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Your Prices for 2026
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If you're considering going into 2026 with an increase of prices, here are a couple of things you might want to consider: Forget inflation It has nothing to do with what you do or how this affects your business. First, it's not your customer's responsibility to make you profitable (if at all). Second, is the value of what you do 3% less with the fiscal change of the year? :) Third, everybody does it. Why not ignore it at all and zag, when everybody zigs? Just like approaching inflation, a little, incremental increase of your prices might not scare off your customers. It will also tell them, though, that the thing they get is pretty much the same as before... Make your peace with a higher price The way you help your customers (I'm taking you do something different in your market) is worth it to them. Your price is a reflection of your promise, so make your promise bold and different. Address it early Tell them now. Waiting for them to ask around and then find out the prices are different will create resistance. Plus, they'll have more power to negotiate you down... which will bring them to your old prices. Changed, not "changing" Your prices for 2026 changed and are X. It's a fact. It is what it is. "Changing" means it's still in the process, so that they can work something around or convince you that it's too early, they don't have the budget, it's too sudden, they need more time to think... You know the drill. You got this. Need help? LMK |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Price is the representation of your promise. If you have a high price, the implied promise is that it's of high value. It's the right message. If you have a low price, you're also sending the right message: of low value. The understanding of it is like a force of nature: it just happens. And fast. The question is: do you intend to send the message of low value or of high value? Either is ok. There's a market for everyone. Are you making the right message?
More often than not, there is a big focus on revenue as the thing to measure (success, growth, improvement). All of this nonsense of "Orders. Orders. Orders." The thing is, to someone new into a business or sales, this misbelief is misleading. Instead of seeing revenue as a proof of concept and an enabler of cash flow, they see it as the end. And then fail. On top of that "Orders, orders, orders." hides something unintendedly: you get to be an order-taker. Taking orders. Following orders....
Choosing revenue means choosing vanity. It means that what's important is what goes into the business. The today, rather than the long game. It dilutes the way you make decisions, because it's revenue over all. It dilutes your power to say no. It pushes you to comply with what your customer demands. And when revenue is not hitting the mark, you stench of desperation. So you get pushed down. To what they say. In fear. Revenue is not all.