1. When you have a product basically the same as all of your competitors, it is how you treat your clients that will make you stand out from the crowd. If you do what you do well for them, and go that extra mile in customer service, your clients with actually pay you for the experience of doing business with you. When you make it easy to work with you, they feel they can trust you and are relived that they are able to obtain the product they wanted without hassle. Your price can reflect your reliability and client service, but keep it reasonable.
2. Be aware of the difference between what a client “perceives” as the product value and its “actual” value. Once you determine the break-even cost (actual value) of your product, you have established a base price. Now you need to focus on establishing the “perceived” value of the product to the client. The client usually knows the market price range of the product, so your job is to show the client your enhanced attributes of the product. You want your client to begin to “feel” that you are offering a product of greater value than what is on the general market. If you have developed a strong list of benefits and advantages to serve their need, they will “perceive” your product as worth more, and will be willing to pay more for your enhanced version. These unique attributes could possibly be an improvement you’ve added, or something your competitors have failed to point out, or even showing them how to more efficiently use your product to better fill their need.