The shortest path to a confident price

Instead of asking “what would you pay?”, ask how they make purchasing decisions: What budget it would come from, how they justify value internally, and where the price breaks psychologically.

The conversation

• “Walk me through the last tool you bought in this space. What was the price? Who approved it?”
• “If our product saved you X hours or Y dollars per month, how would you explain that to your manager?”
• “At what price would this feel too cheap to trust? At what price would you hesitate?”
• “Would you prefer predictable seats or usage tied to output? Why?”

Patterns to look for

• Budget owner is consistent (Ops vs Product vs Finance)
• Price bands cluster around clear thresholds (e.g., $49, $99, $299)
• Fear of overage fees if usage is spiky (consider soft caps or pooled usage)

Packaging the offer

Tie tiers to outcomes, not database rows. Instead of “10 projects,” try “For founders shipping weekly updates.” Then support the tier with limits that keep margins healthy.

When you build the page, use the guidance here: Pricing Page. For launch readiness, cross‑check the Pre‑Launch Checklist.