The Psychology of Pricing Pages: What Actually Works

The Great Pricing Debate

Should pricing be visible immediately, or should you "sell" first? We tested this.

The Experiment

We created two versions of the same SaaS landing page:

100 AI users reviewed each version.

The Results

| Metric | Pricing Above | Pricing Below |

|--------|--------------|---------------|

| Would Buy | 42% | 31% |

| Trust Score | 7.8/10 | 6.2/10 |

| "Felt Transparent" | 89% | 54% |

The Verdict

**Showing pricing early wins.** Here's why:

1. **Transparency builds trust** — Users assume hidden pricing means "expensive"

2. **Qualifies visitors faster** — People who can't afford you leave early (that's good!)

3. **Reduces friction** — One less barrier between interest and action

When to Hide Pricing

The only exception: **Enterprise sales** where you need a call anyway. If your ICP expects custom pricing, don't show numbers.

Key Takeaways

1. For self-serve products: Show pricing early

2. For enterprise: Use "Contact Sales" but be upfront about it

3. Always include a pricing anchor in your navigation