Onfire_02_01
Member
So for the last year and a half I have had three cleaning packages for my customers to choose from. Budget package was cleaning open areas only for $30 per room. Silver package included moving furniture and stain guard for $45 per room. Gold package added on prevacumming and agitation after prespray (properly cleaning carpets to iicrc standards) for $55 per room. I have experimented with pitching the budget package first and the gold package first. North of 50% of my customers would pick the budget package. And the rest would split between the silver and gold.
For the last three weeks I have removed the option for customers to choose the budget package and only offered the silver and gold packages at the same prices. North of 80% to almost all of my customers have chosen the gold package even though I don't describe/pitch the packages any differently than I use to.
There is a massive psychological difference between offering three packages with a $25 per room difference and offering two packages with a $10 per room difference. I can only assume that customers are saying "it's only a $10 difference I might as well pick the better package". My close rate has remained unchanged at about 80%.
For the last three weeks I have removed the option for customers to choose the budget package and only offered the silver and gold packages at the same prices. North of 80% to almost all of my customers have chosen the gold package even though I don't describe/pitch the packages any differently than I use to.
There is a massive psychological difference between offering three packages with a $25 per room difference and offering two packages with a $10 per room difference. I can only assume that customers are saying "it's only a $10 difference I might as well pick the better package". My close rate has remained unchanged at about 80%.