In this link, Robert Middleton (founder of Action Plan Marketing) discusses an interesting tactic in pricing. I've actually heard this one before from a sales person I used to work with. Just like all sales people, he constantly had to face clients unwilling or unable to pay the price for the product or service he was selling. I asked him what he did in those situations and he told me "tell them you can lower the price, by taking away one of the features."
I was amazed by the simplicity. But you know what? It works. Lower the value of your product, and then the price will follow. It takes you the same amount of time and money to produce the product; it takes the same amount of work and effort. Why should the price be lowered? Especially in these troubled economic times, most customers will be willing to do a little extra work if it will save them money. If they aren't then they are basically valuing their time over yours.
Another tactic that Robert discusses in the link is to create tiered levels of the product or service. You know, Platinum, Gold, or Silver (hopefully you have more creative names than that, but you know what I'm talking about). Once the client has bought in on the value of what you offer and is ready to discuss price, the discussion becomes "which of these do you want" rather than "do you want it or not".
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