Start with the High Price Points First
When you’re thinking about your target audience, there’s a good chance you may be looking at more than one group of people. If your product or service can appeal to many different groups of people with only a little modification, you’ve got a very valuable product on your hands. In the event that multiple groups may be interested in your product, start with the high price points first.

When you start with a high price point, you can discuss custom solutions, coaching packages and high-cost products with your audience. An audience that can afford to pay a high price point is probably expecting a lot from your product, including some personal attention. For example, you might want to offer a complete coaching package and book about marketing at a high price point.

Then, after you’ve ran your coaching program or presented your executive conference, you can create a package targeted toward a lower price point. Starting with the highest price point first gives you many benefits: it helps you fully-develop your product or services, it gives you an opportunity to ask for more, and it helps to justify the cost when you offer a lower-priced version to other audiences.

Offer Less for a Lower Price Point
After you’ve offered your high-price-point solution to the audience that can afford it, tailor a package for your lower-price-point audience. For example, if you offer a 5-day coaching package to your high-price audience, you may offer a weekend workshop or half-day coaching packages to a mid-range price point. If your product has enough diversity, you could even consider a lower-range price point consisting of just the written materials and a DVD or CD recording of your high-cost event. There’s no shortage of ways you can modify your product or services to suit a lower-cost audience and still capitalize on using the same materials and techniques.

Sales Strategies in Order of Price Point
When you start with a high price point and then offer a product to an audience in a lower price point, you can actually use the high price point to justify your price. Saying things like “People paid $5,000 for this product, but I’m not going to charge you that” gives you the ability to offer your target audience a “great” deal. Likewise, if you offer less for your less-expensive price points, the high-price audience doesn’t need to feel cheated or disappointed, because they got more for their higher price.

Consider whether your product appeals to people in multiple price points, and create custom packages that cater to each price point. By offering a high-priced version to an audience that can afford it, and creating a lower-price version for a different audience, you can increase your earnings exponentially with hardly any extra work!

Bernadette Doyle specializes in helping entrepreneurs attract a steady stream of ideal clients. If you want to get clients calling you instead of you calling them, sign up for her free weekly e-zine at http://www.clientmagnets.com