January 2005
Intermediate to advanced
232 pages
5h 35m
English
Content preview from Smarter Pricing: How to capture more value in your marketBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter takeaways
There are a number of price cues that guide buyers: the value message of a price ending in 9, the quality message of round number pricing, signalling devices like known value indicators and price guarantees.
Reference prices are important to set the context – related items and even incidental products with higher prices can support your pricing.
Price presentation – different ways of expressing prices can create different customer perceptions.
Customers love discounts and hate surcharges – there are smart ways to use this in communications.
Managing a rising price can build customer confidence.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.