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← Back to InsightsGrowth · March 25, 2026 · 3 min read

Pricing Is Positioning

If your prospects say "this is expensive," you have a positioning problem, not a pricing problem. The number is fine. The story about why the number is correct is missing.

Growth

Discounting is a signal — usually that the seller doesn't believe in their own number. Customers can smell it.

Before you cut the price, try this: write one paragraph that justifies it to a skeptic. If you can't, the problem isn't the number. The problem is you haven't decided who this product is for.

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Pricing Is Positioning

LatestArticles

Strategy Before Code

Why Most MVPs Are Too Big

Shipping Fast Without Breaking Trust

Design Decisions That Compound

The Marketing Site Is The Product

Pricing Is Positioning