If we’re first to market how do we know a price the market will accept? There’s no precedent.
In the early stages we get knock backs. People are change averse. They’ll often say it’s too expensive. It’s their default response to your sell in, even if it isn’t true. In these times we suffer Pricing Dubiety. The trick is to stay the course, knock on all the doors first. Sometimes we simply need a foundation customer to lead the others to a new paradigm.
If the price does turn out to be too high, it’s the easiest thing in the mix to change. Besides, it gives us a reason to go back and see ‘the rejecters’ again if we do reduce it.
Hold course Stevie……. The benefits outweigh the costs for your customers / consumers! You need to pick up a power account or advocate who leads the trend setting in their respective environments i.e. Leading Hotel Chain, Environmental Expert, Media Personality or Philosipher etc etc.
Is ‘dubiety’ a word?