Prose was recently featured in Small Biz Club, Sales Consultant, and Sales Representative, where Justin Belmont, Founder & CEO, shared insights on how psychological pricing and tailored communication can significantly influence client decision-making. This article explores the intersection of pricing strategy and stakeholder engagement, and Justin’s perspective highlights how perception and personalized messaging drive deeper connections and stronger conversions.
Here’s what Justin had to say:
Adjust pricing to match perceived value
Topic: Whole numbers signal quality
Quote: "Psychological pricing works, but not always how you’d expect. People love a deal, but they also love perceived value. When we tested pricing for premium marketing services, ending in .99 felt cheap—like a discount store. But rounding up to whole numbers ($500 vs. $499.99) actually increased conversions because it signaled quality and expertise. On the flip side, when we priced lower-ticket items like audits or one-off services, the .99 trick worked—people saw it as a small, justifiable expense. The lesson? Pricing psychology isn’t one-size-fits-all. It’s about matching perception to what you’re selling."
You can read the full article here.
Connect value to a relatable problem
Topic: Simplify workflow for small businesses
Quote: "I once had a client who dismissed our product as 'too advanced' for their small business. Instead of pushing, I took the time to walk them through how it could simplify their daily workflow, showing real-world examples that matched their challenges. Once they saw the time they'd save and how easy it was to scale as they grew, the lightbulb went off. They signed up that day. Sometimes, it's not about selling—it’s about making the value crystal clear and relatable."
You can read the full article here.
Tailor your message to their priorities
Topic: Speak the stakeholder’s language
Quote: "When dealing with different stakeholders, the key is to speak their language. CEOs want the big picture—ROI, growth potential, and how it aligns with their vision. Sales managers want clear, actionable insights that can help them hit their numbers. And the tech team? They want details—specs, security, integrations. For example, when pitching to a CEO, I'll focus on the business value—how our solution increases efficiency or boosts revenue. But with a sales manager, I'll focus on how it improves conversion rates or makes their workflow easier. Tailoring communication is all about understanding what keeps each person up at night and addressing that directly."
You can read the full article here.
Why pricing psychology and tailored messaging matter
Both pricing and communication are powerful psychological levers that influence whether a potential client will say yes. When used thoughtfully, psychological pricing can shift perception toward value, while tailored communication builds the trust and resonance needed to close deals.
Common challenges in this space include:
- Clients' misunderstanding of the true value of a service or product.
- Pricing that unintentionally cheapens perceived quality.
- Messaging that fails to connect across varying decision-maker priorities.
Bonus feature: How to refine your pricing and communication approach
At Prose, we believe in taking strategic communication and pricing even further. Here are three actionable tips to help you improve client connection and conversions:
Use tiered pricing to guide decision-making: Offer good-better-best packages to help clients self-select based on value. This anchors perception and often encourages an upsell.
Create audience personas for stakeholder types: Develop messaging frameworks for different roles—executives, technical staff, or budget holders—so your team speaks directly to their priorities.
A/B test pricing and messaging regularly: Market perception evolves. Regular testing of price points and pitch language helps you stay in tune with your audience and ahead of competitors.
Clear, aligned communication and psychologically informed pricing don't just improve conversions, they build credibility and long-term loyalty.
Industry Insight
According to McKinsey & Company, companies that effectively organize and manage customer experience can realize a 15% increase in sales conversion. Tools like ProfitWell for pricing analytics and Gong for call transcription and pitch optimization can provide real-time data to support ongoing refinement of value propositions.
Ready to explore more?
Prose specializes in helping businesses craft compelling, tailored messaging and pricing strategies that resonate. Reach out to us today to see how we can elevate your client engagement. Contact us at prosemedia.com.
