Practical Sales Training™ > How To Convert > The Pay What You Want Effect
What is it?
Usually used for charitable offerings, allowing buyers to choose how much they pay can mean that they pay more than perhaps you expected.
Why does it work?
It works because of guilt and peer pressure, When you buy a Poppy in the UK and ask how much it costs, you’re told to pay whatever you can afford and you’re very unlikely to want to pick a low number because either it means you are poor or cheap or both..
How can you use it?
This is a risky proposition for commercial ventures as some people may take advantage of your offer, but certainly for charitable endeavours, allowing people to choose what they pay can more often than not have a net positive impact.
Example
The Royal British Legion operate a “pay what you can” pricing system for their Poppy Appeal
See also
