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Charge More
— Patrick McKenzie (kalzumeus.com)
How did the Meridian deal close?
You mentioned it was down to price. What happened?
Lost it. Dropped 20% off list and still couldn't close. Two deals gone this month on price. Starting to think we're priced wrong for the market.
On price objections
Price objections almost always mean value hasn't landed yet — not that you're expensive. This reframe changes how you position before procurement.
How do you handle it in the room?
When procurement pushes on price, what do you actually say?
I usually try to hold and then cave. Offer a discount framed as a 'launch partner' rate. It feels gross and I don't think it's working.
On handling pricing objections
"Launch partner" rate is the worst possible frame — it signals you expect to raise prices while also signaling you'll fold. Pause before discounting. The objection is almost always about value clarity, not the number.
Stepping back — is the price actually wrong?
You've mentioned price twice. Is this about tactics — or is the price genuinely wrong for the market?
Honestly? I don't know. It feels like we set the price to match what we thought people would pay, not what the product is actually worth.
You're solving the wrong equation
You've been solving a defense problem. McKenzie's case is that you have an offense problem — you set the price too low. That's a completely different equation.
Your turn
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