Many Australian SMEs are realising the power of tiered pricing – offering ‘Good, Better, Best’ options to capture more revenue. But simply *having* tiers isn’t enough. You need to clearly demonstrate the value at each level, and that’s where compelling comparison tables become crucial for upselling. They’re not just feature lists; they’re persuasive sales tools.

We often see businesses create tables that are too dense, focusing on technical specifications customers don’t understand. Instead, centre your tables around benefits and outcomes. Think about what problems each tier solves for the customer, and frame the features accordingly. For example, instead of “10GB Storage”, try “Store thousands of photos and videos securely”.

Here are a few insights to help you build tables that drive upgrades:

• Highlight the ‘Sweet Spot’: Visually emphasise your middle tier. This is often the best value for most customers. Use colour, slightly larger font, or a ‘Most Popular’ badge. We’re aiming to nudge them towards a higher spend without feeling pressured.
• Focus on Value Gaps: Don’t just list what’s *included*; show what’s *missing*. Use clear ‘tick and cross’ visuals or simply state “No” for features unavailable in lower tiers. This creates a perceived loss aversion, making the upgrade more appealing.
• Quantify Benefits Where Possible: Instead of “Faster Support”, try “Priority Support – Average Response Time Under 2 Hours”. Numbers add credibility and make the value proposition more tangible.
• Consider ‘Unlimited’ Carefully: ‘Unlimited’ can be powerful, but it needs to be genuine. If there are fair usage policies, be transparent. Misleading claims erode trust and can lead to customer churn.

Remember, these tables aren’t static. We recommend A/B testing different layouts, wording, and visual cues to see what resonates best with your audience. Pay attention to which tiers customers ultimately choose. Analysing this data will refine your pricing strategy and maximise your upsell conversion rates. Don’t be afraid to iterate – even small changes can have a significant impact on revenue in 2026 and beyond.

To get started, audit your current comparison table (if you have one). If not, map out the key benefits of each tier and focus on presenting them in a clear, benefit-driven format. This simple step can unlock a significant revenue opportunity.