MOVE 33 · ANCHORING & PRICING · PRO
Offer Tiers, Not Discounts
When price is a concern, offer a smaller scope at a lower price instead of cutting the price of the same work.
Change what they get before you change what it costs.
Low riskPricingClient scopeVendor negotiationProtect valueNegotiate terms
WHY IT WORKS
A discount on the same work teaches the client that your first price was padded and invites future haggling. Tiers keep your rate intact, let the client choose the value they can afford and often lead them to pick the middle or full option once they compare.
WHEN TO USE IT
- A client says your proposal is over budget.
- You want to make your offer accessible without lowering your rate.
WHEN NOT TO USE IT
- The scope cannot be meaningfully reduced without failing the goal.
- You have a deliberate, consistent discount policy (e.g. for non-profits).
SIGNALS IT FITS
- Clients ask 'can you do it for less?' about a fixed scope.
- You often discount and then feel resentful mid-project.
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Execution guidance is included with Pro.
One moment.
Included with Pro
ETHICAL BOUNDARY
Each tier must be a genuine, useful option. Designing a decoy tier to manipulate choice undermines trust.
RELATED MOVES
Content version 1 · Drafted by Power Move IQ Editorial · Not yet human-reviewed · Educational decision support, not legal, financial or employment advice.