Tier-based pricing is the single biggest close-rate lever in SalesThumb. Shops that switch from single-line quotes to Good/Better/Best tiers see average ticket lift of 18-32% within 60 days. Here's how to set it up properly.
Why tier-based pricing works
When a customer sees one price, the decision is binary — buy or don't. When they see three, the decision shifts to "which one." Most customers pick the middle tier (the anchoring effect). About 12-18% will trade up to premium. Less than 10% pick the cheapest. The math wins even if your close rate stays flat.
Step 1 — Open the tiered quote builder
Go to /app/quotes/new and toggle the "Tiered quote" switch at the top of the builder. The single-line quote collapses into three columns labeled Good, Better, and Best. You can rename these — common alternatives are Standard / Premium / Elite, or Carbon / Ceramic / Ceramic Pro.
Step 2 — Build the three tiers
Each tier needs:
- Name — what the customer sees (keep it short)
- Headline price — the number that appears at the top of the column
- Line items — what's included (3-6 items maximum, more clutters the comparison)
- Warranty tier — pull from your existing warranty tier library
- Photo/spec badges — optional badges like "Self-healing," "10-year warranty," "Heat rejection 78%"
For tint, a common stack: - Good (Carbon, $349): dyed/carbon hybrid, 1-year warranty, lifetime fade protection - Better (Ceramic, $649): full ceramic, 5-year warranty, 60% IR rejection, lifetime - Best (Ceramic IR Pro, $899): premium IRX ceramic, lifetime warranty, 90% IR rejection, full vehicle including windshield strip
Step 3 — Build a tier preset for reuse
Don't rebuild tiers every quote. In Settings → Quote presets, save your common tier configurations: "Sedan full tint," "SUV full tint," "Front three only," "Full-front PPF + ceramic combo."
When you start a new quote, pick the preset and the three tiers populate instantly. Adjust prices for specific vehicles if needed, but the structure is locked in.
Step 4 — Customer view + tap-to-accept
When the quote sends, the customer sees a side-by-side comparison on their phone. They tap the column they want, the rest of the quote collapses, deposit captures via Stripe if you require one, and the booking flow starts. Three taps from quote to deposit.
Step 5 — Track what tier they pick
In /app/reports → Quote analytics, the "Tier mix" panel shows what % of accepted quotes pick each tier. Healthy mix:
- Good: 10-20%
- Better: 55-70%
- Best: 15-30%
If Best is under 10%, your top tier might be priced too high or your value story is thin. If Good is over 35%, your middle tier is overpriced relative to your bottom — close the gap.
Common mistakes
- Too many line items per tier. Five is the cap. More and the comparison gets blurry.
- Identical line items across tiers. Differentiate clearly — different warranty, different film, different add-ons.
- Pricing the middle tier too close to the top. The middle should sit at ~65-75% of the top. Closer than that and customers pay the small upgrade and you cannibalize your mid-tier revenue.
- Hiding the cheapest tier. Some shops feel embarrassed showing a $349 option. Don't. The Good tier exists to anchor the others — most customers won't pick it, but its presence makes Better feel reasonable.