{"id":1592,"date":"2017-07-17T11:32:18","date_gmt":"2017-07-17T11:32:18","guid":{"rendered":"https:\/\/www.sage.com\/en-gb\/blog\/how-to-set-your-price-pricing-strategies-and-methods\/"},"modified":"2026-01-29T10:53:44","modified_gmt":"2026-01-29T10:53:44","slug":"how-to-set-your-price-pricing-strategies-and-methods","status":"publish","type":"post","link":"https:\/\/www.sage.com\/en-gb\/blog\/how-to-set-your-price-pricing-strategies-and-methods\/","title":{"rendered":"How to set your price: Pricing strategies and methods"},"content":{"rendered":"<header class=\"entry-header has-dark-background-color entry-header--has-illustration entry-header--has-illustration--generic\">\n\t<div class=\"container\">\n\t\t<div class=\"entry-header__row row align-center\">\n\t\t\t<div class=\"col col-lg-7 col-xlg-6 entry-header__content\">\n\t\t\t\t\t\t\t<div class=\"component component-single-header\">\n\t\t\t\t\t\t\t\t\t\t<div class=\"entry-header__misc text--subtitle text--uppercase text--small\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.sage.com\/en-gb\/blog\/category\/money-matters\/\" class=\"entry-header__link\">Money Matters<\/a>\t\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t<div class=\"entry-title-wrapper\">\n\t\t\t\t\t<h1 class=\"entry-title\">\n\t\t\t\t\t\tHow to set your price: Pricing strategies and methods\t\t\t\t\t<\/h1>\n\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t<p class=\"entry-header__description\">\n\t\t\t\t\t\t\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n\t\t<div class=\"single-post-details container\">\n\t\t<div class=\"col\">\n\t\t\t<span class=\"posted-on \">Published <time class=\"entry-date published\" datetime=\"2017-07-17T11:32:18+01:00\">17 July, 2017<\/time><\/span><span class=\"reading-time\"> min read<\/span>\n\t\t<button\n\t\t\ttype=\"button\"\n\t\t\tclass=\"social-share-button button button--icon button--secondary js-social-share-button\"\n\t\t\tdata-share-title=\"How to set your price: Pricing strategies and methods\"\n\t\t\tdata-share-url=\"https:\/\/www.sage.com\/en-gb\/blog\/how-to-set-your-price-pricing-strategies-and-methods\/\"\n\t\t\tdata-share-text=\"Please read this interesting article\"\n\t\t>\n\t\t\t<span class=\"social-share-button__share-label\">Share<\/span>\n\t\t\t<span class=\"social-share-button__copy-label\" hidden>Copy Link<\/span>\n\t\t\t<span class=\"social-share-button__copy-tooltip\" aria-hidden=\"true\" hidden>Copied<\/span>\n\t\t<\/button>\n\n\t\t\t\t<\/div>\n\t<\/div>\n\t<\/header>\n\n\n\n<div class=\"wp-block-post-author has-dark-background-color alignfull\">\n\t<div class=\"container\">\n\t\t<div class=\"col\">\n\t\t\t\t\t\t\t<div class=\"co-authors\">\n\t\t\t\t\t\n\t\t<div class=\"entry-author-wrapper\">\n\t\t\t<a class=\"entry-author\" href=\"https:\/\/www.sage.com\/en-gb\/blog\/author\/bryancollins\/\">\n\t\t\t\t<img decoding=\"async\" alt=\"\" src=\"https:\/\/www.sage.com\/en-au\/blog\/wp-content\/uploads\/sites\/5\/2019\/07\/Bryan-Collins.jpg\" class=\"entry-author__image\" height=\"40\" width=\"40\" fetchpriority=\"high\" \/>\t\t\t\t<span class=\"entry-author__name\">Bryan Collins<\/span>\n\t\t\t<\/a>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<p class=\"dark-grey h3 wp-block-paragraph\" id=\"news-article-subtitle\">Setting the right price for your products and services is key to gaining profits, so a well thought out pricing strategy is a valuable tool to ensure business success.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-setting-a-pricing-strategy-key-considerations-for-business-owners\">Setting a pricing strategy: key considerations for business owners<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Price should never be considered alone &#8211; it&#8217;s just one element of your marketing mix.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You also need to consider:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Product\/service<\/strong>: What do your customers want from what you supply? How much does it cost to provide and can you sell it profitably?<\/li>\n\n\n\n<li><strong>Place<\/strong>: Where can customers find your product and service?<\/li>\n\n\n\n<li><strong>Promotion<\/strong>: Where and when can you reach your customers with messages about your product or service?<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Your pricing strategy should be based on:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The value of your product or service to your customers<\/li>\n\n\n\n<li>How your price compares with your competitors&#8217; products and services, and similar products within your portfolio<\/li>\n\n\n\n<li>How your typical target market customers behave<\/li>\n\n\n\n<li>Your brand image and share of the market<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-the-key-methods-and-pricing-strategies\">What are the key methods and pricing strategies?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The key elements of pricing strategy for any business are:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Understanding what your customers want, need and how they behave<\/li>\n\n\n\n<li>Matching the value of your product or service to its price and making it clear what a customer is paying for<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-main-pricing-methods\">The main pricing methods<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Cost base pricing<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For cost base pricing, you simply calculate the cost of your product or service and then add a percentage on top, which is your profit margin or mark up.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The formula for cost base pricing is:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>Selling Price = (Fixed Cost per unit + Variable Cost per unit) + Desired Profit Margin (%)<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This type of pricing is mostly used where all competitors provide the same goods\/service and price is the only difference between them.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Although this pricing method is simple to calculate, it takes no account of demand or of customers&#8217; willingness to buy products or services at that price.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Value-based pricing<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Value-based pricing sets a price based on the perceived value of a product or service, rather than cost of supplying it.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This pricing strategy is typically used in businesses that produce things like medicines, computer software, or luxury and designer goods.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Generally value-based pricing allows for higher profits on each item or service sold, but there&#8217;s a risk that customers may not be prepared to pay and choose a lower priced competitor.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Target return pricing<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The formula for target return pricing is based on the profit you want to achieve divided by the number of sales you expect.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">So, for example, if you&#8217;ve invested \u00a35,000 in some goods and you expect to sell 1,000 of them, you&#8217;ll need to price each item at \u00a35 to break even. And if you price them at \u00a310 each, and still sell 1,000 you&#8217;ll make a 50% profit.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This type of pricing is useful for businesses who can accurately predict sales before investing in production.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Going rate pricing<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This strategy involves setting prices to match the competitor&#8217;s products, usually the market leaders&#8217; prices. It&#8217;s common among businesses that offer the same products, such as supermarkets or other retailers.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-top-pricing-tips-for-business-owners\">Top pricing tips for business owners<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Never rely on price alone. All elements of your marketing mix need to work together. For example, if you sell a product at a lower price than your competitors, your customers may think it&#8217;s of a lesser quality. That can have a long term impact on customer and brand loyalty.<\/li>\n\n\n\n<li>Make sure your customer understands what they&#8217;re paying for through your <a href=\"http:\/\/blog.hubspot.com\/marketing\/write-value-proposition\" target=\"new\" rel=\"noopener noreferrer\">value proposition<\/a> whether that&#8217;s quality, experience, reliability, or something else they value.<\/li>\n\n\n\n<li>Know your target market really well and segment it based on knowledge, data and facts. Let me give you an example: There was a very big, expensive hotel built in Turkey that was so expensive only celebrities could afford to stay there. But the business owners failed to recognise that their target customers had a huge choice of holidays, with summer houses, private yachts and jets to take them anywhere in the world. So the hotel business never established a loyal customer base and failed after 3 years because they didn&#8217;t understand their target market well enough and how it would behave.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">When it comes to pricing, there are no set rules or best practice that you can follow to get it right. Setting the right price can be based on many different factors including the time of the year, customers&#8217; willingness to pay, business targets and what your competitors are doing.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>My best advice is&#8230; don&#8217;t rely on price alone to create miracles for your business. You must make sure products, place, promotion and price all work together.<\/strong><\/p>\n\n\n\n<div class=\"single-cta\">\n\t<div class=\"single-cta__positioner on-scroll-highlight__target\">\n\t\t<div class=\"single-cta__wrapper has-dark-background-color\">\n\t\t\t<div class=\"single-cta__content\">\n\t\t\t\t\t\t\t\t<h2 class=\"single-cta__title h3\">The 2017 Payments Landscape Report<\/h2>\n\n\t\t\t\t\t\t\t\t\t<div class=\"single-cta__description\">\n\t\t\t\t\t\t<p>We surveyed 1,000 consumers and 1,000 small business owners to give you the inside view on emerging payments trends for your business including contactless, fraud and new technology.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a\n\t\t\t\t\t\thref=\"https:\/\/www.sagepay.co.uk\/2017-landscape-report\"\n\t\t\t\t\t\tclass=\"single-cta__button button 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Find out from AI expert Heather Murray how you can benefit from this technology without advanced technical skills or specialised teams. \t\t\t<\/p>\n\t\t\n\t\t\t<\/div>\n\n\t<\/article>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\n\t\t\t\t\t<div class=\"row related-posts__non-featured\">\n\t\t\t\t<div class=\"col col-12\">\n\t\t\t\t\t<h2 class=\"related-posts__heading related-posts__heading--more h4\">More on this Topic<\/h2>\n\t\t\t\t<\/div>\n\n\t\t\t\t\n\t\t\t\t\t<div class=\"col col-6 col-lg-3 card-grid__item\">\n\t\t\t\t\t\t<article\n\t\tclass=\"card-post related-post related-post-1 post-4230 post type-post status-publish format-standard has-post-thumbnail hentry category-money-matters tag-cash-flow tag-grow-business tag-make-receive-payments business_type-small-business business_type-medium-sized-business\"\n>\n\t\t\t<a\n\t\t\tclass=\"card-post__link\"\n\t\t\thref=\"https:\/\/www.sage.com\/en-gb\/blog\/get-paid-faster\/\"\n\t\t\t\t\t>\n\t\t\t<figure 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class=\"card-post__media\">\n\t\t\t\t\t\t\t<img decoding=\"async\" width=\"684\" height=\"384\" src=\"https:\/\/www.sage.com\/en-gb\/blog\/wp-content\/uploads\/sites\/10\/2021\/04\/PMARCHITECTS_BB_03_078_2018_32240-684x384.jpg\" class=\"card-post__image\" alt=\"\" loading=\"lazy\" srcset=\"https:\/\/www.sage.com\/en-gb\/blog\/wp-content\/uploads\/sites\/10\/2021\/04\/PMARCHITECTS_BB_03_078_2018_32240-684x384.jpg 684w, https:\/\/www.sage.com\/en-gb\/blog\/wp-content\/uploads\/sites\/10\/2021\/04\/PMARCHITECTS_BB_03_078_2018_32240-768x513.jpg 768w, https:\/\/www.sage.com\/en-gb\/blog\/wp-content\/uploads\/sites\/10\/2021\/04\/PMARCHITECTS_BB_03_078_2018_32240-1213x810.jpg 1213w\" sizes=\"auto, (min-width: 48em) 250px, (min-width: 30em) 100vw, 100vw\" \/>\t\t\t\n\t\t\t\n\t\t\t\t\t<\/figure>\n\n\t\t\n\t\t\t\t\t<div class=\"card-post__meta\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"card-post__meta-text\"><span class=\"posted-on \"><time class=\"entry-date published\" datetime=\"2026-08-05T15:35:26+01:00\">5 August, 2026<\/time><\/span><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"card-post__meta-text\"><span class=\"reading-time\">13 min read<\/span><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\n\t\t<p class=\"card-post__title h5\">\n\t\t\tHow to manage employees\u00a0in a small business\t\t<\/p>\n\n\t\t\t<\/a>\n\t\n\t\n\t\t\n\t\n\t<\/article>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n<\/section>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Setting the right price for your products and services is key to gaining profits, so a well thought out pricing strategy is a valuable tool to ensure business success. Setting a pricing strategy: key considerations for business owners Price should never be considered alone &#8211; it&#8217;s just one element of your marketing mix. You also [&hellip;]<\/p>\n","protected":false},"author":282,"featured_media":1867,"menu_order":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_yoast_wpseo_is_cornerstone":"","_yoast_wpseo_meta-robots-noindex":"","_yoast_wpseo_meta-robots-nofollow":"","_yoast_wpseo_opengraph-title":"How to set your price: Pricing strategies and methods","_yoast_wpseo_opengraph-description":"Get your small business pricing strategy right - read our expert advice on setting the right price for your products and services.","_yoast_wpseo_opengraph-image":"","_yoast_wpseo_opengraph-image-id":"","_yoast_wpseo_twitter-title":"How to set your price: Pricing strategies and methods","_yoast_wpseo_twitter-description":"Get your small business pricing strategy right - read our expert advice on setting the right price for your products and services.","_yoast_wpseo_twitter-image":"","_yoast_wpseo_twitter-image-id":"","_yoast_wpseo_schema_page_type":"","_yoast_wpseo_schema_article_type":"","_sage_video":false,"_yoast_wpseo_focuskeywords":"","_yoast_wpseo_keywordsynonyms":"","_yoast_wpseo_primary_category":"6","post_featured_image_hide":false,"sage_hide_published_date":false,"sage_hide_read_time":false,"sage_hide_share_buttons":false,"_pwl_sage_podcast_buzzsprout_src":"","footnotes":""},"categories":[6,114],"tags":[24,15,25],"business_type":[4,3],"lilypad":[],"context":[],"industry":[],"persona":[],"imagine_tag":[109],"coauthors":[398],"class_list":["post-1592","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-money-matters","category-trends-insights","tag-cash-flow","tag-grow-business","tag-make-receive-payments","business_type-small-business","business_type-medium-sized-business"],"sage_meta":{"region":"en-gb","author_name":"Bryan Collins","featured_image":"https:\/\/www.sage.com\/en-gb\/blog\/wp-content\/uploads\/sites\/10\/2017\/08\/SageZA_Bryanston_GU_26.10.13-28883_amend.jpg","imagine_tags":{"109":"Small business"}},"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Sage Advice UK","distributor_original_site_url":"https:\/\/www.sage.com\/en-gb\/blog","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/posts\/1592","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/users\/282"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/comments?post=1592"}],"version-history":[{"count":0,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/posts\/1592\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/media\/1867"}],"wp:attachment":[{"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/media?parent=1592"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/categories?post=1592"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/tags?post=1592"},{"taxonomy":"business_type","embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/business_type?post=1592"},{"taxonomy":"lilypad","embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/lilypad?post=1592"},{"taxonomy":"context","embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/context?post=1592"},{"taxonomy":"industry","embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/industry?post=1592"},{"taxonomy":"persona","embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/persona?post=1592"},{"taxonomy":"imagine_tag","embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/imagine_tag?post=1592"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.sage.com\/en-gb\/blog\/api\/wp\/v2\/coauthors?post=1592"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}