[Sigia-l] Re: Expensive = good

[Locatelli at aol.com]

In a message dated 6/10/02 5:14:27 PM Eastern Daylight Time, 
analyst at searchtools.com writes:

> All that aside, if you are confident in yourself and can find a nice 
> niche or area of expertise, the psychology of setting rates turns out 
> to be more complex than it first appears.  "Expensive = good" in the 
> eyes of many clients.  I certainly don't mind, as long as I can 
> deliver something I'm proud of.  But if I didn't charge a lot, they 
> wouldn't take me seriously.  Weird but true.

It's been a truism in the performing arts for years that the highest priced 
tickets to  performances sell best, then the lowest priced tickets (for those 
with budget constraints). The hardest tickets to sell are those in the middle 
categories. 

And certainly there is also a considerable "perceived value" situation at 
work. If you set ticket prices too low, audiences won't buy because they 
think they will be getting an inferior product. The trick is to balance 
perceived value with the needs of the marketplace so that you set prices high 
enough to be engaging, but not so high as to discourage buying.

Freelancers and consultants setting fees face the same problem.

Fred

Fred Leise
Information Architect/Taxonomy Designer/Indexer (and former arts manager)
<A HREF="http://www.contextualanalysis.com/">www.ContextualAnalysis.com</A> 
773-561-1993
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