pricing-strategy
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ChineseStrategies: Pricing
策略：定价
Guides pricing strategy and structure for SaaS, tools, and products. Covers pricing models, tier design, anchoring, and when to apply discounts. For pricing page content and layout, see pricing-page-generator. For discount and promotional pricing, see discount-marketing-strategy.
When invoking: On first use, if helpful, open with 1–2 sentences on what this skill covers and why it matters, then provide the main output. On subsequent use or when the user asks to skip, go directly to the main output.
为SaaS、工具和产品提供定价策略与结构指导，覆盖定价模型、层级设计、锚定效应以及折扣适用场景。如需定价页面内容和布局相关内容，请参考 pricing-page-generator。如需折扣和促销定价相关内容，请参考 discount-marketing-strategy。
调用说明：首次使用时，如果适用，可先用1-2句话介绍本技能覆盖的范围及其价值，再提供核心输出。如果是后续调用或者用户要求跳过说明，可直接输出核心内容。
Initial Assessment
初步评估
Check for product marketing context first: If or exists, read it for product, value proposition, and competitors.
.claude/product-marketing-context.md.cursor/product-marketing-context.mdIdentify:
- Product type: SaaS, tool, e-commerce
- Value metric: What drives value (seats, usage, features)
- Market: Competitor pricing; willingness to pay
- Goals: Revenue, adoption, retention
首先确认产品营销上下文：如果存在 或 文件，请读取该文件获取产品、价值主张和竞品相关信息。
.claude/product-marketing-context.md.cursor/product-marketing-context.md需要明确：
- 产品类型：SaaS、工具、电商
- 价值指标：驱动价值的核心要素（席位、使用量、功能）
- 市场情况：竞品定价、用户付费意愿
- 目标：营收、用户采纳、留存
Pricing Models
定价模型
| Model | Use |
|---|---|
| Subscription | Recurring; monthly/annual; most SaaS |
| Freemium | Free tier + paid; adoption then conversion |
| Usage-based | Pay per use; API, credits |
| One-time | Perpetual license; some tools |
| Hybrid | Base + usage; tiered + overage |
| 模型 | 适用场景 |
|---|---|
| 订阅制 | 按周期重复收费，支持月付/年付，是多数SaaS的首选 |
| Freemium | 免费层级+付费版本，优先拉新再做转化 |
| 按使用量付费 | 用多少付多少，适用于API、额度类产品 |
| 一次性付费 | 永久许可，部分工具类产品适用 |
| 混合模式 | 基础费+使用量付费，分层定价+超额使用费 |
Tier Design
层级设计
- 2–4 tiers typical; avoid too many options
- Differentiation: Clear "best for" per tier; feature gates
- Anchoring: Lead with mid-tier or annual; make target option obvious
- Value metric: Align price to value (seats, projects, API calls)
- 通常设置2-4个层级即可，避免选项过多
- 差异化设计：每个层级有清晰的“适用人群”说明，设置功能门槛区分层级
- 锚定设置：优先推荐中间档或年付方案，让目标选项更醒目
- 价值指标对齐：定价与价值（席位、项目数、API调用量）挂钩
Anchoring & Presentation
锚定与呈现技巧
- Annual discount: 15–25% for annual prepay; improves cash flow
- Decoy: Higher tier makes mid-tier look better
- Most popular: Highlight recommended plan
- Price display: Monthly vs annual; show savings
- 年付折扣：年付预付费可给予15-25%的折扣，能改善现金流
- 诱饵效应：设置更高价位的层级，凸显中间档的性价比
- 最受欢迎标识：高亮推荐的套餐
- 价格展示：对比月付与年付价格，明确展示优惠力度
When to Use Discounts
折扣适用场景
Discounts apply on top of base pricing. See discount-marketing-strategy for:
- Annual commitment discounts
- First-time / new customer promotions
- Lifetime deals (LTD)
- Seasonal (BFCM)
- Referral, contest, affiliate codes
Principle: Set base price for long-term value; use discounts tactically for acquisition, retention, or cash flow.
折扣是在基础定价之上的调整。如需了解以下场景的折扣方案，请参考 discount-marketing-strategy：
- 年付承诺折扣
- 新用户首单优惠
- 终身套餐（LTD）
- 季节性促销（BFCM等）
- 推荐、活动、联盟推广码优惠
原则：基于长期价值设置基础定价，战术性使用折扣来实现获客、留存或改善现金流的目标
Output Format
输出格式
- Pricing model recommendation
- Tier structure (plans, features, price points)
- Anchoring approach
- Discount fit (when to use; reference discount-marketing-strategy)
- pricing-page-generator (page execution)
- 定价模型推荐
- 层级结构（套餐、功能、定价点）
- 锚定方案
- 折扣适配性（适用场景，可参考discount-marketing-strategy）
- 关联pricing-page-generator（页面落地）
Related Skills
相关技能
- discount-marketing-strategy: Promotional pricing; when and how to discount
- pricing-page-generator: Pricing page content, structure, conversion
- landing-page-generator: Click-through to pricing
- localization-strategy: Pricing by market (true localization vs cosmetic); see Pricing Strategies section
- discount-marketing-strategy：促销定价，折扣的适用场景与使用方法
- pricing-page-generator：定价页面内容、结构、转化率优化
- landing-page-generator：引流至定价页的落地页制作
- localization-strategy：分市场定价（真实本地化 vs 表面调整），参考定价策略章节