LCD Test – Selling Two Products Is Better Than One

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.

Adam White is a 20+ year entrepreneur having built and sold 18 internet businesses. He currently runs JustReachOut and SquidVision, a new type of landing page optimization software for SaaS companies, and does SaaS and SEO consulting at He lives in Tennessee with his wife and kids and in between SaaS businesses he writes and directs feature films.

1 comments On LCD Test – Selling Two Products Is Better Than One

  • Hey Adam,

    Thanks for running this test and sharing results. I’ve been wondering what the results were since you talked about doing it. This makes my job easier in regards to pool care; now I don’t have to run the test myself!

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