There is a psychological trick in marketing where, if you have 2 pricing options you will sell more of the lower priced one.
However if you add an intermediate option that is more than the lowest cost but less than the highest cost… that suddenly the highest cost option one will start selling better.
This is usually illustrated by movie theater popcorn as they take advantage of this heavily.
Today I was putting together a proposal for a prospect.
I want to do his SEO more than anything but I knew that alone wouldn’t be as likely to close the sale.
So I put together 3 different packages for him.
One that is just website maintenance/support.
One that is SEO plus website maintenance/support
One that is a little bit of SMMA along with the SEO and website maintenance/support.
We will see what he goes for but I suspect he will go for the tier 3 package as it is the best fit for him… and because he has a middle option he will feel that the price isn’t so bad, and he has the power of choice.
This is a bit of a break from what I usually do but I decided to try a different approach.
If we decide to work together I will update you guys on how it goes.
Talk to you tomorrow.