I’m so glad you found this little post. It’s one of my favorite stories. I’m a very big fan of consumer behavior and psychology. It’s often not what is offered but in what context it is offered. So, I’d certainly play around with different scenarios so the customer feels content with their decision and it’s the decision you wanted them to make.

We changed around the way to did our presentations and this flyer stopped getting included, but I think I need to reintroduce it.

I really do think people like buying in the middle. And almost every website with paid subscriptions is doing something along this line (free or basic, solid, and silly expensive that only big companies would need).

Thank you for the kind words and for your Tweet. As you say, testing is important but you don’t want to get caught in a local maxima where you’re not finding the breakthrough idea that might leapfrog your conversion rate or sales.

Testing is important but coming up with the right alternatives to test is the key

Peter