Recently, I wrote about the seller’s thought, "It's expensive!" which then becomes the buyer’s thought, "It's expensive!"
Catch up here.

...

A question to ponder:

What would your service (package, product) need to look like:

• by making it so packed with value

• by making it so simple for the buyer

• by making it exactly what the buyer needs

• and none of what the buyer doesn’t need

• that they can see it's exactly the service that will help them get from where they are to where they want to go

... so that instead of thinking, "That's expensive!"

they think,
"Oh phew, I thought it would be more!" 
and they say,
"That sounds like exactly what I am looking for. How soon can we start?"

...
Consider:

What would you need to think, so your prospects think, "Oh phew, I thought it would be more?"

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