Why 7s and 9s Work Better for Pricing

Pricing is one of the most crucial elements of your value ladder, but here’s the thing — it’s not just about slapping a number on your offer. The price you choose impacts how people perceive the value of your product, how attractive it is, and how much they’re willing to pay.

One of the simplest and most effective strategies for pricing is ending your prices with 7s or 9s. You might be wondering, why does this work? Why do people always gravitate toward prices like $27, $97, and $297 instead of $30, $100, or $300?

In this video, I’m going to explain the psychology behind this and show you why using 7s and 9s in your pricing can lead to more sales without changing the value of your product. Let’s dive in.

Why People Prefer Prices That End in 7 and 9

Here’s a simple but powerful concept: prices ending in 7s or 9s are perceived as a better deal compared to prices that round up to the next whole number. This isn’t just an arbitrary choice — it’s based on buyer psychology.

Left-Digit Bias

This psychological phenomenon is known as “left-digit bias.” It’s when we, as consumers, tend to round down the price to the nearest number that feels lower than it actually is.

For example:

• A price of $27 feels closer to $20 than to $30 because we focus on the left-most digit, which is 2 in this case. The brain processes that $27 is closer to $20 than $30, making it feel like a better deal.
  
  
• A price of $97 feels significantly better than $100 because it’s still in the $90 range, and not in the $100 range.
  
  

So, why do these prices work? It’s because they hit that sweet spot in the consumer’s mind where they feel they’re getting more value for less money, even though the difference is only a few dollars.

Why $27 Sells More Than $30

It’s all about perception. In the consumer’s mind, $27 doesn’t seem like it’s in the $30 range. It feels like a deal, and that’s exactly what you want when you’re selling an entry offer or a low-ticket item.

Here’s an example:
Imagine you’re offering a $27 mini-course. When you price it at $30, the psychological difference of $3 might not seem like much, but in the consumer’s mind, $30 feels more expensive than $27. The $3 can make a potential buyer hesitate.

But when you price it at $27, the perception of value increases. It feels like a better deal, and the smaller price difference makes the decision easier.

This price psychology isn’t about lowering your prices; it’s about pricing in a way that feels like a win for your customer. That’s the beauty of 7s and 9s — they make your offer feel like it’s closer to a bargain, even when it’s not.

Psychology Behind Pricing: Why $7 and $9 Work

Psychological Pricing and the “Charm Price”

Pricing that ends in 7 or 9 is known as “charm pricing.” It’s a tactic that has been used for years, and for good reason. The idea is that prices like $27, $97, and $297 feel more appealing than their rounded-up counterparts like $30, $100, and $300.

Consumers tend to view prices that end in 7 or 9 as offering a better value. This doesn’t mean you should always use them, but when you price something at $97 instead of $100, it feels like a deal, even though the difference is just $3.

How to Apply This to Your Value Ladder

As you build your value ladder, applying 7s and 9s to your pricing strategy can help you increase sales at every level of your ladder. Here's how to integrate this pricing psychology into your offers:

1. For Entry Offers
   When you’re starting with a low-ticket entry offer, like a mini-course or guide, pricing it at $27 or $97 can create the perception that it’s a great deal without compromising the perceived value of the offer.
   
   Example:
   
   
• Entry Offer: $27 for a mini-course
  
  
• Mid-Ticket Offer: $97 for a full course or group coaching session
  
  
• High-Ticket Offer: $297 or $497 for 1:1 coaching or premium packages
  
  

1. For Digital Products
   If you’re selling templates, workbooks, or ebooks, consider pricing them at $17, $27, or $47. These prices feel affordable and make your products seem less risky to potential buyers.
   
   
2. For Services
   When you offer services, the same logic applies. If your services cost $297, people might hesitate, but at $297, they feel like they’re getting a premium experience that’s still within their budget.
   
   

How This Works for High-Ticket Offers

Now, you might think this pricing strategy only works for low-ticket products, but it can also work for high-ticket offers. When you’re pricing high-end products or services like coaching programs or exclusive masterminds, the same principle applies.

For example:

• High-Ticket Coaching Program: $1,497 instead of $1,500.
  That $3 difference makes it feel like they’re getting a better deal.
  
  

While pricing psychology is important, when you’re dealing with high-ticket offers, you need to make sure you’re justifying the price with value. But using 7s and 9s in high-ticket items can still soften the blow and make your audience feel like they’re getting a premium service without the steep price.

Why You Should Use $7 and $9 Pricing (But Don’t Overdo It)

When using $7 and $9 pricing, it’s essential to know when to use it and when not to. Overusing it, especially for premium or high-value offers, can make your pricing look cheap. You don’t want to cheapen your brand.

Here’s when to use it:

• Entry offers: $17, $27, $47 for smaller products or services.
  
  
• Mid-tier offers: $97, $197 for more comprehensive offers.
  
  
• High-ticket offers: Use this sparingly at $297, $497, and $997. In these cases, make sure you’re delivering high value to back up that price.
  
  

Final Tip: Keep Your Pricing Consistent

While using 7s and 9s can increase conversions, don’t go overboard. You don’t want to confuse your audience with inconsistent pricing. Make sure the value of the product aligns with the price.

Use 7s and 9s for affordable and entry-level offers, but for more premium products, make sure you clearly communicate the value and benefits so that the higher price feels justified.

How to Price and Create Your Entry Offers

(How to pick your first paid offer after your freebie)

Now that you’ve introduced your freebie and have started building trust with your audience, it’s time to take the next step in your value ladder — introducing your entry-level paid offers. These are your low-ticket products (usually priced between $19 and $97) that are designed to help your audience get more value and move one step closer to their goals.

In this video, we’re going to explore how to price and create your entry offers in a way that’s easy for your audience to say yes to, while providing them with real value that sets the stage for your higher-ticket offers.

What Are Entry Offers and Why Do They Matter?

Before we dive into the “how,” let’s talk about why entry offers are so important.

An entry offer is the first paid product you offer after someone has consumed your free content. This is usually a low-cost offer designed to introduce your audience to the transformation you provide, without making them commit to a large financial investment.

Here’s why entry offers matter:

1. They Convert Leads into Paying Customers:
   Your freebie gets people interested, but your entry offer turns them into paying customers. This is your chance to start monetizing the relationships you've built and turn followers into buyers.
   
   
2. They Build Trust and Credibility:
   Entry offers give your audience a taste of what you have to offer. When they see that your low-ticket offer provides value, they are more likely to purchase from you again in the future.
   
   
3. They Prepare Your Audience for Higher-Ticket Offers:
   Once people invest in your entry-level product, they’re more likely to trust you with higher-ticket offers because they’ve experienced the value you provide.
   
   

How to Price Your Entry Offers

Pricing your entry offers can be tricky because you don’t want to price too low (and undervalue your work) or too high (and make it hard for your audience to say yes).

Here’s how to find that sweet spot:

1. Consider the Value You’re Offering

Your entry offer should solve a specific problem and offer real value, but keep in mind that it doesn’t need to be over-the-top complex. You want to provide just enough value to make your audience feel like they’ve received more than what they paid for.

For example:

• A $27 mini-course might cover a specific topic like “How to Create Content for Instagram” and offer step-by-step instructions and actionable tips.
  
  
• A $47 workbook could provide a detailed roadmap or template that helps your audience complete a specific task (like creating their first digital product).
  
  

The key is to price it at a level where your audience feels like they’re getting real value without hesitation.

2. Price for Accessibility

Entry offers are designed to be affordable and low-risk for your audience. Your goal here is to make it easy for them to say “yes”. Generally, you want to price your entry offer between $19 and $97.

Consider:

• $19 for a simple digital download or mini-guide.
  
  
• $29–$49 for a mini-course or live workshop.
  
  
• $97 for more comprehensive products, like a full training or program.
  
  

This range ensures that your audience doesn’t feel like they’re making a huge commitment but still values what you’re offering.

3. Don’t Undervalue Yourself

While you want to keep it affordable, don’t sell yourself short. Your time, expertise, and content are worth more than a $5 price tag. Remember, the goal is to build a business and not just give away your expertise for free. Even an entry offer should reflect your value and the results your audience will get from it.

How to Create Your Entry Offer

Now that you know how to price your entry offer, let’s talk about creating the actual product. Entry offers should be quick to consume, actionable, and focused on delivering a specific result.

Here’s how to create a successful entry offer:

1. Solve a Specific Problem

The first step in creating your entry offer is to solve a specific problem for your audience. You don’t need to solve every problem they have; just one problem at a time. This will help you create a laser-focused product that provides real value.

For example:

• If you’re a fitness coach, your entry offer could be a “7-Day Meal Prep Guide” to help people eat healthier without the overwhelm.
  
  
• If you’re a business coach, your entry offer could be a “Step-by-Step Instagram Growth Strategy” that walks people through actionable steps for growing their followers.
  
  

Your entry offer should help your audience take immediate action and experience a quick win.

2. Make It Simple and Consumable

When creating your entry offer, don’t overcomplicate things. Your audience is looking for simple, easy-to-digest content that they can apply right away.

For example:

• Short video tutorials: Keep them under 15-20 minutes to avoid overwhelming your audience.
  
  
• PDF guides: Keep them short and actionable. No one wants to read a 50-page document when they’re just starting out.
  
  
• Checklists or templates: These are easy to use and implement, and they provide immediate value.
  
  

The goal is for your audience to complete the offer quickly and see tangible results, so they trust you enough to move to your next level offers.

3. Use a Simple Format

You don’t need to get fancy with your entry offer. Just focus on making it straightforward and easy to access.

Some formats to consider:

• Mini-courses: 2-3 lessons that walk your audience through the basics of a specific topic.
  
  
• Workbooks or guides: A step-by-step resource that helps your audience implement what they’re learning.
  
  
• Templates: Ready-made templates that make it easy for your audience to take action (e.g., social media calendars, content creation templates, etc.).
  
  

The format you choose should depend on the type of value your audience is looking for, but remember to keep it simple and actionable.

How to Promote Your Entry Offer

Now that you’ve created your entry offer, the next step is promoting it to your audience. Here’s how you can drive traffic and increase sales:

1. Promote Your Freebie First
   The easiest way to sell your entry offer is to promote it after your freebie. Once someone grabs your free resource, you can direct them to your paid product as the next step in their journey.
   
   For example:
   
   
• After someone downloads your free guide, you could say, “Now that you have the guide, if you want more in-depth training, check out my $27 mini-course.”
  
  
2. Leverage Social Media
   Use Instagram Stories, Reels, and Posts to promote your entry offer. Make sure to use clear CTAs like “Swipe up to get started!” or “Link in bio to grab your offer.”
   
   
3. Email Marketing
   Once someone signs up for your freebie, you can send them a nurturing email sequence that introduces your entry offer. Make sure to use clear and direct CTAs to guide them to the purchase.
   
   

Final Tip

Entry offers are about getting your audience to take action without the pressure of a high-ticket commitment. They should solve a specific problem, offer immediate value, and be priced at a level that feels easy for your audience to invest in.

Create an entry offer that leads to transformation, not just information. The more value you offer at this stage, the more likely your audience will trust you with higher-priced offers down the road.

By creating an effective entry offer, you’re not only building trust, you’re also setting the stage

💸 The Soul Social Vault

Everything you need to grow online — without burnout, gatekeeping, or guesswork.🗝
WHAT'S INSIDE
✔️ 200+ bite-size lessons on offers, sales, automation, branding
✔️ Step-by-step structure: beginner to advanced
✔️ Kajabi, Stan Store, and ManyChat training included
✔️ Learn how to price, sell, and scale your digital products
✔️ Bonus trainings, swipe files, and mini-masterclasses added monthly

for future sales and long-term customer loyalty.