gabrielmoreira Pricing Strategy
Thu thap thong tin
Buoc 0: Kiem tra context
Doc .agents/product-marketing-context.md neu co.
Buoc 1: Hoi user
- Dang o giai doan nao? (Chua ra mat / Da ban nhung muon toi uu / Ra mat moi)
- Loai san pham? (San pham 1 lan / Subscription / Dich vu lieu trinh / Khoa hoc / SaaS)
- Bien do gia can nhac? (Vi du: 500K–5M / 300K–1.5M)
- Chi phi bien doi/don + chi phi co dinh/thang? (De tinh break-even)
6 mo hinh gia pho bien VN
| Mo hinh | Phu hop | Vi du VN |
|---|---|---|
| One-time | San pham 1 lan, khong dung mai | My pham, quan ao, do gia dung |
| Subscription | Dich vu lap lai | SaaS, goi cham soc, membership |
| Tiered | 2-3 goi khac gia | Goi Basic/Pro/Enterprise |
| Package (combo) | Tang perceived value | Spa lieu trinh 5 buoi |
| Freemium | Tep lon, tle convert thap | App, tool online, khoa hoc |
| Pay-as-you-go | Su dung khong deu | Cloud, API, credit |
Phan tang theo truc nao
"3 goi, lam noi bat goi giua" moi chi la hinh dang. Cau hoi that la: goi cao hon goi thap o CHO NAO? Khong chot truc phan tang thi cac goi se duoc ghep tuy tien, va khach khong biet minh dang tra them tien de doi lay gi.
| Truc | Goi cao hon co gi | Hop voi | Cai bay thuong gap |
|---|---|---|---|
| Tinh nang | Mo khoa nhung thu goi thap khong co | Phan mem, cong cu, khoa hoc co module nang cao | Khoa mat tinh nang ma khach coi la co ban — ho thay bi chan chu khong thay duoc nang cap |
| Han muc su dung | Nhieu hon: so buoi, so luot, dung luong, so nguoi dung | Spa/lieu trinh, dich vu theo goi, SaaS tinh theo luot, cloud | Han muc goi thap qua chat thi khach vuot ngay thang dau va thay bi gai; qua rong thi khong ai len goi cao |
| Muc ho tro | Ho tro nhanh hon va sau hon: email → uu tien → co nguoi phu trach rieng | Dich vu B2B, agency, phan mem cho doanh nghiep, coaching | Ha ho tro goi thap xuong muc te de ep len goi cao — doi lai danh gia xau va hoan tien |
| Quyen truy cap va tuy chinh | Mo them quyen: nhieu tai khoan, phan quyen, gan thuong hieu rieng, ket noi he thong | Khoa hoc/cong dong, phan mem ban cho doi nhom, nen tang | Ban quyen quan tri cho nguoi dung mot minh — khong ai tra them |
Quy tac chon truc
Chon 1 truc chinh, toi da them 1 truc phu. Khong dung ca 4. Khi goi cao vua nhieu tinh nang, vua nhieu luot, vua ho tro tot hon, vua nhieu quyen hon — khach khong so sanh noi va se chon goi re nhat cho an toan, hoac khong chon gi.
Kiem tra nhanh: co dien duoc cau nay khong — "Len goi tren, ban duoc them ___." Neu phai liet ke 4 thu khac loai moi tra loi duoc thi truc phan tang chua ro.
Truc phu tot nhat gan nhu luon la muc ho tro — no ghep duoc voi ba truc con lai ma khong lam roi cach so sanh.
Vi du VN theo loai kinh doanh
| Loai kinh doanh | Truc chinh | Truc phu | Ba goi trong nhu the nao |
|---|---|---|---|
| Spa / tham my | Han muc su dung | Muc ho tro | 5 buoi · 10 buoi · 20 buoi + ky thuat vien co dinh |
| Khoa hoc / dao tao | Quyen truy cap | Muc ho tro | Hoc mot minh · Hoc + nhom hoi dap · Hoc + kem 1:1 va truy cap tron doi |
| Phan mem / cong cu | Tinh nang | Han muc su dung | Tinh nang co ban 1 nguoi · Day du 5 nguoi · Day du khong gioi han + ket noi he thong |
| Dich vu agency | Muc ho tro | Han muc su dung | Bao cao thang · Bao cao thang + hop tuan · Nguoi phu trach rieng, phan hoi trong ngay |
| Ban le / TMDT | Han muc su dung (so luong) | — | Ban le · Combo 3 · Combo 6 kem qua tang |
Trong moi vi du tren, goi giua la goi muon ban — no phai la buoc nhay hop ly tu goi thap, khong phai goi thap cong them vai thu vun vat.
5 chien thuat dinh gia
1. Charm Pricing (Gia tam ly)
Nguyen tac: So ket thuc bang 9 duoc cam nhan re hon.
Vi du VN:
- 299K thay vi 300K
- 1,990,000 thay vi 2,000,000
- 99,000 thay vi 100,000
Khi nao dung: San pham pho thong, canh tranh gia. Khi nao khong dung: Luxury — luxury khong dung charm (cau luxury: 2,000,000 — tron ve dep hon 1,999,000).
2. Anchor Pricing (Neo gia)
Nguyen tac: Hien gia cao truoc → gia thuc te thay re.
Cau truc 3 goi:
Goi Premium: 5,000,000 (anchor — hiem khi ban)
Goi Pro: 2,500,000 (muc tieu ban — trung tam chu y)
Goi Basic: 990,000 (entry — cho tep nhay cam gia)
Ket qua: ~60-70% khach chon goi giua vi "vua phai".
3. Decoy Pricing (Goi moi nhu)
Nguyen tac: Them 1 goi xau de lam goi muc tieu thay hap dan.
Vi du (bao giay):
A. Digital only: 500K (xau - khach it chon)
B. Print only: 1,200K (decoy - gan gia C, it gia tri)
C. Digital + Print: 1,300K (muc tieu - ban duoc nhieu nhat)
Khach nhin goi C vs B → C chi them 100K duoc ca 2 thu → "hoi hon", chon C.
4. Bundle Pricing (Ban combo)
Nguyen tac: Gop nhieu san pham → tang AOV + giam chi phi CAC.
Vi du spa:
Facial don: 500K
Massage don: 400K
Treatment don: 300K
------------------------
COMBO 3 dich vu: 999K (tiet kiem 201K — khach cam thay loi)
Quy tac: Discount combo ~15-25% tong gia le — du de khach thay loi, khong qua sau.
5. Discount Thang Loi (Win-back / Acquisition)
Thuong dung:
- Welcome 10-20% cho khach moi (first-time)
- Comeback 20-30% cho khach cu khong quay 60 ngay
- Loyalty tier — khach VIP gia rieng khong cong khai
- Flash sale — 48h, gioi han so don
- Ma gioi thieu — khach gioi thieu + khach moi cung giam
Pricing Page
Cau truc chuan (tu trai sang phai)
[Goi 1: Khoi dau] [Goi 2: Chinh - HIGHLIGHT] [Goi 3: Cao cap]
Gia thap Gia trung binh (anchor) Gia cao (neo)
Muc thap cua truc chinh Muc du dung cua truc chinh Muc cao nhat + truc phu
Khong highlight "Pho bien nhat" badge "Lien he tu van"
CTA: "Thu mien phi" CTA: "Bat dau ngay" CTA: "Dat lich demo"
Ba goi phai khac nhau tren cung mot truc (xem muc "Phan tang theo truc nao"). Neu goi 2 hon goi 1 ve tinh nang con goi 3 hon goi 2 ve ho tro, khach khong doc duoc mach so sanh.
Yeu cau pricing page
| Yeu to | Can co |
|---|---|
| 3 goi (khong hon 4) | De so sanh |
| Truc phan tang ro rang | Moi goi khac nhau tren cung 1-2 truc, khong moi goi mot kieu |
| Highlight goi trung tam | Dinh huong chon |
| Monthly/Yearly toggle | Yearly -15-20% |
| Feature comparison table | So sanh chi tiet |
| FAQ | Xu ly rao can gia |
| Testimonial gan goi | Social proof |
| Gia ro rang, khong "lien he de bao gia" (B2C) | Tao tin |
| Trial mien phi / refund policy | Giam rui ro |
Pricing tam ly VN
Dac diem khach VN
- Kha quan tam gia — nhung nhay cam voi "chat luong / gia"
- Thich tron so cho luxury, thich so le cho pho thong
- Rat thich combo — cam giac "loi"
- Membership loyal cao — neu cam ket 1 lan, theo lau
- Rat so mat tien oan — can cam ket ket qua / refund
- Chuong installment — tra gop khong lai suat
Neu gia cao
Khong giau gia. Giai thich vi sao cao:
- Chat luong nguyen lieu / cong nghe
- Thoi gian / cong suc
- Ket qua cam ket / bao hanh
- So voi chi phi khong xu ly (pain cost)
Neu gia thap
Khong xau ho. Khang dinh:
- Mo hinh tinh gon → re hon khong phai vi kem chat
- Khong tra luong moi gioi
- Dan moi: "[So khach] da tin"
- Upsell sau — cham cham tang gia tri
Break-even Analysis
Break-even don =
Chi phi co dinh/thang
÷ (Gia ban/don - Chi phi bien doi/don)
Vi du: Spa ngan sach 30M/thang, facial 500K, chi phi bien/don 200K
→ 30,000,000 ÷ (500,000 - 200,000) = 100 don/thang de hoa von
Output template
# Pricing Strategy — [Ten san pham]
Ngay: [YYYY-MM-DD]
## 1. Mo hinh gia
[One-time / Subscription / Tiered / Package / Freemium / Pay-as-you-go]
Ly do chon: [...]
## 2. Pricing matrix (3 goi)
Truc chinh: [Tinh nang / Han muc su dung / Muc ho tro / Quyen truy cap]
Truc phu: [Chon 1 hoac de trong]
| Goi | Gia | Target | Muc tren truc chinh | Truc phu | CTA |
|-----|-----|--------|--------------------|---------|-----|
| Khoi dau | X | Tep nhay cam gia | [...] | [...] | "[CTA]" |
| Chinh | Y | Muc tieu chinh | [...] | [...] | "[CTA]" |
| Cao cap | Z | Anchor | [...] | [...] | "[CTA]" |
## 3. Chien thuat gia
- Charm: ...
- Anchor: ...
- Bundle: ...
- Discount: ...
## 4. Break-even
Chi phi co dinh: X
Chi phi bien/don: Y
Gia ban: Z
→ Break-even = N don/thang
## 5. So sanh doi thu (cung phan khuc)
| Doi thu | Gia goi chinh | Diem manh | Diem yeu |
|---------|--------------|----------|----------|
| [A] | X | [...] | [...] |
| [B] | Y | [...] | [...] |
## 6. Dinh vi gia vs doi thu
[Premium (cao hon 20%+) / Parity (tuong duong) / Value (thap hon 15-25%)]
## 7. Pricing page layout
[So do 3 goi + features + CTA]
## 8. Rao can gia thuong gap + xu ly
1. "Gia cao qua" → [Xu ly]
2. "So khong hieu qua" → [Xu ly]
3. "De tinh sau" → [Xu ly]
## 9. Plan test
- Test A: Gia X vs Y — do conv rate 30 ngay
- Test B: 2 goi vs 3 goi
- Test C: Monthly vs Yearly discount %
## 10. Deadlines
- Launch gia moi: [ngay]
- Review ket qua: [ngay]
Checklist chat luong
- Co 3 goi (khong 1, khong 4+)
- Da chot truc phan tang: 1 truc chinh + toi da 1 truc phu — khong tron ca 4
- Dien duoc cau "Len goi tren, ban duoc them ___" bang 1 y duy nhat
- Goi giua duoc highlight
- Co feature comparison
- Charm hoac anchor pricing ro rang
- Co break-even calculation
- So sanh voi it nhat 2 doi thu
- Xu ly 3 rao can gia pho bien
- Co plan A/B test
- Phu hop tam ly khach hang VN
- Khong co gia dung nhung installment/refund neu gia cao