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Make It 5X As Expensive

Name: Make It 5X As Expensive
Uploaded: 2026-01-29T17:30:00+00:00
Duration: 22 s
Channel: Shanli Liu, CPA, CTP
Description: In this brief monologue, the speaker explains a pricing strategy for upsells. They argue that many businesses price upsells too close to the original…

29 Jan 2026 · 0 min

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In this brief monologue, the speaker explains a pricing strategy for upsells. They argue that many businesses price upsells too close to the original product (e.g., $100 base, $120 upsell), which is ineffective. The speaker introduces the concept of "fractal" customer spending: the top 20% of customers spend roughly five times more than the bottom 80%. Based on this, they recommend setting upsell prices at about five times the base price. If even just the top 20% of customers purchase the higher‑priced upsell, the business can double its revenue.

A lot of people don't know how to price their upsells. They have one thing for $100 and they try and upsell a second thing for $120. That's not how you want to do it. Customers tend to be fractal, meaning that the top 20% has 5 times the spending power of the bottom 80%. And so if you're going to do an upsell, make the upsell 5 times more so that even if 20% of people buy something at 5x the price, you double your revenue.