Networking Pricing Strategies for Marketing & Sales

Networking Pricing Strategies for Marketing & Sales

• Business Tools & Software: Project management tools, communication platforms, accounting software, VPNs.
• Professional Development: Online courses, workshops, industry conferences (even virtual ones), books.
• Marketing & Sales Efforts: Your own website hosting, domain name, email marketing services, professional networking events.
• Insurance: Professional liability, health insurance (especially critical for nomads), equipment insurance.
• Administrative Costs: Legal advice, accounting services, banking fees.
• Equipment: Laptop, monitor, camera, microphone, ergonomic accessories.
• Co-working Spaces: If you're not always working from a home office, co-working memberships in cities like Berlin or Barcelona can add up. Personal & Living Costs: As a freelancer or remote business owner, your income is your personal income. Therefore, your pricing must also account for your desired lifestyle.
• Rent/Accommodation: A major variable for digital nomads.
• Food & Utilities: Daily living expenses.
• Travel: Flights, local transportation, visa costs.
• Savings & Retirement: Crucial for long-term financial security. An effective way to calculate your baseline cost is to sum up all your monthly or annual expenses (business and personal) and then determine how much revenue you need to generate to comfortably cover these. This calculation provides your "minimum viable hourly rate" if you divide it by your target billable hours. Even if you don't bill hourly, this figure is vital for understanding your financial threshold. For more guidance on managing finances as a nomad, explore our Financial Planning for Digital Nomads guide. ### Defining Your Value Proposition: Why You're Worth It Simply covering costs isn't enough; you need to generate profit. Profit comes from the value you provide. Your value proposition is the unique set of benefits you offer clients, differentiating you from competitors. It answers the question: "Why should a client choose me over anyone else?" Key elements of a strong value proposition:

1. Specificity: What exact problems do you solve? "I help e-commerce businesses increase their conversion rates by optimizing their funnel."

2. Quantifiable Benefits: Can you put a number on the impact? "I helped a client achieve a 20% increase in leads within three months."

3. Target Audience: Who do you best serve? "I specialize in content marketing for SaaS startups."

4. Uniqueness: What makes you different? Is it your niche expertise, your unique process, your communication style, or your ability to integrate specific tools? Practical Tip: Don't just list what you do; explain what results that leads to for the client. Instead of "I write blog posts," say "I craft blog posts that drive organic traffic and convert readers into loyal customers." Understanding and articulate your unique value is crucial for justifying premium pricing, especially when competing with lower-cost providers globally. For advice on crafting your marketing message, see our article on Digital Marketing for Remote Businesses. ### Understanding Your Market & Competition: Who Else is Out There? Researching your market and competitors helps you gauge client expectations and identify pricing benchmarks. Competitor Analysis:

• Direct Competitors: Who offers similar services to similar clients? How do they price their services?
• Indirect Competitors: What other solutions might clients consider instead of yours (e.g., hiring an in-house person, using a template, doing it themselves)?
• Pricing Tiers: Do competitors offer different packages? What do those include?
• Value Differentiation: How do they justify their pricing? What promises do they make? Market Demand:
• Is there high demand for your specific area of expertise? Niche skills often command higher prices.
• Are clients willing to pay for quality, or are they primarily cost-sensitive?
• What's the general economic climate in your target markets? (e.g., a small business in a developing country might have a different budget than a tech startup in San Francisco). Don't just blindly match competitor pricing. Use it as a reference point. If you offer superior value, experience, or specialized knowledge, you can and should price higher. Conversely, if you're just starting, you might price slightly lower to build a portfolio, but never so low that it undermines your perceived value or your ability to cover costs. Knowing where you stand in the market allows you to position your pricing strategically, whether you aim to be a premium provider, a mid-tier specialist, or an entry-level option for specific segments. Check out our Competitive Analysis Guide for Freelancers for more details. ## Common Pricing Models for Remote Professionals Once you've established your foundations, you can choose the pricing model that best suits your services, clients, and business goals. There isn't a one-size-fits-all solution; often, a blended approach or offering different options is most effective. ### Hourly Rate Pricing: Time is Money This is arguably the most common and straightforward pricing model, especially for freelancers. You charge a fixed rate for every hour you work. Pros:*
• Simplicity: Easy to calculate and track for both you and the client.
• Predictable Income (to an extent): If you track hours diligently, you know what you'll earn.
• Fair for Variable Scope: If project requirements are unclear or frequently change, hourly billing ensures you're compensated for all your time. Cons:
• Punishes Efficiency: The faster and more experienced you become, the less you earn per project.
• Client Hesitation: Clients may be wary of open-ended hourly contracts due to budget uncertainty.
• Focus on Time, Not Value: Shifts client focus from outcomes to hours logged.
• Requires Trust & Transparency: Need time-tracking tools and clear communication with clients. Best For:
• Tasks with unpredictable scope or evolving requirements (e.g., ongoing consulting, technical support, content edits).
• Clients who prefer granular control over budget allocation.
• Beginner freelancers who are still gauging their efficiency. Practical Tips:
• Communicate your rate clearly.
• Use time-tracking software: Tools like Toggl, Clockify, or Harvest provide transparency and detailed reports.
• Set expectations: Provide an estimated number of hours for a project and alert clients if you anticipate going over.
• Consider a "retainer" model: Bill a fixed number of hours per month for ongoing work, offering clients a predictable cost and you guaranteed income. This is a common strategy for remote social media managers or virtual assistants. ### Project-Based (Fixed-Fee) Pricing: Outcomes Over Hours With project-based pricing, you quote a single, all-inclusive price for an entire project, regardless of the hours it takes you. Pros:
• Value-Oriented: Focuses on the client's desired outcome, not your time.
• Client Budget Certainty: Clients know the exact cost upfront.
• Rewards Efficiency: The faster you complete high-quality work, the higher your effective hourly rate.
• Perceived Professionalism: Often viewed as a more experienced approach to pricing. Cons:
• Scope Creep Risk: If not managed carefully, additional requests can eat into your profit.
• Underestimation Risk: If you misjudge the project's complexity or time commitment, you can end up losing money.
• Less Flexible for Changes: Requires formal change orders for scope adjustments. Best For:
• Well-defined projects with clear deliverables (e.g., building a website, designing a logo, writing a series of blog posts, a specific marketing campaign setup).
• Experienced professionals who can accurately estimate project scope and time.
• Clients who prefer predictability and outcome-focused work. Practical Tips:
• Thorough scope definition: Invest time in understanding all project requirements before quoting. Use a detailed scope of work document.
• Buffer time: Always build in a buffer for unexpected challenges.
• Clearly define deliverables and revisions: Specify how many revisions are included and what constitutes an extra charge.
• Use payment milestones: Break large projects into smaller payment stages (e.g., 50% upfront, 25% at halfway, 25% upon completion) to manage cash flow and client commitment. This is particularly useful for remote workers dealing with clients across different time zones and payment systems. For more on securing projects, read our Guide to Finding Remote Work. ### Value-Based Pricing: Charging What You're Worth This is often considered the "holy grail" of pricing for experienced professionals. You price your services based on the perceived or actual value they bring to the client's business, rather than on your costs or time. Pros:
• Highest Earning Potential: If your service genuinely delivers significant value, you can command premium rates.
• Focus on ROI: Aligns your goals directly with the client's business success.
• Attracts High-Quality Clients: Those willing to pay for value are often more serious and appreciative.
• Removes Time/Cost Constraint: Your expertise, not your hours, determines the price. Cons:
• Difficult to Implement: Requires deep understanding of client's business, metrics, and willingness to share data.
• Client Education: You often need to educate clients on the long-term value they'll receive.
• Riskier for Newcomers: Hard to justify without a strong track record and testimonials. Best For:
• Consultants, coaches, and specialists who can directly impact revenue, cost savings, or key performance indicators (KPIs) for clients.
• Services with a clear, measurable return on investment (e.g., SEO optimization leading to increased traffic and sales, a sales strategy overhaul, conversion rate optimization).
• Experienced professionals with a strong portfolio and proven results. Practical Tips:
• Quantify client's pain points: How much is their problem currently costing them (in lost revenue, wasted time, missed opportunities)?
• Quantify your solution's impact: How much will your service save them or earn them? Show potential ROI.
• Ask discovery questions: "If we achieve X outcome, what would that be worth to your business?"
• Present case studies and testimonials: Prove your value with past successes. Our Talent section on the platform emphasizes showcasing expertise.
• Consider retainer + performance bonus: A base fee with an additional percentage or bonus if specific, agreed-upon targets are met (e.g., a marketing consultant receiving a bonus for a certain percentage increase in leads). ### Retainer-Based Pricing: Ongoing Partnership A retainer involves a client paying you a fixed amount regularly (e.g., monthly) for a defined set of services or access to your expertise for a certain period. Pros:
• Predictable Income: Stable cash flow for your business.
• Long-Term Relationships: Fosters deeper client relationships and understanding of their business.
• Reduced Sales Cycle: Less need to constantly find new clients.
• Exclusive Access: Clients essentially "reserve" a portion of your time/expertise. Cons:
• Scope Requires Management: Clearly define what's included to prevent scope creep.
• Client Expectation Management: Clients might assume unlimited access or work.
• Can feel like a "burden" if not fully utilized: Clients might feel they're not getting their money's worth if monthly tasks are light, though this often means they want more work done, which you should be happy to provide within agreed scope! Best For:
• Ongoing services (e.g., social media management, content marketing, SEO maintenance, fractional CMO/Sales Director roles).
• Clients who need continuous support, strategic advice, or regular content creation.
• Remote professionals looking for stable income and fewer client acquisition efforts. Practical Tips:
• Define deliverables clearly: Specify the number of hours, tasks, or outputs included in the monthly fee.
• Regular reporting: Provide monthly reports on activities and progress to demonstrate value.
• Set communication boundaries: Define response times and preferred communication channels.
• Offer tiered retainers: Provide different monthly packages with varying levels of service or hours to cater to different client needs and budgets. This is a common approach for content creators working with multiple clients. ### Productized Services: Scaling Your Expertise A productized service is a predefined service package with a fixed scope, deliverables, and price. It's essentially taking your service and selling it like a product. Pros:
• Scalability: Can serve more clients with less custom work for each.
• Efficiency: Creates repeatable processes, reducing delivery time and costs.
• Clear Value Proposition: Clients know exactly what they're getting and how much it costs.
• Easier Marketing & Sales: Simpler to explain and sell. Cons:
• Less Customization: May not suit clients with highly unique needs.
• Initial Setup Time: Requires upfront effort to define, document, and price the service.
• Market Research Critical: Needs to align with a common client pain point. Best For:
• Services that are frequently requested and can be standardized (e.g., website audits, email sequence creation, basic branding packages, LinkedIn profile optimizations).
• Remote professionals looking to move away from 1:1 client work or diversify their income streams.
• Busy clients who want quick, clear solutions without extensive discovery calls. Practical Tips:
• Identify common pain points: What recurring problems do your clients face that you solve in a similar way?
• Create clear packages: Define exactly what's included, turnaround time, number of revisions, and expected outcomes.
• Develop templates and processes: your workflow for efficient delivery.
• Market it like a product: Give it a catchy name, create a dedicated landing page, and showcase testimonials. For ideas on structuring your offerings, refer to our Building a Remote Business guide. ## The Psychology of Pricing: How Clients Perceive Value Pricing isn't just about numbers; it's deeply rooted in human psychology. Understanding how clients perceive and react to prices can significantly enhance your marketing and sales efforts. ### Anchoring and Framing: Setting the Reference Point Anchoring:* This phenomenon suggests that people rely heavily on the first piece of information offered (the "anchor") when making decisions. In pricing, this means the first price you mention can influence how subsequent prices are perceived.
• Practical Tip: When offering tiered services, present the highest-priced option first. It sets a high anchor, making the mid-tier option seem more reasonable and often the most attractive choice. Or, if discussing a specific project, mention a significantly higher benchmark project (even if it's not yours) to anchor expectations before presenting your more moderately priced solution. Framing: How you present your price profoundly affects its perceived value.
• Focus on Benefits, Not Features: Instead of "I offer 10 hours of consulting," say "Gain 10 hours of expert guidance to implement a sales funnel that boosts your Q4 revenue by 15%."
• Break Down the Cost: Instead of "$5,000 for the project," say "That's less than $167 a day for focused expertise that will transform your marketing strategy."
• Highlight ROI: Regularly emphasize the potential return on investment (ROI) your services provide. "This investment of $X could lead to an additional $Y in revenue."
• Cost of Inaction: Frame the cost of not hiring you. "How much is it currently costing your business to miss out on those leads or have an inefficient sales process?" This shifts the perception from an expense to an essential solution. ### The Power of "Free" and Freemium Models While primarily associated with digital products and SaaS, the concept of "free" can still play a role in service-based marketing and sales for remote professionals. Offering Value Upfront:
• Free Consultations/Discovery Calls: These are crucial for understanding client needs and demonstrating your expertise. Don't frame them as selling, but as problem-solving.
• Lead Magnets: Free e-books, checklists, templates, or webinars related to your expertise can attract potential clients. For instance, a remote SEO specialist might offer a "5-Step SEO Audit Checklist."
• Free Audit/Mini-Analysis: Offer a brief, high-value assessment (e.g., "I'll review your current sales page and give you 3 actionable tips in 15 minutes"). This showcases your ability without committing to a full project. Freemium (for platform-based services): If you're building a platform or product with an associated service, a freemium model (basic features free, advanced features paid) can draw users in. While less common for pure service providers, understanding this model's appeal is valuable in the digital space. ### Scarcity and Urgency: Encouraging Action These psychological triggers can encourage potential clients to make a decision sooner rather than later. Scarcity:
• "I only take on X number of clients per quarter to ensure personalized attention."
• "Limited spots available for this specialized consulting package."
• "My calendar is filling up quickly for Q3 projects." Urgency:
• "This special launch offer is valid until [date]."
• "Book your discovery call by Friday to lock in these rates."
• "Prices will be increasing next month due to high demand." Caution: Use scarcity and urgency ethically and genuinely. False scarcity can erode trust. Ensure that any claims about limited availability or impending price changes are true. For more insights on building client relationships, look at our article on Client Management for Freelancers. ** ## Crafting Your Pricing Strategy: Step-by-Step Developing a pricing strategy requires a structured approach. Follow these steps to ensure you’re setting prices that are fair to you and attractive to your ideal clients. ### Step 1: Define Your Target Audience and Niche Before you even think about numbers, clarify who you want to serve. Pricing for a bootstrapped startup in Ho Chi Minh City will be vastly different from pricing for a well-funded corporation in London. Who is your ideal client? Consider their industry, company size, revenue, pain points, budget, and geographic location.
• What problems do you solve for them? The more significant the problem, the more value you provide, and the more you can charge.
• What niche are you serving? Specializing (e.g., "SEO for D2C e-commerce brands" versus "general SEO") allows you to become an expert and command higher rates. Explore our Niche Finding Guide for Remote Workers for help. ### Step 2: Calculate Your Minimum Viable Rate (MVR) Based on "Understanding Your Costs" (Section 1.1), determine the absolute minimum you need to charge to cover all your business and personal expenses and achieve your financial goals. * Total Annual Expenses (Business + Personal): E.g., $60,000
• Desired Annual Profit: E.g., $20,000
• Total Annual Income Needed: $80,000
• Number of Billable Hours Per Year: (e.g., 25 hours/week x 48 weeks/year = 1200 hours, accounting for holidays/non-billable time)
• MVR = Total Annual Income Needed / Billable Hours = $80,000 / 1200 = ~$67/hour This MVR is your floor. You should never charge below this. Your actual rates should be significantly higher to account for market value, expertise, and profit margins. ### Step 3: Research Market Rates and Competitor Pricing As discussed in Section 1.3, investigate what similar professionals with similar experience and skill sets are charging for similar services.
• Look at job boards for remote contracts.
• Check freelancer platforms (though be cautious, as these often drive prices down).
• Network with peers and ask (respectfully) about their pricing ranges.
• Analyze competitor websites for packages or pricing indicators. This research will give you a sense of the industry average and help you position yourself. ### Step 4: Choose Your Primary Pricing Model(s) Decide which of the models from Section 2 (Hourly, Project, Value-Based, Retainer, Productized) best suits your current offerings and target clients. You might start with a project-based model and gradually introduce value-based or productized offerings as you gain experience and refine your services. ### Step 5: Develop Pricing Tiers and Packages Instead of a single price, offer options. This caters to different client budgets and needs, and often leads to higher conversions. Good/Better/Best or Bronze/Silver/Gold: "Starter" / "Basic": For clients with limited budgets or those wanting to test your services. Offers essential deliverables. "Standard" / "Growth": The most popular option, offering a balanced set of deliverables and value. This is often the price you want to sell most. "Premium" / "Enterprise": For clients needing solutions, priority support, and maximum impact. Includes all features and perhaps some exclusive benefits.
• Add-ons: Offer optional services that clients can choose to enhance their package (e.g., "extra revision rounds," "rush delivery," "additional strategy session"). Benefits of Tiered Pricing:
• Psychological effect: Clients feel they have a choice, increasing satisfaction.
• Anchoring: The premium option makes the middle option seem more attractive.
• Wider market reach: Caters to a broader range of budgets.
• Upselling opportunities: Clients can upgrade as their needs or budget grow. ### Step 6: Test, Evaluate, and Adjust Pricing is not static. It's an ongoing process.
• Monitor conversion rates: Are you getting enough clients at your current prices?
• Analyze profitability: Are you making enough money on each project/client?
• Gather client feedback: Ask clients (discreetly) if they feel the price aligns with the value.
• Track your time: Even if you're not billing hourly, knowing how long tasks take helps you refine project estimates.
• Stay updated: Regularly review your costs, market trends, and competitor pricing. As your experience grows or as demand for your skills increases (e.g., demand for AI consultants is soaring), you should adjust your rates upwards. Practical Tip: Don't be afraid to raise your prices. As you gain experience, testimonials, and a stronger portfolio, your value increases. Communicate price adjustments professionally to existing clients with ample notice. For new clients, simply introduce your new rates. ** ## Pricing for Marketing Services: Specific Considerations Marketing services often fall into several distinct categories, each requiring a slightly nuanced approach to pricing. ### Content Creation & Copywriting This can range from blog posts and articles to website copy, sales pages, and email sequences. By the word: Common for new writers, but punishes efficiency. Can be used for article factories. (e.g., $0.10 - $1.00+ per word).
• By the article/page: Fixed fee per piece of content. Requires clear word count ranges and revision limits. (e.g., $300 - $1500+ for a 1500-word blog post, depending on research, SEO integration, and author expertise).
• By the project: For larger content initiatives like a website overhaul or an entire email funnel.
• Retainer: For ongoing blog content, social media captions, or monthly newsletters. Value-Based angle: Instead of "I charge $500 for a blog post," try "I create SEO-optimized blog posts designed to drive organic traffic and convert readers, typically generating X new leads per month for clients in your industry. My project fee for a 4-post series aimed at boosting your top-of-funnel traffic is $2,000." ### Social Media Management Often done on a retainer basis due to its ongoing nature. Tiered packages: Basic: Posting schedules, content curation (e.g., $500 - $1,500/month). Standard: Includes content creation, community engagement, basic analytics (e.g., $1,500 - $3,500/month). Premium: Full strategy, advanced content creation, ad management, in-depth reporting, influencer outreach (e.g., $3,500 - $10,000+ /month).
• Project-based: For specific campaigns (e.g., a product launch campaign on Instagram). Practical Tip: Clearly define platforms, number of posts, content types (images, video), engagement activities, and reporting frequency in each package. Avoid unlimited revisions or ambiguous "engagement." ### SEO (Search Engine Optimization) SEO services often involve technical audits, on-page optimization, link building, and content strategy – all long-term efforts. * Project-based (Audits): A one-time fee for a SEO audit and strategy document (e.g., $1,000 - $5,000+).
• Retainer: Most common for ongoing SEO work, including monthly optimization, link building, keyword research, and reporting. Rates vary widely based on scope and client size (e.g., $500 - $5,000+ per month, with larger agencies charging $10k+).
• Performance-based (partial): A lower retainer fee combined with a bonus or percentage of gains once specific organic traffic or ranking goals are met. This aligns incentives but requires clear tracking. Value-Based angle: Emphasize the long-term ROI of higher organic rankings, increased traffic, and qualified leads. "My SEO retainer is designed to increase your organic search visibility by X% within 6 months, translating to an estimated Y increase in qualified leads." This is an essential digital skill that commands high prices. ### Paid Advertising (PPC, Social Ads) Managing ad campaigns involves strategy, setup, optimization, and reporting. * Percentage of Ad Spend: Common agency model (e.g., 10-20% of the client's monthly ad budget). This incentivizes you to optimize spending for better results, but can also be problematic if ad budgets are very small.
• Fixed Monthly Fee (Retainer): For managing campaigns. Often tiered based on the complexity, number of platforms, and ad budget under management (e.g., $500 - $5,000+ /month).
• Performance-based: A fixed fee plus a bonus for specific CPA (cost per acquisition) or ROAS (return on ad spend) targets.
• Project-based: For initial account setup and strategy. Practical Tip: Be transparent about your fees versus the client's ad spend budget. Clarify reporting frequency and communication expectations. For more on this, check out our Remote Marketing Roles section. ** ## Pricing for Sales Services: Strategies for Success Sales professionals, especially those working independently or remotely, require distinct pricing models that reflect their direct impact on revenue. ### Sales Consulting & Strategy For providing expertise on sales processes, team structure, CRM implementation, or go-to-market strategies. Hourly Rate: For very specific advice sessions or troubleshooting (e.g., $100 - $500+ /hour).
• Project-Based: For a full sales process audit, strategy development, or CRM setup/optimization (e.g., $2,000 - $15,000+).
• Retainer: For ongoing fractional sales leadership, regular coaching, or strategic oversight (e.g., $2,000 - $10,000+ /month). Value-Based angle: "My sales strategy overhaul project is priced at $7,500, with the goal of increasing your team's closing rate by 10% within the next quarter, which for your current pipeline, translates to an additional $50,000 in revenue." ### Lead Generation Services Often provided by specialists who find and qualify potential customers. * Per Lead: Charging a fixed amount for each qualified lead delivered (e.g., $10 - $100+ per lead, depending on industry and lead quality). This is highly performance-based but can be risky if lead quality isn't consistently high.
• Per Appointment Set: Similar to per lead, but for qualified appointments booked on the client's calendar (e.g., $50 - $500+ per appointment).
• Retainer + Performance Bonus: A base monthly fee covering your time and tools, plus a bonus for hitting lead or appointment targets.
• Project-based (Campaign Setup): A fixed fee for setting up and launching a lead generation campaign, with subsequent ongoing management potentially on a retainer or per-lead basis. Practical Tip: Clearly define what constitutes a "qualified lead" or "qualified appointment" in your contract to avoid disputes. ### Fractional Sales Director/Manager Acting as a part-time sales leader for a company, providing strategic direction without the full-time cost. * Retainer: The most common model, priced based on the time commitment and KPIs (e.g., 10-20 hours/week at a fixed monthly rate). This can range from $3,000 to $15,000+ per month, depending on experience and company size.
• Retainer + Equity/Performance Bonus: A lower retainer combined with an equity stake or percentage of sales growth. This heavily aligns your success with the company's. Value-Based angle: "My fractional sales leadership retainer provides your company with high-level sales strategy and implementation guidance for a third of the cost of a full-time executive, aiming to grow your quarterly revenue by 25%." This role is increasingly popular for digital nomads seeking executive-level remote jobs. Find more insights on Remote Sales Roles on our platform. ### Sales Training & Coaching For improving individual or team sales skills. * Per Session/Hour: For individual coaching (e.g., $150 - $500+ /hour).
• Package Deals: A series of coaching sessions or workshops at a discounted total rate.
• Project-Based: For developing and delivering a custom sales training program for a team.
• Retainer: For ongoing, long-term sales coaching or team development. Practical Tip: Showcase testimonials from past trainees and highlight the measurable improvements (e.g., increased close rates, reduced sales cycle length). ## Overcoming Pricing Challenges as a Digital Nomad The remote nature of your work and your mobile lifestyle introduce unique considerations when it comes to pricing. ### The Global Freelancer Dilemma: Location-Based Pricing One of the biggest challenges for digital nomads is bridging the gap between operating costs and perceived value across different geographies. Should you charge based on your cost of living in Chiang Mai or the client's market rate in New York? Guidance:*
• Charge What the Market Will Bear (Client's Location): Generally, aim to price yourself competitively within the client's home market, especially if you deliver high-value skills sought after there. Your location is a lifestyle choice, not necessarily a factor in their budget.
• Be Mindful of Exchange Rates: If you're earning in USD but living in a country with a weaker currency, your purchasing power is higher. Still, don't let this tempt you to significantly underprice, as it devalues your work globally.
• Offer Geo-Specific Tiers (Carefully): For less specialized services or when targeting a very specific demographic, you might consider offering different price points for clients in different economic regions. However, this is tricky and can be perceived