There is nothing in this world that cannot be made worse for less money! People are intelligent and realise this, after all any one willing and confident enough to spend 8K on a coffee maker is no office flunky. They are a decerning person.
Show the price everytime. I have this argument with my landlords for holiday accommodation, who do not want to show prices so they can negotiate! Which is stupid really because I won't negotiate and it is me who takes the bookings for them! I personally hate this fear of price, but it is a "Greek thing" This sometimes gives me an ethical problem because I know I can hammer the price at times but choose not to. This I believe seperates me from the big tour operators who will hammer the price down and keep the accommodation full all season. This I believe turns landlords into very busy fools. Their fixed costs go up in line with the daily rental rate drop. Better to be empty a few weeks with increased bottom lines at the end of the year. The same principles apply to you. If you value build your product and services you offer, the hard part of getting over the price fear is smoothed away. Interestingly the landlords that go with my advice and show prices are the ones who are almost fully booked every year. The question is who has the problem with the price, your potential clients or you? If you believe you are the best then where is the problem? Price fix and display.
This serves three purposes.
1. It eliminates time wasters.
2. It qualifies your enquiry for you.
3. Increases closure rate in converting enquiries to sales.
The answer is to display as clearly as possible why your product costs more, in other words value build. If people see they are getting more for their money then they will, if shopping round, ask others do you do this? or do I get that as well? If the answer with your competition is a catagoric NO then people will understand why you cost more. Don't be a busy fool.
One other consideration is "purchaser regret" or if you like "Buyers remorse" after buying any product. We all do it when we have a choice and go for the more expensive option. We ask ourselves "Have we done the right thing, should I cancel my order or return it for a refund?" A small section of your web site devoted to aftersales service and helpful advice will help here, if you are really confident about your product (as I am about mine) make it interactive. This also builds content up and helps with
SEO!
/astro