Great pricing pages use customer psychology to guide people into purchasing the best plans for their needs with high conversion rates and extremely low bounce rates.
We have studied the best pricing pages we could find for small businesses and distilled the dos and don’ts of the trade. These pricing page dos and don’ts will also explain the psychology at work in both the positive and negative cases so you understand how to apply each technique to your pages.
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Do use an H1 that speaks to your customer
Try to speak to benefits your customers care about. “Pricing” isn’t a headline. It’s a placeholder. Read more.
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Do use simple plan names
Try to use easily understood plan names. Avoid potentially confusing jargon or industry terms.
Read more.
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Do use familiar iconography but be judicious
Use universal icons where appropriate, but avoid introducing new icons to your audience. Read more.
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Do use button copy that connects to user intent
Aligning button copy with user intentions reduces friction. Read more.
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Do focus on the important differences between plans
Highlight the important differences that you expect customers value most highly. Read more.
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Do highlight common features in an “all include” section below the table
Improve the plan table by factoring out the common features. Read more.
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Do feature a plan with color, size, and weight
Show with color and visual hierarchy what you think is best for customers. Read more.
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Do use a unique button style or copy for your featured plan
Using a unique CTA on your featured plan’s button further highlights it. Read more.
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Do include a below the table option to contact us or to reach sales
Some users will have questions or prefer to speak with a salesperson. Make it easy. Read more.
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Do include an FAQ specific to billing
Answer billing questions succinctly to parry customer objections. Read more.
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Do include a testimonial with a picture of a human
Testimonials with a real person showing are powerful social proof. Read more.
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Do show what people, businesses, or segments benefit best from different plans
Tell people what they should expect for each plan. Make it easy to identify which role they fit. Read more.
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Do offer to sell add-on products and services to customers on the pricing page
One time offers at the moment of sale are the easiest way to do two critical things. Read more.
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Do feature trust markers on the page
Guarantees and authority trust markers can improve page conversion. Read more.
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Do have a CTA on the bottom of the page
The second most important element on your pricing page. Read more.
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Don’t use “Pricing” as your H1
Your headline is the most important copy on the page. Read more.
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Don’t use “purchase” as your button copy
Learn how to use button copy to entice users to click. Read more.
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Don’t use non-standard icons for plan features
Icons can confuse more than explain if they aren’t universal. Read more.
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Don’t force customers to scan the table back and forth to see differences
Clarity often means simplicity. Clarity can drive purchasing behavior. Read more.
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Don’t show all plans as equals
All plans are not created equal. Understand why showing equal plans leads to bad customer decisions. Read more.
