Reference Points, Tiers, and the Decoy Effect

Find the full episode and bonus content on our Substack: https://designbetterpodcast.com/p/etinosa-agbonlahor

For product teams at startups and established tech giants alike, finding the right pricing and value proposition often feels more like alchemy than science. It’s a high-stakes game of guesswork involving the complex psychology, shifting values, and ingrained behaviors of your customers. While it can take years of trial and error to dial in, our guest today is here to help us decode the pricing formula and understand the behavioral drivers that make a product indispensable.

Etinosa Agbonlahor is a behavioral economist and founder of Decision Alpha, a consultancy that helps businesses understand the psychology behind how people make financial decisions. She’s worked with organizations like Fidelity and Commonwealth Bank of Australia studying how people save, spend, and invest — and she’s turned those insights toward one of the trickiest challenges any business faces: pricing.

In this episode, Etinosa walks us through the cognitive shortcuts that shape how customers perceive value — from anchoring and the decoy effect to the surprising power of round numbers. She explains why pricing should be a conversation that starts early in product development, not an afterthought tacked on at launch. And she offers practical guidance for freelancers and studio owners who struggle with that uncomfortable moment of telling a client what they charge.

We even put her to work live on the show, walking through the Design Better membership page to diagnose what’s working and what we could improve. Her advice was immediate, specific, and — honestly — a little humbling.

Whether you’re designing a SaaS pricing page or figuring out how to raise your freelance rates without apologizing, this one’s packed with insights you can use right away.

Bio

Etinosa Agbonlahor is a behavioral economist and CEO of Decision Alpha, a behavioral firm that helps businesses understand what customers value and turn that into clearer pricing and growth.

Passionate about helping people reduce financial stress and live healthier financial lives, Etinosa brings over a decade of experience working across the U.S., Australia, Africa, and the U.K.

She has shaped financial wellbeing, engagement, and customer behavior strategies for global financial institutions, private businesses, and venture-backed startups.

Her work has been featured in MarketWatch, Morningstar, and other leading platforms, highlighting her focus on how behavior drives healthier financial outcomes.

Etinosa is the author of How to Talk to Your Parents About Money, a guide to navigating complex financial conversations.

Learn more about your ad choices. Visit megaphone.fm/adchoices