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Many small companies set prices by copying competitors or adding a margin to costs. Both approaches ignore the most important input: the value customers receive.

Begin by listing the outcomes your product delivers and what those outcomes are worth to a typical buyer. Then test three price points with real prospects and watch where conversations change.

Expect to adjust. Good pricing is found through small, deliberate experiments rather than a single bold decision.

Crestline Group — p3
Pricing Without Guesswork: A Simple Framework