At the School of Consulting, we’ve always emphasized in price modeling that you should never present a client with just one price.
This forces them into a simple yes or no decision.
Instead, by offering multiple options, the client shifts their thinking to deciding which option to choose.
For example; offer pricing option for your services or products;
Option 1: $100
Option 2: $200
Option 3:$250
Another trick is to make price of option 2 & 3 so close, that option 3 appears to be a better offer.
It is called Decoy Pricing.
In the example, by making the prices of Option 2 and Option 3 very close, Option 3 seems like a better value compared to Option 2, encouraging customers to choose it over the others.
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