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In this episode of Grow A Small Business, host Michael Denehey interviews Melina Palmer founder of The Brainy Business. Melina shares insights on effective pricing strategies, customer psychology, and how behavioural economics can transform your business. Learn practical tips on using high anchors, bundling, and thoughtful pricing to boost sales and customer satisfaction.

Key Takeaways for Small Business Owners:

Understand Subconscious Decision-Making: Recognize that most customer decisions are made subconsciously. Use this knowledge to tailor your pricing and marketing strategies to align with how people naturally make choices.

Confident Pricing is Crucial: Develop confidence in your pricing. A lack of confidence can lead to discounting and negatively affect customer perception. Ensure that your pricing reflects the value you provide.

Leverage Anchoring Techniques: Use anchoring by presenting higher-priced options first. This makes subsequent options appear more affordable and increases the likelihood of higher-value purchases.

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Incorporate Bundling Strategies: Create bundles of products or services to offer high-value options without needing to add new items. Bundling can also set a high anchor price, making individual items seem more reasonably priced.

Align Pricing with Business Identity: Decide whether your business is positioned as a provider of quality or value. Tailor your pricing strategy to match this positioning, using whole numbers for quality and rounded-down figures for value.

Communicate Pricing Changes Effectively: When adjusting prices, ensure that you and your team are clear on the reasons and benefits. Effective communication about pricing can help in overcoming internal resistance and gaining buy-in from all stakeholders.

One action small business owners can take:

According to Melina Palmer One actionable step small business owners can take is to implement anchoring in their pricing strategy. Start by presenting higher-priced options first to create a perception of value, making subsequent lower-priced options appear more attractive and affordable. This tactic can effectively increase the perceived value of your offerings and drive more sales.

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Quotable quotes from our special Grow A Small Business podcast guest:

Understanding subconscious decision-making can transform your pricing strategy – Melina Palmer

Bundling products can create high-value perceptions without needing new offerings – Melina Palmer

Confident pricing reflects the true value of your product or service – Melina Palmer