The Reason Guesswork is Bad in Startups
Most early-stage teams do not believe in pricing experiments since they feel that they should achieve growth first. They believe that the correct price will become clear when the product has some users.
This rarely happens. Pricing too late means that the team realizes that their “best” features are not revenue-generating or that users were never meant to pay. They then scramble to add paywalls or plans that don't match real value perception.
Pricing is not a second thought. It is part of product design. When you make it something that you can put to the test early, you get direction and confidence. That is possible with the Fake Gate Test.
The Fake Gate Test in Real Terms
The Fake Gate Test, also called Fake Door Testing, is a small design experiment that measures intent. It shows you the number of users who are willing to pay for a certain feature or plan.
You can do this by adding a premium feature that appears as a button or part that is not a full flow of payment, even though it is called a gate, inside your product. When users click on it, they get to see the following message:
“This feature is part of our Pro Plan, coming soon*.”
One click gives you a powerful indication of interest and purpose. When you display two versions at varying prices, you can observe the effects of the perception of value at varying numbers.
This strategy is not all about fooling users. It is the learning of what is most important to them before you invest development time and money.
Why Design is the Right Space for Testing
Surveys and interviews can be useful, but they rely on what users do. Design experiments record the actions of the users.
You are putting the test in your real interface, so you have a real moment of decision. The users are already involved with your product, and therefore, their behavior is real. That is far more reliable than answers on a form.
Design-led pricing tests are also fast, inexpensive, and transparent. They use the existing UI to collect data, so you can learn within days.
How to Run a Two-Week Monetization Mockup
You can complete a simple Fake Gate Test in about two weeks. Here’s how to do it step by step.
Step 1: Identify a Premium Feature
Select one of the features that seems to be part of a paid plan. This should be something that users already have or something that can definitely save time, money, or effort.
Example: If you have a note-taking app, the ability to export in multiple formats or integrate with Slack could be considered premium.
Ask yourself:
- Does this feature solve an important problem?
- Would advanced users appreciate early access to it?
Step 2: Create the Gate
Include a visible button or area on your product where the premium feature is. It should looks like a natural part of the interface.
When a user clicks, show a simple modal or pop-up that says:
“This feature will be available in our upcoming Pro Plan.”
“Join the waitlist to get early access.”
This message is honest and clear. It communicates that the feature is not live yet, but you are exploring interest.
Step 3: A/B Testing the Two Prices
Now create two versions of the same design.
- Version A: The modal mentions a $10/month Pro Plan.
- Version B: The modal mentions a $50/month Pro Plan.
No real payment is processed. The goal is to observe how users react to the price difference.
Step 4: Measure the Metrics
Focus on two key numbers:
- Click-Through Rate (CTR): How many users click the premium feature?
- Abandonment Rate at the Gate: How many users exit after seeing the modal?
If many people click but stop at the price, the feature is desirable, but the pricing might be high. If fewer people click overall, the feature may need better framing or clearer value.
How to Interpret Your Findings
The Fake Gate Test gives you more than numbers. It teaches you the way people interpret the value of your product.
If both the $10 and the $50 versions receive comparable engagement, your users would perceive high value, and the price can be adjusted.
When the engagement drops at $50, then that's your upper limit.
When few users are clicking either gate, the feature may not have the premium feeling yet.
These trends help you with your further action. You may refine the language, customize the design, or experiment with another feature.
Remaining Ethical in Testing
Transparency is essential. The goal is to measure curiosity, not to deceive. Always make sure that this feature is part of an upcoming plan.
You can use the follow-up by saying to those who have clicked:
“Thank you for showing interest in our Pro Plan. We’re testing different pricing options and would love your feedback.”
This builds trust and reminds users that their input shapes the future of the product.
The Reason You Should Test Pricing before Scaling
When you are moving fast, every sprint matters. Building before validating is like hiking without a map. You may reach the top, but it might not be the right mountain.
Testing pricing early helps you:
- Target development of the real revenue-generating features.
- Focus product direction on actual customer value.
- Observe statistics that can be applied to fundraising or investor meetings.
- Give your design team a measurable role in growth decisions.
Take the First Step
When you do not know how to price your product, begin with a small price. Add one gate. Watch how users respond. Learn what they value most before you ship a single new feature.
Every founder faces uncertainty, but progress starts with exploration. The Fake Gate Test is your trail marker and a simple way to turn uncertainty into insight.
Finding Clarity in the Fog of Pricing with Meadowloop
At Meadowloop, we help startups test ideas and gain traction through guided UX sprints. Our Loop Momentum Sprint assists in price validation, enhancement of activation, and purposeful growth design.
Get Momentum: Test willingness to pay before launch.
