Imagine for a second that you have set up a new business selling a new form of consulting service. There’s nothing like it in the marketplace and you are going to have to educate your clients on its worth. After a bit or research you settle on a price and go to visit half a dozen selected clients to get their opinion. Unfortunately, every one of them says that it’s too expensive. What do you do? A) Reduce the price to match what they think? B) Re-evaluate the product and add more benefits? C) Start negotiating furiously? D) … [Read more...]