When is it a good idea to hide prices in your ecommerce

16 December 2023

In the ever competitive world of ecommerce, adopting unconventional strategies can sometimes lead to impressive results.

Hiding the prices of products or services isn’t about keeping a secret; it’s a deliberate marketing tactic that can lead to more meaningful interactions with potential clients. While it might seem counterintuitive at first glance, this approach can be an effective way to generate qualified leads.

Here’s a deep dive into when and why hiding prices can work in your favour and boost sales in your online shop.

Tailored offerings


When dealing with highly customizable products or services.


For products or services that are highly customizable, a one-size-fits-all price tag just doesn’t cut it. Each client has unique requirements, making a standard price misleading or irrelevant. Not displaying a fixed price invites a conversation, paving the way for a personalized quote that meets the unique needs of each client.


This approach fosters a sense of exclusivity and tailor-made service, enhancing customer satisfaction and potentially leading to higher value sales.

High-value products or services


Applicable for luxury goods or premium services.


Keeping prices under wraps adds a layer of exclusivity. It sets a tone that the product or service is not just another commodity but a distinctive offering. Interested clients reach out, initiating a self-selection process that filters out those who may not be serious contenders or lack the necessary budget.


This tactic can effectively filter out casual browsers from serious buyers, ensuring that sales efforts are concentrated on more promising leads.

Tailored solutions i n B2B markets


For products or services where the pricing is complex or varies significantly depending on the business context.


In B2B transactions, pricing often depends on volume, long-term contracts, or specific business needs. Displaying a standard price can oversimplify the value proposition.


Hidden prices initiate conversations, leading to customized solutions that align more closely with the client’s requirements, potentially increasing client satisfaction and loyalty.

Price testing


When experimenting with pricing strategies, discounts or during market research phases.


Hidden prices allow for flexibility in offering different price points to different segments based on their interaction or response, without committing to a public pricing structure.


This way, you can tailor your pricing strategy based on individual responses or needs, without setting a market precedent and guiding more effective pricing strategies in the long term.

Avoiding price-based competition


When aiming to compete on factors other than price.


Revealing prices can lead to a race to the bottom with competitors. If your goal is to keep competitors in the dark about your pricing or to prevent customers from making decisions based solely on cost, then keeping your prices hidden can be an effective tactic. Concealed prices shift the focus from cost to other value propositions like quality or service.


This can help maintain healthy profit margins and positions your brand on factors other than just price, building a more sustainable competitive advantage.

Launching new products or services


For new products or services where the market value isn’t fully established.


For offerings that are fresh on the market and haven’t found their pricing sweet spot yet, opting not to display a price initially can be wise. Early stages of a product launch often involve gauging customer reactions and value perception. Revealing prices too soon can pigeonhole a product into a particular market segment.


Keeping prices hidden initially can provide flexibility to adjust pricing based on early market feedback, leading to a more accurate pricing strategy aligned with customer expectations.

Enhancing consultative salses


For complex products or services where the buying decision involves multiple factors.


In such scenarios, the decision is rarely based solely on price. More often, it’s about the overall value and fit for the customer’s specific needs.


By hiding the price, the focus shifts to consultation and understanding the customer’s unique challenges and needs, potentially leading to more customized, value-driven solutions beyond the price point.


While these strategies offer numerous benefits, they must be carefully balanced with market expectations and customer preferences. Transparency, trust, and customer experience remain paramount, and any pricing strategy should align with these core principles to ensure long-term success and customer satisfaction.

Hiding prices in ecommerce FAQ2023-12-18T15:00:30+00:00

What is the main purpose of hiding prices in ecommerce?

The primary purpose of hiding prices in ecommerce is to foster more meaningful interactions with potential clients and generate qualified leads, moving beyond a simple transactional approach.

Is hiding prices suitable for all types of products and services?

No, hiding prices is not suitable for all types of products and services. It’s effective for highly customizable products or services, luxury goods, and B2B transactions where standard pricing is less applicable.

How does hiding prices benefit high-value products or services?

Hiding prices benefits high-value products or services by adding a layer of exclusivity and filtering serious buyers from casual browsers, focusing sales efforts on more promising leads.

Can hidden prices be beneficial in B2B markets?

Yes, hidden prices can be beneficial in B2B markets, especially where pricing is complex and varies with business needs. It leads to more tailored solutions and aligns closely with the client’s requirements.

Is price hiding effective for price testing in new markets

Yes, price hiding is effective for price testing in new markets as it allows for flexible pricing strategies and helps to avoid setting a market precedent, enabling more effective long-term pricing strategies.

How does hiding prices avoid price-based competition?

Hiding prices avoids price-based competitions by hifting the focus from cost to other value propositions like quality or service, helping maintain healthy profit margins and a more sustainable competitive advantage.

Is hiding ecommerce prices suitable for launching new products?

Yes, hiding ecommerce prices is suitable for launching new products, particularly where market value isn’t fully established, allowing for pricing flexibility based on early market feedback.

How does price hiding enhance consultative sales?

Hiding ecommerce prices benefits consultative sales by shifting the focus to understanding the customer’s unique challenges and needs, leading to more customized, value-driven solutions.

What are the risks of hiding prices in ecommerce?

It could deter some customers who prefer transparent pricing and might be seen as a lack of price competitiveness.

What’s crucial to remember when hiding prices in ecommerce?

It’s important to balance this strategy with market expectations and customer preferences, maintaining transparency, trust, and a positive customer experience.

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