Yeah I ‘get’ the competing on price part … I was a self-employed jeweler for years and years and I know from that experience that price point was not based on anything “real” that went into the piece … it was all about presentation.

And when someone came along wanting to dicker – I was very clear that the money they were going to pay was going to remain the same, and if they were sincere, it was only a matter of sweetening the pot (increasing the perceived value), letting go of the outcome to get them to sell themselves.

I guess what this post stirred for me was that I’ve been WAY less clear on that when it comes to sales of ‘not physical’ stuff – the coaching, the advising, the writing, the answering of emails…

Guess I’m kind of off topic here – your last line was:

“You don’t want to work with people who undervalue you from the beginning.

What do you think?”

And to that I say – seems a no brainer … getting clearer on one’s market would help in such a case yeah?

Thanks for the thinking time – still getting clear myself

Make it a great day,
Andrea

If you compete on price you are telling others that they can get what you really do in a book, a CD or DVD…ie you are a commodity.

The last time I checked, commodities are sold in huge warehouses called Home Depot, Walmart, McDonalds…

Glenn

I definitely agree with you. Thanks for your insightful contribution.

Glenn

I agree with you. Pricing should be tied directly to the value provided.

Establishing value is a tried-and-true technique used in direct response copywriting. For anyone who does not understand the concept, learning this copywriting technique would be a good place to start.

Alex