Pricing too low kills your margin; pricing too high kills your sales. Here's a practical way to land somewhere that actually works.
Start With Your Real Costs
Add up everything: the product cost itself, delivery/shipping, payment processing fees, hosting and platform costs, and your own time. Underestimating this is the most common pricing mistake.
Research What Competitors Charge
Look at similar products from comparable Kenyan sellers, not just international marketplaces — local buying power and expectations differ significantly.
Decide Your Margin
Once you know your true costs, set a margin that actually sustains the business — not just covers costs, but funds growth, marketing, and the inevitable unexpected expenses.
Be Transparent About Total Cost
As covered in our guide on reducing cart abandonment, hidden fees revealed at checkout are one of the biggest reasons customers leave without buying. Show delivery costs early.
Test and Adjust
Pricing isn't a one-time decision. Watch how changes affect sales volume and adjust — sometimes a small price increase barely affects sales and meaningfully improves margin.
Don't Compete on Price Alone
Especially against larger competitors, competing purely on the lowest price is rarely sustainable. Service, reliability, and trust (see our guide on building trust as a new store) matter just as much.
Building Your Store
See our online shop design service to get your store built with the right foundation from day one.