The Art of Pricing Your Product with Don Lesser

There is an art to setting a price for your work.

Apple rarely offers discounts. Clothing stores often build their initial prices with a plan for a series of discounts. Consulting firms employ various techniques to avoid quoting an hourly rate, while law firms typically provide an hourly rate and adhere to it.

How do you determine the right rate to charge for your time? If your rate is too high, you may scare clients away; if it's too low, clients might undervalue your work. On one hand, you need to consider a livable rate for your work, and on the other, you should be aware of the range of rates in your market.

Do you offer discounts? How do you price a job, and how do you accommodate add-ons or changes? Do you have different rates for various types of clients? What about providing services for free? How do you negotiate rates with potential clients?

This workshop will guide you through the process of determining your rate and sticking to it.

Don Lesser is the former President of Pioneer Training, Inc. was in business for 30+ years, owning three separate companies as well as working for Dataviews Corporation in Amherst, MA. His companies grew and shrank over the years, and the nature of the businesses changed to meet client demands, but he was successful at it.

His work, Setting Prices is a collection of some guiding principles that sum up the lessons he learned over the last 30 years in setting prices for consulting and workshops. For Don, running a business was as much an art as it was a science. This session will cover the various elements that go into setting prices for your goods and services.