Discount: An intuitive way of anchoring
In many industries, the way to go is: I show them a “high” price (that I know will never go for), and as soon as they read the proposal, I’m giving them 30% off. It’s a no-brainer! This way, they’ll go to their boss and say “Boss, I got us a GOOD deal”. You want them to say that. [And they still won’t buy (but this one is for another email).] What was described here is an intuitive way of anchoring. To make the offer higher, and with the discount (by default), the “deal” will appear nicer for…
