I started offering 3 packages:
Basic Special: mow, light trimming and blow walks and drive. $19.95
Platinum: mow, trimming, edging drives and walkways, blow all solid surfaces $39.95
VIP: Mow w/striping, Extensive trimming, Edging of solid edges, tree rings, and ornamental beds, 1/2 hour of weed pulling, blowing all solid surfaces. $ 59.95
This is clients choices and gets them thinking more about their lawns. For the tire kickers...the basic works great, and can usually complete in 20-30 minutes on majority of lawns in our area. Plus this helps to weed out the guy with the pickup, push mower out to make extra money. I have added 32 new clients with this format and 1/2 alwayds choose more than basic service. 2 have become annual contracts at normal rates.
You can shear a lamb many times, but you can skin him only once!