. New clients must be referred by existing clients. Existing clients prescreen prospective clients — and that includes the ability to pay for professional services. Weeds out the tire kickers and the broke something-for-nothing types.

-Mike

Mike,

Here are my thoughts...

So does that mean you would charge roughly the same to write a letter selling a $40,000 product as you would to sell a $19.97 ebook?

From the point of view of your client, wouldn't one letter deliver more value than the other?

Shouldn't you be compensated accordingly? According to the value you deliver, not the service you provide?

How can you price a service before and disconnected from the VALUE you are about to provide to your client?

Plus... doesn't some of your value come from creating a UNIQUE solution to your client's marketing "problem?"

You should be compensated for that as well. And you can't really set a price for that until you know what THAT is

What about coming up with a better way to weed out the tire kickers WITHOUT putting a self-imposed cap on your income?

As a professional, the value you provide is worth more than that.

I never list fees. I never did it in the beginning, certainly don't do it now. And will never do it.

What you're doing when you list fees is allowing the prospect to window shop. They see you're $4,000 while the guy they went to yesterday is $5,000. Next guy they run into is $1,500. "Ah, look at that... a bargain!"

I don't mention fees until the prospect has done a little work, first. They fill out my form... tell me what they are looking to do EXACTLY.

Then I value build (just like in a sales letter). I tell them they could get a cheap letter done elsewhere for $4K... or go to Pakistan and get one for $1K. But I let them know how much more they're getting with me. Then I tell them the price and the fact that there's a 4 1/2 month waiting list.

So no... never put prices on my site. That only works if you're the $1,500 guy. And those clients you can have.

Guys,

Great insights so far... let's keep this thread going and sounding positive.

For the record, I'm not looking to put down anyone's preferred method. I'm looking to create a healthy conversion.

In other words, gently sell to the board why you believe listing or not listing fees on your site is beneficial.

Take care,

Mike

I listed a fee range for a short time but quickly removed it. As Jason mentioned you should be pricing based on both the value you provide and the unique circumstances of each project.

And as Vin said you need to find out EXACTLY what they want/need before you quote anything.

I believe you'll be able to charge more for your work, and in turn provide a better service to your clients, if you quote on a per project basis and do not list fees on your website.

I've transitioned from showing them to not showing them. I'd like to say I put a lot of thought into it, or testing or something. But, that's not the case.

My rates simply rose so fast that it was getting awkward at times to have people look at my old site when I was charging them 2X or more what was listed there.

I do agree with most of the points made here though my friend, John Hostler was very successful with listed prices and he even had a Paypal button. I think he told me that he sold a few letters a month to complete strangers with that button.

I've done it both ways and I prefer no fees on the website. This works for me because I quote each project individually based on an hourly rate.

The problem I experienced with putting fees on site was that it seemed when I am busiest is when I want to raise my prices but that's the exact time I don't have the time to make changes to the website.

Moreover a displayed hourly rate scares off some clients and seems to be misleading to others (the tire kickers)

I don't really change my rates unless more work is involved (that includes research as work). If I'm busy, I just give a longer waiting period.