Article

How to price your product

Naomi Ionita · Naomi Ionita, Lenny's Newsletter Freemium Intermediate

If you are unsure whether it is your price stopping the sale, start here: figure out which order of magnitude you are in (a 10 dollar, 100 dollar, or 1000 dollar product) rather than agonizing over exact figures. It anchors price to the value your customer gets and to willingness to pay you actually test with people. Useful when "they won't pay" might really mean "you never named a credible price."

  • Pick the right price range first, then refine the exact number
  • Anchor price to a value metric your customer already cares about
  • Talk to real people about willingness to pay instead of assuming it
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The question it answers

  1. I keep getting warm interest and 'this is great' but no one pays. How do I turn the first yes into money?

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