The Background
Student founders trading at Anglia Ruskin's Christmas Markets pop-up were selling directly to the public for the first time, often without a tested price or pitch.
Lucy ran a live session on-site, working through pricing, positioning and conversion with founders between customers.
The Challenge
Untested pricing
Several founders had set prices without testing what the market at the pop-up would actually pay.
Inconsistent pitch to walk-up customers
Founders were explaining their product differently to each customer, without a consistent, quick pitch.
No structured way to convert interest
Interested customers were browsing and leaving without founders having a clear close.
The Solution
On-the-spot pricing review
Worked through each founder’s pricing live, adjusting against what customers at the market were actually paying for comparable items.
A tighter walk-up pitch
Built a short, consistent pitch each founder could repeat with confidence to every new customer.
A simple conversion prompt
Gave founders a clear, low-pressure way to move an interested browser to a sale.
The Transformation
Sharper pricing on the day
Founders left the session with pricing tested against real customer response rather than guesswork.
A repeatable pitch
Founders could deliver the same tight pitch to every customer instead of improvising each time.
More confident selling
Founders reported feeling more prepared to convert interest into sales for the rest of the market.
