I totally agree with Preston. People will pay based on value. People usually have the money to pay for the things they value the most. Case in point, I've worked with impoverished families who need financial assistance and food gifts. Yet, some of them always have money for beer and cigarettes. Ironic, isn't it? Don't make it about price, make it about the value you provide in solving their needs or pain points.

Perceived value is also important to remember. You know the saying, "you get what you pay for". Well, that is a double edged sword. If you price too low, people will expect a low-end product or output. But, if you price too high and do not deliver the value you promised, you will never see them again and your negative reviews will eventually put you out of business or force you to change your model.

So, like Preston, I say price at the high end of the market provided your can deliver great value and customer service. If you try to price in the low - mid end of the market, you are just a commodity that can easily be priced shopped.

Sell in terms of the client's "investment" not "cost". Differentiate and show them how working with you will yield them greater results than hiring a commodity provider.

Call me if you need more help with your strategy. All the best!