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While I don't deal with enterprise sales, I do security consulting for the enterprise, and one thing I do is never lower my prices. Instead, I'll just add addi
by daeken 14y ago
While I don't deal with enterprise sales, I do security consulting for the enterprise, and one thing I do is never lower my prices. Instead, I'll just add additional value over top, e.g. an extra day of consulting. Yes, it has the same effect for me, but it doesn't get my clients in the habit of paying me less money.
- chiph 14y agoEveryone likes getting something "for free". For an enterprise-level customer, another day of consulting. For smaller customers, a free t-shirt or water bottle. Goes back to the whole perceived-value thing.