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" ... I'm not talking discounts here. Will what you're offering save your customer time or money in the long run? If so, do the math for them. In my case, I could take a two-day tap dancing workshop that would increase my skills to the level they would be after six months of weekly lessons. If the workshop costs $500 and weekly lesson cost $25 + an hour of my time for the lesson itself and another 30 minutes in travel, I'm saving myself $100 and six months of my time by investing the $500. This bargain become even more attractive if I can start earning money from my skills sooner. Say that workshop was about Photoshop and not tap dancing and in two days I pick up enough knowledge to hire myself out as a photo retoucher for local actors, yearbook photographers and real estate agents. Instead of gleaning the requisite knowledge over a six-month period, I learn it all in one shot, save time and money and begin earning an ROI immediately. ... "