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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.
Basically,
it means we should always
talk to clients about our most expensive option first because it creates a reference price, or an anchor. 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 time. 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 website.) 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)https://www.wickersham.co.uk/a/8772/wWVxKzFL How to build an online mentoring group (video training programme) https://www.wickersham.co.uk/a/8773/wWVxKzFL 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
Monthly Mentoring
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!
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