Reverse Psychology Pricing
Sometimes explicitly telling customers not to buy increases their desire to purchase.
Explanation
Reverse psychology in pricing works by creating artificial scarcity or exclusivity through rejection. When you tell customers they're not ready, can't afford it, or aren't the right fit, you trigger reactance—the psychological drive to want what's restricted. This positions your product as exclusive and makes customers work to qualify themselves, increasing perceived value.
Real-World Example
Hermès makes customers prove worthiness before selling Birkin bags—waitlists and relationship requirements increase desire. Some consulting firms reject prospects who aren't ready for premium services. High-end gyms require interviews and referrals, making membership feel exclusive.
How to Apply
Create qualification criteria that screen out price-sensitive customers. Use phrases like 'This isn't for everyone' or 'Only if you're serious about X.' Require applications, referrals, or waiting periods. Make customers convince you they're ready. Use rejection as positioning tool, not actual exclusion.