The "3-Bucket" Strategy: How to Simplify Your Offer and Close More Deals
I recently reviewed a proposal for a solopreneur who was struggling to close deals. I looked at the pricing page, and my brain instantly shut down.
It had 10 different line items. Hourly rates. Retainer options. "Add-on" packages.
It was a menu, not a proposal.
If you are offering more than three services, you are confusing your clients. And in sales, confusion is the enemy of the close.
When a prospect is confused, they don't ask for clarification—they just say, "Let me think about it," and then they ghost you.
The Power of "Buckets"
To scale a business, you must move away from "customizing" everything and move toward standardizing.
The KYSS (Keep Your Sales Simple) method uses the "3-Bucket Strategy" to organize your chaos into a clear, sellable hierarchy.
Here is how you need to structure your offer:
Bucket 1: The Handshake (Entry-Level)
This is the "easy yes."
The Goal: Low risk, builds trust.
Who it’s for: The client who is testing the waters. They aren't ready to get married, but they are ready for a date.
Example: A paid audit, a one-off consultation, or a small workshop.
Bucket 2: The Signature (Core Offer)
This is your "bread and butter."
The Goal: Solves the main pain point.
Who it’s for: 80% of your clients. This is the run-of-the-mill customer who comes in off the street.
Example: Your standard 3-month coaching package, your website design package, or your monthly retainer.
Bucket 3: The VIP (Premium/Scale)
This is the "white glove" service.
The Goal: High access, high impact, high margin.
Who it’s for: The top 10% of clients who want speed and access and don't care about the price.
Example: Done-For-You implementation, 1-on-1 intensive days, or direct access to the founder.
The Golden Rule
If you have more than 3 items in any bucket, delete them.
You are the expert. Your job is to curate the solution, not list every possible thing you could do.
When you simplify your offer into these three buckets, your sales calls become simple. You diagnose the problem, and you slot them into the correct bucket.
"You're just starting out? Let's do the Handshake."
"You need this solved now? The Signature is the right fit."
"You want me to handle everything? You need the VIP."
Stop confusing them. Simplify the offer, and watch your close rate climb.
Build Your Full System
Simplifying your product is just the first step. Once you have your "Buckets" defined, how do you sell them?
I've compiled the entire "no-BS" framework into a 15-minute digital course and manual: KYSS: Keep Your Sales Simple. It walks you through how to define your product, build your script, and close the deal.
[Click here to get the KYSS Course & Manual today.]
Need More Than a Manual? Get Your Team.
Struggling to define your 3 buckets?
In the Selling Pens Community, we help solopreneurs strip away the clutter. We can look at your 12 different services and help you condense them into a streamlined, high-profit offer.
Join as a Community Member for peer feedback and live strategy calls.
Join as a Pro Member for me to personally review your offers and pricing structure.
[Click here to see the community options and join your new team.]
