Is your company’s pricing strategy still viable?

Pricing is one of the most powerful tools you have as a business owner. It directly impacts your company’s profitability and long-term health. Set your prices too low, and you could be leaving money on the table. Set them too high, and you might see customers flock to cheaper competitors.

Your goal should always be to find that sweet spot where your prices are competitive but still support healthy profit margins and sustainable growth. The tricky part? That sweet spot is a moving target. To stay on top, you need to reevaluate your pricing strategy regularly.

Let's walk through how you can analyze your current pricing and make smart adjustments that set your business up for success.

Start by Crunching the Numbers

Before you can make any strategic decisions, you need to understand your financial landscape. Grab your financial statements and dig into the data.

Cover Your Costs

First, make sure your current prices cover all your expenses. This includes both:

• Direct costs: Think labor, materials, and anything directly tied to producing your product or service.
• Indirect costs: These are your overhead and administrative expenses, like rent, utilities, and salaries for non-production staff.

Monitoring these costs is non-negotiable, especially in today’s volatile economy. Rising expenses from suppliers, vendors, or labor can quickly eat into your margins if your prices stay the same. By regularly reviewing the relationship between your expenses and pricing, you can make proactive adjustments instead of reacting after the damage is done.

Find Your Breakeven Point

Calculating your breakeven point is another essential step. This metric tells you exactly how many units you need to sell at a specific price to cover all your costs. Every sale beyond that point is pure profit. It’s a fantastic starting point for assessing whether your current sales volume aligns with your pricing strategy.

Benchmark Against Competitors

Take a look at what your competitors are charging and compare their prices to yours. If there’s a major difference—either higher or lower—and you can't justify it, you could be hurting your sales and your brand's reputation. You need to understand your position within the market to price effectively.

Listen to Your Customers

Your customers’ behavior can be a clear signal that your pricing is off.

Are you getting constant pushback on price during sales calls or from customer service interactions? If so, it might be time to consider a slight price reduction. On the flip side, if sales are closing unusually fast with little to no resistance, it could be a sign that your prices are too low and you have room to increase them.

Try Customer Segmentation

Customer segmentation is the process of dividing your customer base into smaller groups with shared characteristics. This allows you to tailor your pricing to what each segment values. For instance, some customers might be willing to pay a premium for faster service or a customized solution. Segmenting your audience provides cleaner, more useful data that fuels smarter decision-making.

Adjust Your Prices with Caution

If your analysis reveals that your profit margins are too thin, you might decide it's time to raise prices. But don't jump in without a plan.

Start by increasing the price of one or two of your strongest sellers and watch the impact closely. If sales hold steady, you’re likely on the right track. Even a small price increase can significantly boost profitability. If sales drop, you’ll need to go back to the drawing board.

Communicate Clearly

When you raise prices, clear communication is crucial. Explain the "why" to your customers in plain language, focusing on the value you provide. Highlight what makes your business different and better than the competition, whether it’s your quality, expertise, or service. Customers are often willing to pay more when they understand the value they're receiving.

Of course, sometimes you might choose to lower prices, either for a limited time or permanently. In these cases, communication is just as important. You’ll want to shout it from the rooftops! Develop a marketing plan that effectively communicates the new, lower price and all the exciting details.

Need a Hand?

In today’s roller-coaster economy, a viable pricing strategy requires ongoing analysis and a sharp eye. You need to regularly review your margins, assess the market, and ensure your prices align with your strategic goals and what your customers value.

Feeling like you could use some objective guidance? We’re here to help. At SD Mayer & Associates, we’re more than just accountants—we’re your partners in success. We can help you analyze your costs, apply the right metrics, and optimize your prices based on current market dynamics. Let’s get started on building a more profitable future for your business today.