The Psychology of Value: Why people pay more for the same thing
It's all about feelings
Two coffees. Same size. Same beans. One costs $3, the other $7. Somehow, the expensive one feels like a treat while the cheaper one just feels... normal.
It happens everywhere. Water bottles. Headphones. SaaS tools. Insurance plans. Same core, different price. And people still choose the higher one without flinching.
That decision isn’t based on logic. It’s based on feeling.
The story
A higher price only works if the story behind it lands first. People don’t just want something that works. They want something that feels smart, safe or just more them. If a product speaks to identity or gives quiet confidence, it wins.
That’s why one pair of plain shoes can sell for $60... and another for $200.
The kinds of emotional narratives people buy without event realizing it.
Small things
What makes something feel worth more? These cues don’t scream. They reassure. And reassurance adds weight to price.
- Calm, clear tone
- Layouts that don’t overwhelm
- Simple language that gets to the point
- Real-sounding reviews
- Honest, stable pricing
- Design that feels considered
If a $12 product feels like work and a $28 one feels effortless, people pick the second. Every time.
Is this worth it?
People rarely say what they’re actually thinking. On the surface, it’s about price. Underneath, it’s about trust, effort, and comfort.
- Can I trust this to do what it promises?
- Will it make things easier for me?
- Will I feel good after buying it?
- Will I regret going for the cheaper one?
You don’t need to impress. Just remove friction.
As simple as it gets
People don’t need to be convinced with long lists or bold claims. They just need to feel like they won’t be let down. Like they’re making a choice that won’t backfire.
Once people feel safe, they don’t need more reasons. They’re ready to pay.
