The Psychology Of Selling More
Are you using pricing psychology to sell more products and services for your business? If not, you should be. In an earlier article, I spoke about the various pricing strategies that companies pursue in the market place. Those operate on a macro level. This article goes a little further in depth and focuses on the list price that companies list on product tags, service packages and subscriptions. The price that customers see and pay for.
Pricing psychology purports that customers can be manipulated into thinking that the price displayed is the best possible value they’re getting for their money.
Types of pricing psychology
Pricing psychology say’s that certain prices appear larger to customers than others and that the psychological impact can be minimized if the prices are intelligently displayed.
One method that has been in use for quite some time now is ‘Charm pricing’ where products are priced just below a whole number. We often see prices listed as $199 instead of $200 or $2.99 instead of $3.00. The reason for this is because the brain processes these two numbers very differently. Customers read the price from left to right and in doing so are influenced by the left-most digit. In the latter example above, the price would be associated more with $2.00 than with $3.00, even though the real difference is one cent. This practice works for higher denominations too.
Ever notice how car dealers list prices using charm pricing but when they announce a discount, they mention the whole number?
Anchoring is a cognitive bias that occurs when individuals rely heavily upon an initial piece of information that they are exposed to. That information then influences their assessment of further information.
For instance, when you walk into a retail clothing store and see the latest collection on display at the front, the prices you see form a benchmark. As you progress through the store and come upon a ‘discounted’ section for the outgoing product line, prices in this section will seem like real bargains when compared to the benchmark you were exposed to initially.
In this pricing method, customers pay the full value of a product or service and receive something else of equivalent or lesser value free. Freebie pricing focuses on human greed to propel action. A common example is the buy-one-get-one-free proposition.
Close on the heels of Freebie pricing is bundle pricing. Bundling occurs when products and services are grouped together and sold at a more attractive price than if purchased separately. Bundle pricing creates the illusion of a better deal. It encourages the customer to spend more under the assumption that they are obtaining more value in return for the money they spend.
Relative pricing involves offering two almost identical items for sale at different prices. The logic being that the lower priced item would appear more attractive. Companies usually employ this pricing method when one item witnesses high demand and the other is slow moving. By raising the price of the former or decreasing the price of the other, customers tend to make personal trade-offs and pick the more affordable version, thereby helping clear inventory.
Associative pricing occurs particularly in the case of limited brand information. When two similar products are sold at different prices, the customer looks for peripheral elements to understand price variances.
For instance, you may associate more quality in a dress label that indicates Italian heritage than one linked to Asia. By association you justify variances subliminally even though the dresses may have come from the same factory.
FLASH SALES PRICING
Enticing customers with the notion that an event is temporary creates a sense of urgency. Businesses will use words like, “while stocks last” and “limited time offers” in their communication material to drive behavior.
SEASONAL & OFF-SEASONAL EVENT PRICING
These sales events are used to draw attention to the commencement or ending of a season. The intention is to pull customers through the doors in preparation for a season or to dispose of stocks before it is over.
Sometimes, businesses mark-down prices significantly once the season is over to clear residual inventory in preparation for the next cycle.
In this method, business use a ceiling price to let customers know where the upper level of the price stands. It sets the expectation upfront. Perhaps you would have noticed large signs in store windows saying, “everything under $50”.
In comparative pricing, businesses place the new price side-by-side with what it usually retails for. Customers see a very clear bargain because they have a form of reference to compare with.
This strategy is usually employed in the e-commerce industry. Sales of the same product, whether on auction or fixed priced, are consolidated to provide a trending sale price. The strategy works for sellers too, providing them with a ‘most likely to sell for’ price.
Pricing strategies are not carved in stone. You can alter them from time to time for statistical analysis. It’s advisable to give sufficient time to test each pricing method or combination of pricing methods before settling on what works best for your business.
Hi! I’m Sheldon. For over ten years I’ve worked with brands and private labels bringing some pretty awesome products to market. I’ve worked on research-based product development and marketing to deliver the total package.
I’m instantly drawn towards products that are deep-rooted in consumer research. The type that ends up being simple and intuitive, yet profound and potentially disruptive.
I’m equally passionate about brand strategy. I believe that the only thing that trumps a good product is a brand that connects with people on a deeper level.
If this resonates with you and your current need, I’d love to hear more about it.