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That business model is known as two-part pricing. It's also known as the 'razor and blades' model, because that's where it first drew attention - sucker people in with an attractively priced razor, then repeatedly fleece them for extortionately priced replacement blades.

Once buyers get used to paying a lower-than-average price for a product or service, it is very hard to get them to pay more.

All of this was possible because I had access to a smart friend who told me how to find the simple entry point into the speaking circuit. All I needed to do was overprice myself and see what happened. As simple as that sounds in retrospect, I doubt I would have taken that path on my own. I think I would have politely declined the invitation.

In the business-to-business world, promotions are called "value added."