A pricing framework using three tiers, where the middle option anchors to your most successful customer scenario. Set a guardrail price around what actually works, like $5,000, and let the high and low options frame it as the obvious choice.
Hey friends and fans, I get asked about pricing all the time, and my pricing model is pretty straightforward and simple. Makes me a bunch of money, and guess what? It follows the rule of 3. So what I like to do is I like to make sure that I have one pricing option that seems like it might be a little bit of a stretch for most people, and then that option that's right in the middle, following the Goldilocks principle. Porridge is too hot, porridge is too cold, porridge is just right. What I find is when you create 2 pricing options with what you want them to buy right in the middle, you've created sort of a sweet spot It's called guardrail pricing. You put guardrails on both sides. Ah, too low, ah, too high, kind of just right. So what I do is I don't build proposals necessarily off of somebody's budget per se. Instead, I build that middle pricing option along the most common scenario of success that we've seen for most of our customers. So if most of our customers are successful at the $5,000 level, I'm probably not gonna pitch them $3,000 or $10,000. I'm gonna pitch 5 that's right here, but if you want to enhance or go that dominant level, you could spend more money on it. It is the Goldilocks principle. It does follow the rule of 3, which is everything that I teach, but more than anything, friends, it's about keeping it really simple and giving people options to compare against. Never forget, friends, if this job was easy, everybody'd be doing it, and they're not. We're not crazy. It's a great career, friends. It'll feed your family for a lifetime. All right, get out there, price it right, sell something. Make us all proud.
