Internet Marketing – How top-down pricing can improve your turnover! -2

Mark Wickersham (UK):

The Power of Price Psychology

You should always reveal your most
expensive solution first.
Create a high reference price – and
watch clients spend more
One key idea is top-down pricing.
it means we should always
talk to clients about our most
expensive option first because it
creates a reference price, or an
if they don’t buy at this
price, and only if they don’t buy –
we’d talk about the second most
expensive, then the third and so on.
We’d do it in that order. That’s what I
refer to as top-down pricing.
But what if I use a price list, or a
software-based approach?
Sometimes, of course, you may have to
reveal all your prices at the same
On a price list, for example, or
on your website. (Although for reasons
I’ll explain to you another day, I
don’t recommend putting prices on your
Or you might have your prices
listed in a brochure that you use in
face-to-face meetings, or be using a
software-based approach.
A simple tip
in these cases, for example if you use
Cloud Pricing, is to make sure you
always have the most expensive price
near the top.
Or, if your prices are
displayed on a horizontal scale, then
place the most expensive to the left.
Make your prices seems lower – but
without reducing them
Why? The reason’s very simple. It’s
because people generally read prices
either from top to bottom or from left
to right. So because the most expensive
one is the first price they read, it
becomes the reference price
by which
they judge the others. And, because the
other prices are lower, they see them
as smaller than they really are.
In my training program I take you
through more than 25 different
techniques that you can use to ensure
your price seem fairer and get more
people saying yes. Click here to find
out more:
The Power of Price Psychology

Check it out NOW!

Yet more of Mark’s work:

Becoming the sought-after expert

(video training programme)

How to build an online mentoring group (video training programme)

In case you missed this:

(More of Mark!)
Better pricing = higher profits 
If you have a service business, you can
earn much more from this series.
Also, Mark runs a programme called
Price Consulting, and he teaches
accountants/bookkeepers how to help
their customers with their pricing. 
Thank you for the positive response to
posts on this topic and the action taken.
Please tell your friends!
Those links again:
The complete guide to menu pricing – NEW!
(video training programme)
Effective Pricing for Accountants 
How to build a successful bookkeeping
business (book)
How to build a successful bookkeeping
business (video training programme)
The Value Pricing System
Grab them NOW and claim the true income
that you earn!
Price accounting and consulting
services more profitably!
Silvia at IFRSbox.
If you are in finance and not on her
FREE list (WHY NOT?):


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