There are several methods that can be used such as the Good, Better, Best system where you could show 3 different products such and Good = the Solution, Better = Gutter Topper and the Best = Leaf Terminator. Price them accordingly but the most successful way is to make sure the Terminator product in this example (or whichever product you choose) = Best is priced to be at a much higher rate than you normally would sell it at since this system is really designed to sell the Better product such as Gutter Topper in this example. By pricing whichever product you choose to be the Best product will allow you to raise the price of the Better product which will help you make more profit per foot. The very same method would apply for the Good product as well. People will automatically choose the Better product.
Another way to sell your products like Gutter Topper is to also charge for all the accessories such as, A Gutter tune-up (cleaning out the gutters, tightening up any loose fasteners and resealing any seams), End Caps, Diverters, 2nd story installations and miters in addition to the per foot charge for the installation of the product. Your customers will understand those extra charges as long as its part of the system you sell which is to also focus on the value of the product.
A slideshow that focuses on the features, independent testing, your company, and a brief explanation of the different systems also available on the market in addition to the movie/video that is provided by Gutter Covers International.
And finally, provide an economic incentive to purchase at the time the estimate is presented to ALL decision-makers – never provide an estimate to incomplete buying parties.
There is more to both of these selling programs that I would be happy to discuss privately with anyone who’s interested.