The question that decides everything.
WHY IT MATTERS
Interest is free; payment is evidence.
WHAT NOT TO ASK
Would you pay for this?
WHY IT FAILS
People overstate willingness, consistently and without dishonesty.
WHAT TO ASK INSTEAD
What do you spend on this now? What did the last solution cost you? What would you stop doing to afford this?
WHY THOSE WORK
They are about actual behaviour and real trade-offs.
WHAT STRONGER TESTS EXIST
Asking for a deposit Taking pre-orders Asking them to commit time Selling before building
WHAT COMMITMENT MEANS
Something that costs the person.
WHAT FORMS IT TAKES
Money Time A decision An introduction to a colleague
WHY NON-MONEY COMMITMENTS COUNT
They still cost something, which distinguishes them from politeness.
WHAT TO DO ABOUT PRICE ANCHORING
Ask what they currently spend before naming your price.
WHY
It tells you the range, and it avoids anchoring them to your figure.
WHAT TO TEST
Several price points, with different people.
WHAT TO WATCH FOR
Where enthusiasm stops.
WHAT NO RESISTANCE AT ANY PRICE INDICATES
That nobody is seriously considering buying.
WHAT SOME RESISTANCE INDICATES
That you are in the right range.
WHAT TO AVOID
Concluding from polite enthusiasm that demand exists.
