The three segments represent a multi-tier pricing structure. If your prices are within one of these groups, understand that the segment defines and restrict the pricing actions that you can take in your market. Much depends on the perspective and expectations of the buyers. Think of three different buyer groups-economy (budget), standard, and premium.

Find out all you can about the buyers in each price segment. Where are they located? What are they buying? How often?

Then study the sellers in each segment. What is their business profile? Are they newbies? Are they educated in business? Are they experienced VAs? How many clients do they serve? How much are they charging? How much are they earning in their business?

The buyer determines how much you can charge. Low-price economy buyers will gravitate to low-price sellers. They will have lower expectations and be willing to accept less quality work-as long as the price is low. Likewise, upscale buyers will typically shop among the higher price alternatives in the premium group. They will expect and demand better and faster service. They won't quibble about price, but they will be sticklers for quality work and dedicated attention to their jobs.

The rest of the shoppers will buy within the mid-priced market. They may purchase selectively down in the budget segment when sales occur or occasionally pay prices common to those in the premium segment. By selecting a price segment in which to compete, you establish the type of client you will target. You also fix the flexibility you have in changing your price based on the segment in which you compete. The marketing strategy that you implement should attract customers who are predisposed to buy in your selected price segment.