Don't leave money on the table — How to find out if you're underpricing your products (and what to do about it)

April 16, 2024
0 minute read

This article originally appeared at Entrepreneur.com.



Do your customers know what your products are worth? That may seem like a bizarre question at first, but in reality, many businesses routinely fail to convey the actual value of their products. Unsurprisingly, this miscommunication is seldom in a business's favor.


More than 20 years ago, experts at McKinsey & Company found that between 80% and 90% of mispriced products are priced too low — and that remains true today. That's potential revenue lost right out of the gate, and more than you might think. A 1% increase in price without a change in the volume of products sold equates to an 11.1% increase in operating profits, according to this comprehensive study by Harvard Business Review published in 1992 and still widely cited today.


Where does value go?


Your products and services inherently create a certain amount of value for your customers. We'll call this the "actual value." In the ideal world, everything you sell would be priced based on the actual value. However, we don't live in the ideal world. Actual value is monstrously difficult to calculate and can fluctuate per customer.


Not all of your customers will be able to see, or frankly even benefit from, the total potential of any given product. Smartwatches, for example, can track hundreds of unique exercises, but if all you do is run, then the value of those additional features would be difficult to see. Marketing has an impact as well. Sticking with the smartwatch example, if you fail to effectively communicate a useful feature — leaving your potential customers unaware — then that can have a negative impact on this "perceived value."


Now, your customers may agree that your product produces a certain amount of value for them, but that doesn't mean they're willing to pay for it. Dozens of factors can impact how much a particular customer is willing to pay: urgency, income, brand loyalty, advertising, social impact, etc. Finding this number is tricky, yet highly rewarding. If you can identify the maximum amount your customers are willing to pay, you can maximize your profits while capturing as much value as possible.


Many companies are unable to determine exactly how much their customers are willing to pay. What that means is that the price your customers typically expect to pay is instead the "target price." This is the value that you and your team hopefully determined is as close to the actual willingness-to-pay value as possible.


Finally, if you work in a sales-heavy field you may find additional value being lost to concessions and discounts. In this situation, the final price paid would be known as the "realized price." How much value was lost between all of these steps? Many think quite a bit. Bain and Company found after interviewing dozens of CEOs, CMOs and other executives at more than 1,700 companies that roughly 85% of those who responded believed they could be doing a better job making pricing decisions.


How can I capture more value?


Let's begin by trying to understand how much our customers are actually willing to pay for our products or services. We can do this by surveying our customers, assembling focus groups, experimenting with pricing or even hosting an auction.


If we're not happy with how much our customers are willing to pay, we may need to take a step back and instead focus on their perceived value of your product or service. When we help our customers see more value through activities like branding, outreach and communication we directly increase how much they're willing to pay.


Alternatively, we can choose to adopt a different pricing structure entirely. More and more service-based businesses are looking towards metric-based pricing to offer an adaptive structure that better aligns with the perceived value of each unique customer. Some examples of metric-based pricing are usage-based like gym punch passes and cellular minutes, or user-based pricing, which is a popular choice in the SaaS realm.


There are great examples of metric-based pricing all around us. Mechanics often charge per hour while bowling alleys frequently charge per game. These metrics work because they're reasonable, predictable and fair.


Don't miss out on potential profit


Let's look at the math together. Imagine with me for a moment that you own a coffee shop selling lattes for $5 each. These lattes cost you $1 to make, earning you $4 in profit. If you sold 100 lattes, unsurprisingly you would make $400 in profit.


However, unbeknownst to you, your customers are willing to pay $7 for that same latte. That's a more generous $6 in profit, netting you an additional $200 per 100 lattes sold — a 150% increase. In fact, even if you wound up selling fewer lattes — let's say 90 instead of 100, that's still a 135% increase in profits.


In short, don't leave any money lying on the table. If your customers are willing to pay more, now is the time to find out.


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By Shawn Davis April 1, 2026
Core Web Vitals aren't new, Google introduced them in 2020 and made them a ranking factor in 2021. But the questions keep coming, because the metrics keep changing and the stakes keep rising. Reddit's SEO communities were still debating their impact as recently as January 2026, and for good reason: most agencies still don't have a clear, repeatable way to measure, diagnose, and fix them for clients. This guide cuts through the noise. Here's what Core Web Vitals actually measure, what good scores look like today, and how to improve them—without needing a dedicated performance engineer on every project. What Core Web Vitals measure Google evaluates three user experience signals to determine whether a page feels fast, stable, and responsive: Largest Contentful Paint (LCP) measures how long it takes for the biggest visible element on a page — usually a hero image or headline — to load. Google considers anything under 2.5 seconds good. Above 4 seconds is poor. Interaction to Next Paint (INP) replaced First Input Delay (FID) in March 2024. Where FID measures the delay before a user's first click is registered, INP tracks the full responsiveness of every interaction across the page session. A good INP score is under 200 milliseconds. Cumulative Layout Shift (CLS) measures visual stability — how much page elements unexpectedly move while content loads. A score below 0.1 is good. Higher scores signal that images, ads, or embeds are pushing content around after load, which frustrates users and tanks conversions. These three metrics are a subset of Google's broader Page Experience signals, which also include HTTPS, safe browsing, and mobile usability. Core Web Vitals are the ones you can most directly control and improve. Why your clients' scores may still be poor Core Web Vitals scores vary dramatically by platform, hosting, and how a site was built. Some of the most common culprits agencies encounter: Heavy above-the-fold content . A homepage with an autoplay video, a full-width image slider, and a chat widget loading simultaneously will fail LCP every time. The browser has to resolve all of those resources before it can paint the largest element. Unstable image dimensions . When an image loads without defined width and height attributes, the browser doesn't reserve space for it. It renders the surrounding text, then jumps it down when the image appears. That jump is CLS. Third-party scripts blocking the main thread . Analytics pixels, ad tags, and live chat tools run on the browser's main thread. When they stack up, every click and tap has to wait in line — driving INP scores up. A single slow third-party script can push an otherwise clean site into "needs improvement" territory. Too many web fonts . Each font family and weight is a separate network request. A page loading four font files before rendering any text will fail LCP, especially on mobile connections. Unoptimized images . JPEGs and PNGs served at full resolution, without compression or modern formats like WebP or AVIF, add unnecessary weight to every page load. How to measure them accurately There are two types of Core Web Vitals data you should be looking at for every client: Lab data comes from tools like Google PageSpeed Insights, Lighthouse, and WebPageTest. It simulates page loads in controlled conditions. Lab data is useful for diagnosing specific issues and testing fixes before you deploy them. Field data (also called Real User Monitoring, or RUM) comes from actual users visiting the site. Google collects this through the Chrome User Experience Report (CrUX) and surfaces it in Search Console and PageSpeed Insights. Field data is what Google actually uses as a ranking signal — and it often looks worse than lab data because it reflects real-world device and connection variability. If your client's site has enough traffic, you'll see field data in Search Console under Core Web Vitals. This is your baseline. Lab data helps you understand why the scores are what they are. For clients with low traffic who don't have enough field data to appear in CrUX, you'll be working primarily with lab scores. Set that expectation early so clients understand that improvements may not immediately show up in Search Console. Practical fixes that move the needle Fix LCP: get the hero image loading first The single most effective LCP improvement is adding fetchpriority="high" to the hero image tag. This tells the browser to prioritize that resource over everything else. If you're using a background CSS image for the hero, switch it to anelement — background images aren't discoverable by the browser's preload scanner. Also check whether your hosting serves images through a CDN with caching. Edge delivery dramatically reduces the time-to-first-byte, which feeds directly into LCP. Fix CLS: define dimensions for every media element Every image, video, and ad slot on the page needs explicit width and height attributes in the HTML. If you're using responsive CSS, you can still define the aspect ratio with aspect-ratio in CSS while leaving the actual size fluid. The key is giving the browser enough information to reserve space before the asset loads. Avoid inserting content above existing content after page load. This is common with cookie banners, sticky headers that change height, and dynamically loaded ad units. If you need to show these, anchor them to fixed positions so they don't push content around. Fix INP: reduce what's competing for the main thread Audit third-party scripts and defer or remove anything that isn't essential. Tools like WebPageTest's waterfall view or Chrome DevTools Performance panel show you exactly which scripts are blocking the main thread and for how long. Load chat widgets, analytics, and ad tags asynchronously and after the page's critical path has resolved. For most clients, moving non-essential scripts to load after the DOMContentLoaded event is a meaningful INP improvement with no visible impact on the user experience. For websites with heavy JavaScript — particularly those built on frameworks with large client-side bundles — consider breaking up long tasks into smaller chunks using the browser's Scheduler API or simply splitting components so the main thread isn't locked for more than 50 milliseconds at a stretch. What platforms handle automatically One of the practical advantages of building on a platform optimized for performance is that many of these fixes are applied by default. Duda, for example, automatically serves WebP images, lazy loads below-the-fold content, minifies CSS, and uses efficient cache policies for static assets. As of May 2025, 82% of sites built on Duda pass all three Core Web Vitals metrics — the highest recorded pass rate among major website platforms. That baseline matters when you're managing dozens or hundreds of client sites. It means you're starting each project close to or at a passing score, rather than diagnosing and patching a broken foundation. How much do Core Web Vitals actually affect rankings? Honestly, they're a tiebreaker — not a primary signal. Google has been clear that content quality and relevance still dominate ranking decisions. A well-optimized site with thin, irrelevant content won't outrank a content-rich competitor just because its CLS is 0.05. What Core Web Vitals do affect is the user experience that supports those rankings. Pages with poor LCP scores have measurably higher bounce rates. Sites with high CLS lose users mid-session. Those behavioral signals — time on page, return visits, conversions — are things search engines can observe and incorporate. The practical argument for fixing Core Web Vitals isn't just "because Google said so." It's that faster, more stable pages convert better. Every second of LCP improvement can reduce bounce rates by 15–20% depending on the industry and device mix. For client sites that monetize through leads or eCommerce, that's a revenue argument, not just an SEO argument. A repeatable process for agencies Audit every new site before launch. Run PageSpeed Insights and record LCP, INP, and CLS scores for both mobile and desktop. Flag anything in the "needs improvement" or "poor" range before the client sees the live site. Check Search Console monthly for existing clients. The Core Web Vitals report surfaces issues as they appear in field data. Catching a regression early — before it compounds — is significantly easier than explaining a traffic drop after the fact. Document what you've improved. Clients rarely see Core Web Vitals scores on their own. A monthly one-page performance summary showing before/after scores builds credibility and makes your technical work visible. Prioritize mobile. Google uses mobile-first indexing, and field data shows that mobile CWV scores are almost always worse than desktop. If you only have time to optimize one version, do mobile first. Core Web Vitals aren't a one-time fix. Platforms change, new scripts get added, campaigns bring in new widgets. Build the audit into your workflow and treat it like any other ongoing deliverable, and you'll stay ahead of the issues before they affect your clients' rankings. Duda's platform is built with Core Web Vitals performance in mind. Explore how it handles image optimization, script management, and site speed automatically — so your team spends less time debugging and more time building.
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