Development
The Psychology of Pricing Pages: CRO for SaaS
By InoConnect Strategy Team •
The Most Important Page
The pricing page is where the decision happens. Yet most companies treat it as an Excel sheet dump.
3 Psychological Hacks
1. Anchoring
Place your expensive “Enterprise” plan ($500) next to your “Pro” plan ($100). The $500 plan anchors the value, making $100 feel “cheap.”
2. The Decoy Effect
Offer 3 options.
- Basic: $50 (Limited features)
- Pro: $100 (All features)
- Plus: $90 (All features but no support) - The Decoy
The decoy makes the “Pro” option look like a no-brainer math win.
3. “Recommended” Highlighting
Choice paralysis is real. Visually highlight the plan you WANT them to buy. “Most Popular.” Make it slightly bigger.
Guide the user. Don’t just present data.