| Whether online or offline, small businesses often | | | | the price adds to the credibility of my claims. |
| show little faith in the quality of their service or | | | | Don't worry about charging too much for your |
| product. Instead, they tend to focus on the | | | | service or product. You can always lower the price |
| limitations and lower their prices. This natural | | | | to ascertain the best figure for converting clients. It |
| insecurity can lead to disastrous financial results | | | | is much more difficult to raise the price for current |
| because lower prices cripple your return on | | | | clients. |
| investment. | | | | Consider offering a free trial or consultation. This |
| Rest assured, you will make sales if you research the | | | | increases the perceived value of the service or |
| market, locate a need and provided a quality solution. | | | | product. Prospects will view you as credible because |
| Do not let insecurity waste the blood, sweat and | | | | you would not give something away if it didn't work. |
| tears you expended on the business. Instead, you | | | | If you know your stuff, you should be writing and |
| should focus on building your credibility and displaying | | | | publishing articles on the Internet. Unlike an |
| it on your site. | | | | advertisement, articles build an incredible level of |
| Consider the following: | | | | credibility for authors and sites. If sites are willing to |
| If your product is the greatest thing since sliced | | | | publish your articles, you must really know your area |
| bread, why are you selling it for a nominal amount? | | | | of expertise, right? You prospects will think so. |
| Sell it at a higher price to build credibility. This | | | | Include as many testimonials on your site as possible. |
| increases the perceived value because people | | | | The comments of previous purchasers will raise your |
| associate higher prices with better quality. | | | | credibility. |
| Let's look at professional services based on an hourly | | | | Give people a strong guarantee. For instance, most |
| fee. If I write an e-book on Internet marketing for | | | | profitable e-books sites offer an unconditional |
| attorneys or accountants, the price I charge is going | | | | 365-day refund policy. Yes, the customer has a full |
| to be based on the conversion ratio. These | | | | 365 days to ask for a refund. Will some people take |
| professionals are particularly time conscious since | | | | advantage of this? Yes, but who cares? An e-book |
| they bill by the hour in their own practice. If my book | | | | site requires little overhead, so the refunds are not |
| promises to get them 10 clients each month | | | | adding much cost to your business compared to the |
| producing $50,000 in revenues, the book is extremely | | | | increased sales you will get because of the |
| valuable to them. If I charge $19.95, my credibility | | | | guarantee. |
| goes down the tube. Why would someone give | | | | Don't kill your business by lowering your prices. If you |
| away such valuable information for such a cheap | | | | are offering quality, charge accordingly and provide |
| price? On the other hand, if I charge them $599.99, | | | | proof of your credibility. |