When starting out, don't just charge a low fee. Instead, state your full market-rate price and offer a significant discount (e.g., 50%) as an introductory offer. This establishes your true value from the beginning while still winning the client. Then, systematically raise your price every few clients.
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When selling high-ticket services, don't raise prices incrementally. Instead, make a significant jump (e.g., from $3,800 to $8,000). If it doesn't sell, you've gained valuable market data and can simply re-price the next cohort. The upside of finding a new price ceiling far outweighs the risk of a single failed launch.
Frame every negotiation around four core business drivers. Offer discounts not as concessions, but as payments for the customer giving you something valuable: more volume, faster cash payments, a longer contract commitment, or a predictable closing date. This shifts the conversation from haggling to a structured, collaborative process.
Introduce a significantly more expensive, highly customized version of your service alongside your main offering. This price anchor makes the actual product you want to sell appear like a fantastic deal, even if it has a high price point, thereby increasing conversion rates.
Instead of offering a fake, expiring discount to create urgency, frame it as a payment for predictability. Tell the prospect you will pay them a discount in exchange for mutually aligning on a specific close date, which helps you forecast accurately. This turns a sales tactic into a valuable business exchange.
The fear of charging for your expertise can be overcome with a simple mental model: be fully prepared to refund the money if you feel you didn't deliver sufficient value. This removes the pressure of perfection and reframes the transaction around genuine value exchange, empowering you to start monetizing.
Don't let your personal perception of what's 'expensive' limit your earning potential. Set your price high based on the value you provide. It is easy to lower a price that gets no buyers, but impossible to know if you could have charged more if you start too low. Never say no for the customer.
When stacking value in an offer, don't just add random bonuses. Strategically design each bonus to address a specific, predictable customer objection, such as 'I don't have time' or 'This seems too complex.' This transforms value-stacking from a generic tactic into a precise conversion tool.
Selling a small, cheap "land" deal to an enterprise customer is dangerous. When you try to expand, they will question the 10x price jump, making it nearly indefensible. Start with a price ($75k-$150k) that reflects enterprise value to avoid being trapped by a low initial anchor.
Instead of hiding price until the end of the sales cycle, be transparent from the start. Acknowledge if your solution is at the high end of the market and provide a realistic price range based on their environment. This allows you to quickly qualify out buyers with misaligned budgets, saving your most valuable asset: time.
When increasing prices, the communication strategy should be direct and confident. If you truly believe the product delivers value commensurate with the new price, there's no need to hide the change. Evasive language or trying to 'shy away' suggests you doubt your own product's worth.
