Pricing Pointers Roundup: June, 2026
A monthly digest of my pricing ideas and observations from Substack Notes
It’s easy to miss a valuable idea in a fast-moving social media feed. To make things easy, I’ve gathered all of my pricing insights from my Substack Notes & LinkedIn posts over the past month right here in their original order.
(Note: What Substack calls a Note, LinkedIn calls a post. I share pretty much the exact same quick tips on both platforms.)
I now publish full articles only on Substack. If you subscribe to my free Pricing Pointers newsletter, these articles are sent directly to your email inbox so you never have to actually visit Substack to read them.
This is exactly why you might miss my “Notes,” as they only live on the Substack feed and are never emailed. That’s where this monthly Roundup comes in.
Increase your reach by bundling products for a discounted price
Offer related goods or services as a package to attract budget-conscious buyers.
Bundles induce buyers to purchase items they might otherwise skip.
Which two products or services can you package together for a discount?
Why Your Ticket Price Is All Wrong: 5 Counterintuitive Truths About Strategic Pricing
Basing price discounts on who a customer is can feel unfair to others
Customers accept price differences when they result from their own choices.
Protect your brand image by using behavioral price fences.
Reward specific actions, like buying a larger quantity, with lower prices.
What customer action could earn a lower price in your business?
Unlocking Hidden Value: Price Fences for Smarter Pricing and Stronger Profits
Grow your sales by translating every feature into a clear benefit
Focus on the specific results your customers actually care about.
Buyers invest in solutions that improve their lives or work.
Can you explain the “so what” for your top features?
Is Your Pricing Scaring Away Customers? Here’s How to Fix It
If you charge every customer the same price, you are leaving massive profits on the table
The secret to unlocking that hidden revenue? Segmenting your customers by their “willingness to pay.”
To do this effectively, you need to build “price fences.”
These are specific conditions or rules buyers must meet to qualify for a lower price (e.g., be a student).
But creating price fences presents a fundamental dilemma: balancing perceptions of fairness against the need to protect your revenue.
I discuss how to use price fences to balance customer trust and profit in my article.
Unlocking Hidden Value: Price Fences for Smarter Pricing and Stronger Profits
How to create a tiered price menu
Stop using one price for everyone. Learn simple steps to design upgrades that your buyers will love while you protect your margins and grow sales.
How to make your pricing simple and intuitive
Stop losing sales to confusion. Learn to use the pay more, get more principle and three clear tiers to help buyers choose the right option for their needs.
Is Your Pricing Scaring Away Customers? Here’s How to Fix It
Stop inflating your prices for features only a few people want
Some product or service elements are highly valuable to specific niches but inflate the price for the general market.
Sell these niche components as individual items at their true worth.
This captures more revenue from diverse groups without overcharging everyone else.
Are you currently giving away specialized features for free?
Unbundling: Unlock New Sales, Boost Profit Margins, and Gain a Competitive Edge
Boost your revenue by grouping related items into attractive packages
Offer mixed bundles of products that work well together.
Customers get more value and spend more at your business.
Which of your products naturally go together in a bundle?
This is the most powerful concept in pricing
And too many businesses completely miss it.
Value isn’t fixed. It’s subjective.
Your product or service isn’t worth what you think it is.
It’s worth whatever your customer is willing to pay.
And that changes depending on who you ask: different buyers, different answers.
If value changes from person to person, a single price tag is costing you money. You’re leaving cash on the table.
The fix? Embrace subjectivity.
A simple menu of options instantly unlocks hidden profit.
Stop thinking of a quantity discount as a simple sales tool
Most small businesses offer bulk deals just to move product. They cut the price, sales jump, and everyone assumes success.
But discounts are a profit tool, not a sales trick.
If you don’t calculate the exact margin erosion, and the required sales volume to offset it, you risk boosting your sales figures while quietly shrinking your bottom line.
How many units must you sell at your lower price just to break even? By “break even,” I mean making the same profit after the price cut as you did before.
Can you do it?
Stop giving away profit to customers who value time over money
Require a small inconvenience for buyers to earn a lower price.
This ensures only your most price-sensitive customers get the deal.
What minor hassle can you add to your next discount?
See my article for some ideas. 👇
Effort-Based Price Discounts: How B2C Companies Segment Customers and Maximize Profit Without Across-the-Board Price Cuts
There are two types of buyers in the world
You can simplify your customer base into two distinct buckets based on how they value their day.
Bucket one consists of individuals who are time-rich but money-poor. They will spend an hour searching for a coupon to save ten dollars. They use their time to save their money.
Bucket two consists of people who are money-rich but time-poor. They will pay an extra ten dollars to save five minutes. They use their money to protect their time.
This means you can use effort as a tool to sort buyers by how price sensitive they are. You design an inconvenience — like a waiting period or a completing a rebate process — that bucket two will ignore.
This allows you to serve both groups profitably without cutting prices for everyone.
Effort-Based Discounts: Attract Price-Sensitive Customers while Avoiding 5 Common Revenue Traps
Stop losing money by offering only a single price point
Create three versions of your product at different price levels.
This captures both budget buyers and those wanting top-tier quality.
Can you design more versions of your current product or service today?
“In luxury, the price is not a barrier. It is the invitation list.”
I love this statement by Luis Polo.
High prices create value by signaling exclusivity to your best buyers. Discounts can actually drive away customers who value quality and status.
Is your current pricing protecting or hurting your brand?
I addressed these exact dynamics in my article, “The Secret to Boosting Sales Isn’t Always Cutting Price.” It maps out how lowering your price can backfire, and what to do instead.
I’ve included a link to Mr. Polo’s post on LinkedIn down below. 👇
𝘏𝘦𝘳𝘮𝘦𝘴 𝘩𝘢𝘴 𝘢 𝘸𝘢𝘪𝘵𝘪𝘯𝘨 𝘭𝘪𝘴𝘵 𝘧𝘰𝘳 𝘣𝘢𝘨𝘴 𝘵𝘩𝘢𝘵 𝘤𝘰𝘴𝘵 𝘮𝘰𝘳𝘦 𝘵𝘩𝘢𝘯 𝘢 𝘤𝘢𝘳
Protect your brand image by adding value instead of cutting prices
Bundle something extra for the same price.
Take a lesson from the luxury fragrance brands.
Rather than lowering the prices of their products, they offer promote “free gift with purchase.”
This added value wins customers without devaluing their brand image.
❓ What “extra” can you add to your main offer?
Stop your best customers from choosing your cheapest options
Use price fences that force a trade-off for every price discount.
Customers must give something up to earn a lower price.
❓ What can you ask buyers to sacrifice in return for a lower price?
No luck finding the perfect price? Try this approach
The “perfect price” for your product or service is a myth that limits your growth.
The reality is that no single number fits a diverse market. Some people will always value your work more than others.
Instead of searching for the right number, design a range of choices.
This allows your customers to show you what they value through the options they select.