Who to Sell to and at What Price?
The biggest sales mistake is not a low price – it's the wrong target group. If you don't know who you're selling to, you can't set prices correctly either. In this article we show you how to identify your target group, how to position your prices, and how to maximise profit with the right buyer segment.
Primarily price-focused but wants good condition items. Active Vinted and Facebook Marketplace user. Looks for: A+ and Original quality, good price/value ratio.
Looks for style and watches brands, buys based on TikTok and Instagram. Will pay more for a good piece if the brand / style is communicated.
Looks for quality at a premium price. Will pay for a good-condition branded item. Needs Extra and Cream quality, detailed description and photos.
Buys large quantities at a lower unit price. Thinks in kilos/lots, not individual pieces. Quick decision, little communication.
| Category | Original/A+ | Cream | Extra | Branded Extra |
|---|---|---|---|---|
| Coat / Jacket | ~€2–4 | ~€4–8 | ~€8–17 | ~€14–33 |
| Knitwear / Sweater | ~€1–2 | ~€2–5 | ~€5–10 | ~€8–19 |
| Trousers / Jeans | ~€1.50–3 | ~€3–6 | ~€6–11 | ~€11–22 |
| Shoes / Boots | ~€1.50–3 | ~€3–7 | ~€7–14 | ~€14–41 |
| Top / T-shirt | ~€0.80–1.50 | ~€1.50–3 | ~€3–7 | ~€7–14 |
Your existing buyers' profile shows who is attracted to your offerings. Age, platform, items purchased – all these give data about your target group.
Most sellers randomly mix segments. If you decide consciously (e.g. "I'm targeting the premium fashion-conscious young"), every decision – price, platform, photo style – becomes more consistent.
The budget buyer wants price and condition. The fashion-conscious young wants style and brand. The premium buyer wants material and detail. Different message, different photo, different hashtags for each.
Budget: Facebook Marketplace. Fashion-conscious young: TikTok, Instagram, Vinted. Premium: Vinted extra category, own Instagram. Reseller: direct contact, WhatsApp.
Try different pricing levels with same-quality items. The price at which items sell quickly and get good reviews – that's your target group's ideal price level.
1. Not cost price + fixed margin – price based on value. If a coat could sell for 3× what you listed it at, that's lost profit.
2. The price is a quality signal. If the price is too low, the buyer thinks something is wrong with the item – and doesn't buy it.
3. Check the competition – but don't blindly follow. If you work with better photos, more detailed descriptions and faster shipping, you can charge a higher price for the same item.
Fashion-conscious young (18–35), premium quality hunters. Willing to pay more for good quality. Ideal for Extra and Cream quality.
Broader age range, conscious bargain hunters. Local pick-up preferred. Good for Original and A+ quality, fast turnover at lower prices.
Young, trend-conscious 16–28 year olds. Branded vintage, Y2K, stylish pieces. Direct DM buying or Vinted profile link.
Returning buyers and resellers. Large lots, fixed prices, personal trust-based relationship.
If you target everyone, you're really targeting no one. A focused target group leads to higher conversion.
Market value-based pricing generally enables 2–3× higher prices than mechanical markup.
A Nike or Zara piece sells at branded price – but only if you highlighted the brand and condition in the listing.
If you sell premium items on Facebook Marketplace to the budget segment – the price war pushes prices down.
The first price is rarely the best. Test: if it's gone in 2 days, you probably underpriced.
An Extra coat and an Original t-shirt are not worth the same. Segmented pricing maximises total profit.
If all similar items go for €8 and you list at €2 – that not only loses profit, it also creates distrust.
If 80% of your listed items sell within 48 hours – you're probably underpricing. If they sit for 2 weeks – you may have started too high. The ideal: sells within a few days, not immediately.
The premium quality hunter (segment C) brings the highest margin per piece. The reseller (segment D) brings the largest single lot. The most profitable combination: segment C in retail + segment D for bulk remainder.
Yes, but on different channels and with different communication. Communicate premium items as branded on Vinted, Original bulk with price discounts on Facebook Marketplace. Don't mix them in the same listing.
Don't apologise for the price – instead justify the value. "Extra condition, original label intact, only worn twice" is much more effective than "unfortunately I have to charge this much for it".
Two options: 1) The price is genuinely high – look at the competition and market reality. 2) The communication is weak – the description and photos don't justify the price. Improve listing quality before you lower the price.
A small concession (5–10%) keeps the buyer and closes the deal. But don't go below 20%, and never demean yourself in negotiation – a short "this is my lowest, that's my offer" is elegant and firm.
Search Vinted for that brand + item + condition combination. Look at what price similar items have sold (not just listed). That's the market price – start from there or 10–15% above.
Yes, completely legitimate. Higher price on Vinted (premium target group), lower on Facebook Marketplace (budget target group). Just watch out that prices don't clash – if someone sees you on both platforms, it could be awkward.
The children's clothing target group (parents) is price-sensitive but quality-conscious. The optimal price: 20–40% of the new price for good condition. Damaged items: max 10–15%. Children's clothing needs to sell fast – don't overprice.
The most common: they list everything at the same low price because they're afraid nobody will buy. This locks them into the budget buyer segment – who never pays a premium. Price your good items higher confidently: the right buyer will pay it.
Pricing and target group go hand in hand. If you know who you're selling to, you know how much to ask and how to communicate the value. The 4 segments require different platforms, prices and messages – and your profit depends on how consciously you navigate between them. Start opening up to the premium segment too: your quality items deserve the higher price.
Extra, Cream, A+ and Original categories – you'll find the right goods for every segment with us.
Related articles: Pricing guide · Wholesale vs. retail · Scaling your business