Good–Better–Best: How Tiered Options Drive Revenue in Home Services

Maximizing Sales with Tiered Options: Good, Better, Best

Introduction

Offering three clear choices—Good, Better, Best—can significantly increase average ticket size, improve close rates, and enhance customer satisfaction. The effectiveness of this approach depends on making the differences between tiers obvious, pricing the middle option to be most attractive, and using a platform like Toolsey to present options, quote quickly, collect e-signatures on the spot, and track upsell impact.

Why Tiered Options Work

• Choice without overwhelm: Presenting three tiers empowers homeowners to make decisions confidently without feeling overwhelmed.
• Anchoring effect: Having a visible “Best” tier increases the perceived value of the “Better” option.
• Built-in upsell path: Clearly defined step-ups in warranty, materials, speed, or financing naturally encourage buyers to upgrade.
• Higher average order value (AOV): Most customers select the middle tier when its value is clear and compelling.
• Better satisfaction: Transparent options help reduce second-guessing and minimize refunds.

The Tiered Model at a Glance

• Good (Essential): Addresses code requirements and solves the primary problem at the lowest price.
• Better (Value): Includes upgrades such as longer life, improved aesthetics, faster scheduling, and enhanced warranty.
• Best (Premium): Offers top-tier materials, extended warranties, concierge scheduling, annual checkups, and financing perks.

Rule of thumb: Each tier should deliver meaningful outcomes—longer life, fewer callbacks, reduced noise, improved energy efficiency—not just additional features.

Example: Roofing Package

Materials and benefits can be customized for other trades, such as HVAC, gutters, landscaping, pest control, or remodeling. Always keep the language focused on benefits.

Pricing & Positioning Tips

• Price gaps: Structure pricing so Good is the baseline, Better is approximately 15–25% higher, and Best is 35–55% above the baseline.
• Make the middle irresistible: Ensure the middle tier offers the largest value jump and the most visible benefits.
• Include time/value perks: Add features like priority scheduling, extended warranties, and first-year maintenance or tune-ups.
• Offer financing for Better/Best: Address affordability concerns by providing financing options for higher tiers.
• Visual comparison: Use a three-column comparison to highlight the upgrade path.

Sales Playbook: Step-by-Step

1. Diagnose first, then propose: Identify the core problem and constraints such as timeline, budget, and aesthetics. Document photos and notes to support recommendations.
2. Present Good–Better–Best live: Focus on outcomes such as lifespan, comfort, energy savings, and reduced callbacks. Highlight “Better” as the recommended value and keep “Best” visible as an anchor.
3. Give a simple choice: For example, “Most homeowners choose Better for the longer warranty and the algae protection. Do you want to go with Better or take a look at Best for the tune-ups and priority scheduling?”
4. Close cleanly: Collect the signature, deposit, and schedule the installation. If the customer chooses Good, set a reminder to offer upgrades before the install.

Using Toolsey to Make It Frictionless

• Quotes & Option Sets: Create proposals with three options, clear benefits, and photos.
• Instant Follow-ups: Automatically send a comparison PDF and text link after the visit.
• E-Sign & Approvals: Collect signatures on the spot and store documents with the lead.
• 2-Way Texting: Respond to upgrade questions quickly and keep the conversation organized.
• Scheduling & Reminders: Book installations and set upgrade reminders before the install.
• Analytics: Monitor acceptance rates and AOV by tier, representative, and campaign.

If needed, proposal templates and module names can be tailored to fit your exact Toolsey setup.

Team Training Checklist

• Sales reps can clearly explain three outcomes per tier in everyday language.
• Comparison template is saved, complete with photos and warranties.
• Role-play sessions cover anchoring to “Better” and handling price objections.
• Financing one-liner is ready for Better and Best tiers.
• Upgrade reminder automation is set before installation.
• Weekly review of close rates and AOV by tier and by representative.

Objections & Easy Reframes

• “We just want the cheapest.”
• “Totally fine—Good solves the issue. Most clients choose Better because it runs cooler and adds 4 extra years of life for a small step up.”
• “Why is Best more?”
• “It includes premium materials, a longer warranty, and annual tune-ups so you won’t have to think about it for a decade.”
• “We need to think about it.”
• “I’ll text both options. Would you like me to hold next Thursday for a Better or Best install window? No pressure—easy to release.”

What to Measure (and Improve)

• Tier acceptance mix: percentage of Good, Better, and Best selections
• Average order value (AOV): overall and by representative
• Close rate by tier: from proposal to signed agreement
• Upgrade rate pre-install: frequency of upgrades from Good to Better/Best before the job
• Callback rate by tier: validate the actual value of Better and Best options

Review these metrics quarterly to adjust price gaps and refine benefits.

Real-World Tweaks That Raise AOV Fast

• Add priority scheduling and first-year maintenance to the Better tier.
• Bundle extended workmanship warranty and annual tune-up in the Best tier.
• Show before/after quality differences—such as photos, materials, or decibel charts for HVAC.
• Offer promotional financing on Best during seasonal campaigns.

Call to Action

Ready to implement the Good–Better–Best model with polished proposals, one-tap e-signatures, and analytics that demonstrate results? Build your three-tier template in Toolsey, send it by text in seconds, and track average order value gains by representative.