I offered three package options.

87% of customers chose the middle tier.

This wasn't luck. It was psychology.

The Three-Tier Framework:

 * Starter ($2,500): Strategy session + 30-day plan

 * Professional ($5,000): Everything in Starter + implementation support + monthly reviews

 * Premium ($8,500): Everything in Professional + weekly coaching + priority access

Why the Middle Tier Wins:

Customers avoid feeling cheap (won't choose lowest) while not wanting to overpay (won't choose highest). The middle option becomes the natural choice.

Business Efficiency Through Predictable Selection:

When you know 80-90% will choose the middle tier, you can:

 * Price it for optimal profit margins

 * Staff appropriately for expected volume

 * Forecast revenue growth accurately

 * Manage cash flow management predictably

The Anchoring Effect:

The premium tier makes the middle tier appear reasonable. The basic tier makes the middle tier appear valuable.

Without three options, customers focus on your one price versus competitors' prices.

Financial Performance Through Strategic Pricing:

Three-tier bundling enables:

 * Higher average transaction values than single-tier pricing

 * Better profit margins through product mixing

 * Reduced price objections (customers choose among your options)

 * Improved business optimization

The Value Perception Strategy:

List individual values for each tier's components. Show the savings at each level. This transparency builds trust while justifying premium pricing.

Revenue Growth Through Choice Architecture:

Offering three options consistently outperforms offering one option. Customers who might walk away from a single price often purchase when presented thoughtful tiers.

Implementation Framework:

 1. Design basic tier covering minimum needs

 2. Create premium tier with all possible additions

 3. Position middle tier with most popular features

 4. Price for 80%+ selection of middle tier

Earnings Improvement Through Psychological Pricing:

The presence of a premium tier increases middle-tier sales even when few customers select premium. The comparison makes middle pricing appear reasonable.

The Competitive Advantage:

While competitors offer single pricing that customers compare against others, your tiered approach makes customers compare among your own offerings.

Bottom Line Growth Reality:

Good-Better-Best bundling typically increases average transaction values by 35-60% compared to single-option pricing while improving customer satisfaction through choice.

Business Owners hire Next Step CFO to double and triple their profit using business and financial strategies that their competition isn't doing.