How to Price Items on Facebook Marketplace: A Seller's Guide

That couch you're replacing. The bike your kids outgrew. Those electronics gathering dust in a drawer.

You know you should sell them. But one question stops you: How much should you charge?

Price too high and your listing collects dust. Price too low and you leave money on the table—or worse, attract flaky buyers who vanish after messaging "Is this available?"

Here's how to price your items like a seasoned Marketplace seller.

Why Your Price Affects More Than Your Wallet

Your price is the first thing buyers see after your photo. Fair prices attract clicks. Unfair prices get scrolled past.

But pricing shapes more than your bottom line. It determines who messages you.

Rock-bottom prices bring bargain hunters who lowball, waste your time, and ghost on meetups. Sky-high prices scare off buyers who would have paid a fair amount.

The goal: competitive pricing with room to negotiate.

Step 1: Research Your Local Market

Before pricing anything, research what similar items sell for in your area.

Here's how:

1. Search Facebook Marketplace for identical items. Sort by "Newest first" to see current prices.
2. Check eBay's "Sold" listings to see what buyers actually paid—not just asking prices.
3. Browse Craigslist and OfferUp for a broader market view.
4. Note item condition carefully. A pristine couch commands more than a stained one.

Location matters. A $500 desk in San Francisco might fetch only $200 in a smaller city. Know your local market.

Step 2: Price Based on Condition

Be honest about what you're selling. Buyers spot mismatches between descriptions and reality—and they'll call you out.

Pricing guide by condition:

Example: A $1,000 TV that's two years old and works perfectly? Expect $400-$600. That same TV with a cracked corner? $100-$200.

Step 3: Build in Negotiation Room

Here's a secret: every buyer expects to negotiate.

List at your absolute minimum and you have nowhere to go. Buyers will still try to talk you down. You'll either lose the sale or feel cheated.

Price 10-20% above your minimum acceptable price instead.

Example:

• You want at least $100 for your coffee table
• List it at $120
• Buyer offers $100—you "reluctantly" accept
• Everyone walks away happy

The higher starting price makes your target feel like a "deal" to the buyer.

Step 4: Use Psychological Pricing

There's a reason stores price items at $19.99 instead of $20. Our brains see "$19" and think "teens" instead of "twenties."

Tactics that work:

• End prices in 9 or 5: $149, $95, $75
• Skip round numbers: $125 feels more calculated than $100
• Use price ranges: "$80-$100" signals you're open to offers

Small changes create big shifts in buyer perception.

Step 5: Know When to Drop Your Price

Listing up for days with zero messages? Time for a price adjustment.

Lower your price when:

• No messages after 3-4 days
• High views but zero inquiries
• Similar items are selling for less

How much to drop: Start with 5-10%. Price drops trigger notifications to everyone who saved your listing. That reminder alone sparks fresh interest.

Still not selling? Try:

• Relisting the item entirely
• Bundling with related items
• Waiting for seasonal demand (winter coats sell better in October than April)

The Hidden Cost of Pricing Too Low

Here's what most pricing guides skip: cheap prices attract flaky buyers.

When you price an item dirt cheap, you attract people who:

• Message five sellers and ghost four of them
• Lowball you even further
• Confirm a meetup, then never show

Data shows 66% of confirmed Facebook Marketplace meetups end in no-shows. Cheaper items? Even worse flake rates.

Why? A $20 item isn't worth rearranging anyone's schedule. When something comes up, they skip your meetup without a second thought.

The fix: Price fairly and filter for serious buyers with deposits. When someone pays a non-refundable deposit (applied toward the purchase price), they show up.

Understanding Facebook Marketplace Fees

Good news for local sellers: Facebook charges zero fees on local pickup sales.

Meet the buyer. Exchange cash. Keep 100%. No deductions.

Shipping through Marketplace? Different story:

• 10% fee on the total (item + shipping + tax)
• $0.80 minimum per transaction

For most sellers, local pickup wins. You skip fees and vet buyers in person.

Quick Pricing Formulas

For used items:

Fair Price = Retail Price × Condition Percentage

With negotiation room:

Listing Price = Target Price × 1.15

For fast sales:

Quick Sale = Lowest Comparable Listing × 0.90

6 Pricing Mistakes That Cost You Sales

1. Skipping research — "I paid $500, so it's worth $400" isn't how markets work. Check what similar items actually sell for.

2. Pricing too high — Your item sits while competitors sell theirs.

3. Pricing too low — You attract tire-kickers and leave money behind.

4. Ignoring condition — Scratches and wear reduce value. Be honest upfront.

5. Refusing to adjust — Zero messages is the market telling you something. Lower the price.

6. Forgetting seasonality — Winter coats in July = steep discounts. Time your listings strategically.

FAQ: Facebook Marketplace Pricing

How much should I price items on Facebook Marketplace?

Research comparable listings in your area, then add 10-20% above your minimum acceptable price for negotiation room. Factor condition: like-new items fetch 60-70% of retail; good condition typically sells for 40-60%.

Should I price high or low?

Neither extreme. Too high and buyers scroll past. Too low and you attract flaky bargain hunters. Target competitive pricing with a 10-20% negotiation buffer.

How much negotiation room should I leave?

Buyers expect 10-20% off your listing price. Want $100? List at $115-$120. Buyers feel they scored a deal. You hit your target.

Does Facebook Marketplace charge fees?

Not for local pickup—you keep 100%. Shipping through Marketplace costs 10% of the total (minimum $0.80), including shipping and tax.

When should I lower my price?

No interest after 3-4 days? Drop 5-10%. This notifies everyone who saved your listing. Still nothing after a week? Make a bigger cut or relist.

Why do cheap items attract flaky buyers?

Low-priced items mean low stakes. A $20 item isn't worth rescheduling for. When something comes up, buyers ghost. Deposits solve this—when buyers have skin in the game, they show up.

Stop Losing Time to No-Shows

You've nailed your pricing. Photos look sharp. Buyers are messaging.

Then... silence. They don't show.

Sellers waste 3+ hours monthly waiting for flaky buyers. That's time you'll never recover.

ShowdUp changes this. Instead of hoping buyers remember, ShowdUp sends automated SMS and email reminders. Buyers can pay a non-refundable deposit that's applied toward the purchase price.

The result? Sellers using ShowdUp see 80% fewer no-shows.

Ready to stop wasting time? Start your free 15-day trial.