I have always been a big believer in offering a potential client three price points. I have always done it. When I owned a flower store I would always give a bride 3 quotes. I started a consultation asking what she had in mind and what her budget was.
Assuming what some one can pay is one of the biggest mistakes you can make in any kind of a negotiation. Having three price points gave her an idea of price comparison. Often a client has no clue what her money will buy.
My husband has no idea what a good price is for chicken and what seems like a great value to me is outrageous to him. I have no idea about his audio stuff. His 500.00 headphones were apparently a great deal when I happy to buy mine at the dollar store. Value is subjective and needs a context. Offering choices gives a frame of reference.
My Three Price Points Have Always Been:
1)What I will do that satisfies the need and does the job for the best price.
2)The second is not only doing what is asked but recommending what I think should also be done and give biggest bang for the buck.
3)The third is what I would do in best case scenario if budget not a consideration
All quotes are broken down. The idea is to educate the customer or client. Giving them a point of reference helps them make better choices and articulate what they need. They may not even KNOW they need something.
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In his post, The Key To Getting The Fees You Deserve Michel Fortin discusses the finer points of setting price for your services using the same model I used above- only he dies it better 
He delivers his message only in a much more eloquent way than I do. Michel is writing about the pricing of copywriting services- but the principles are exactly the same and can easily be applied to any kind of web marketing service.
Take a look if you have ever wondered about your price structuring and how to give a client a quote on your rates or services.
Tags: Marketing Your Web Site by Lisa Stewart
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