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After yesterday’s message, there were replies on how much was this purse. The range went between 90 and 290. When I saw the purse I guessed 80-ish. The actual price: 436 Now, this is what happened: we got anchored. All of this unconsciously. Here’s how (I think) this went. Having that poster next to it at 15 euros made my brain relate both things.
If that’s 15 euros, a 10X increase for this should be acceptable as a maximum.
They’re next to each other. They MUST be in kind of the same ballpark.
There’s no way the purse is over 400. It doesn’t even cross my mind.
The thing is, it played against the seller.
The jump was SO high, that it made me not even consider it.
You start questioning everything about it. Does it come with 200 euros in cash inside?
When your customers start questioning your prices, you’re in disadvantage. Because they’ll feel the urge to have you justify the prices and everything else. In your business: Sticker-shock them. If you have a wide range of offerings, give them first the higher price. It’ll make them feel everything else is not THAT expensive. |