The Startup Ideas Podcast
The best businesses are built at the intersection of emerging technology, community, and real human needs.
Value Addition vs Price Reduction
Adding valuable bonuses to create urgency is more effective than discounting price because it increases perceived value while maintaining price integrity.
Decision Rule
When creating urgency, ask 'What can I add?' rather than 'How much can I take off?'
How It Works
Discounts signal lower quality and train customers to wait for sales, while bonuses increase perceived value and make the core product seem more valuable by association.
Failure Modes
Bonuses that don't align with core product benefits
Overcomplicating the offer with too many bonuses
Making bonuses seem less valuable than they are
Example Decision
“Instead of offering 20% off a $1000 course, offer the course plus $500 worth of templates, worksheets, and group coaching sessions for full price but only for early buyers.”