For those of you that don’t know, on my lawn care website I sell a kit that helps people start a lawn care business. I sell two versions of the kit, a basic kit for $49.95 and a Premium kit for $99.95.
I just finished running a test through Google’s website optimizer tool where I tested just selling the Premium kit against selling both the basic and the Premium. To my surprise in a side by side AB test the original version where I push the basic and premium together converted 36% better than the version that only pushed the Premium. Ironically, during that time of testing 80% of the sales that came through the original version were for the premium kit.
What I learned from the test:
People like to have options. Even though the vast majority of the customers bought the Premium Kit, they seem to be more at ease knowing there is a cheaper version. At least the conversion rates would suggest so.
I will next be testing adding a third version of the kit. This should get interesting.