Any good DM’er knows that the perceived value of a product or service has to exceed by many times the asking price. Some people accomplish this by lowering the price, while others do it by adding more perceived value to a higher-priced product or service.
While each situation is unique, it’s usually a pretty good idea to go with the latter strategy and add more value to the mix. Too cheap a price can cause people to back out of the deal entirely. After all, if an ebook, sushi knife or what have you is only fetching $4.95, how good can it be? This is especially true in B2B pricing. LC
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