[davefp]

In the example situation the choice wasn't quite so clear, as IP was on the line too.

Regardless:

A customer wants to pay an exorbitant fee up front, and you're fretting? Why? Take their money.

[jasonwocky]

A customer wants to pay an exorbitant fee up front, and you're fretting? Why? Take their money.

I agree. If you're bummed about the result, then I suspect that you priced at least one of the options incorrectly.

First pricing rule: price so that no matter what your customer selects, even if it's to not do business with you, you're indifferent.