You will hear people speak of a product funnel. This is a series of products and services that you provide to others at various price points. Many people recommend that you start at the top of the funnel and work your way down. The top of the funnel represents all of the people who have shown interest in you and your niche. You can offer them a free product to get them interested and then offer something for under $20. You offer a variety of products and services at increasing price levels, all the way up to your major product or service, which will sell for over $1000. You will have just a small percentage of people at the bottom of your funnel.
My suggestion is to let people come in at any price point in your funnel. If someone wants to start at the bottom, allow them to do so. My most expensive program is my mentor program. Some people come in at that level and then receive everything else I offer at no cost to them. Other people will stay at the free level forever and be perfectly satisfied with that. The majority of my clients fall somewhere in the middle, meaning that they register for my courses but do not become mentees right away, if ever. It is not for me to determine which level someone comes in at that will be right for them. I recommend that you do the same with your products and services.