I’m finding that with the current economic marketplace, I advise small business owners to give lots of added value.
Instead of discounting programs, I suggest that they add to an established program. That often makes a difference; i.e., a half day session included with a six month program, for business coaching for example.
There are many vendors that may offer your service, but you have to personalize your products to their needs (not yours) without giving up integrity, or doing it for free.
By adding a little extra, of their perceived value, you’ll turn a prospect into a customer.