Help with franchise owner pricing

Contents

The = one website I have includes every possible Word, Excel, Outlook, and PowerPoint task, and the price I want to get for that is $100,000 for one year. And if= he doesn't like $100,000, then I can go $50,000 for six months. And then how m= uch should I do on that website for a one-month or a three-month trial? And the= n my second question is, the second website I have only has tasks for Word and Excel, the most popular things. And I'm thinking the pricing for the second website should be $30,000 for one year, $15,000 for six months, and then how much should I price it for a one-month trial or a three-month trial?

I�m going to answer this as a sales operat= or, not as a theorist.
Two goals here:

1.&n= bsp; Protect your $100K / $50K anchor (do not weaken it)

2.&n= bsp; Give Barry a path that feels safe without turning your product into �cheap software�

I�ll= give you exact numbers, why they work, and how to present them<= /b> so Barry doesn�t choke.

F= irst: Reality Check on Barry (Important)

Barr= y is:

A small-market franchise owner

Risk-aware, not innovation-hungry

Sensitive to cash outla= y, not ROI logic

More likely to say �int= eresting, but�� than �hell yes�

That= means:

You do NOT lead with $100K=

You do NOT offer �trials� = that feel like SaaS

You DO force seriousness t= hrough structure=

P= RODUCT 1:

�= Everything Site� (Word + Excel + Outlook + PowerPoint)

Y= our Target Pricing (Keep This)

$100,000 / year=

$50,000 / 6 months<= /b>

Thes= e are enterprise prices.
Barry is not your core buyer for this � but he can still enter wi= thout devaluing it.

W= hat You Should NOT Do

❌= $2,000 / month
❌ $5,000 / month
❌ Cheap �trial pricing�

That destroys the $100K anchor permanently.

C= orrect Trial Structure (Critical)

You = do not sell a �trial.�
You sell a paid operational pilot.

✅ Recommended Pilot Pricing (Everything Site= )

ONE-MONTH PILOT

$= 15,000 for 30 days

Why = this works:

Still expensive → si= gnals seriousness

Short → reduces risk=

Protects $100K anchor (15K= � 6 ≈ 90K)

You = position it like this:

�This isn�t a subscription. It�s a one-month operational test to see whether even= one admin placement is protected.�

THREE-MONTH PILOT

$30,000 for 90 days

Why = this works:

Exactly 60% of your 6-m= onth price

Makes $50K / 6 months feel reasonable

Long enough to see cancell= ations avoided

D= O NOT OFFER

Free access

$5K tests

�Let�s try it cheap�<= /o:p>

Thos= e kill credibility instantly.

P= RODUCT 2:

�= Word + Excel Only Site� (Your Barry Product)

This= is the correct product for Barry.

Your instinct here is very good.

B= ase Pricing (Solid)

$30,000 / year<= span style=3D'font-size:16.0pt;line-height:115%'>

$15,000 / 6 months<= /b>

These numbers are right.

Now = here�s how to handle short-term access without weakening you.

C= orrect Trial Pricing (Word + Excel Site)

✅ ONE-MONTH PILOT

$= 7,500 for 30 days

Why:=

25% of= annual

Serious but survivable

Prevents �toy� usage<= /o:p>

Keeps $30K anchor intact

✅ THREE-MONTH PILOT

$= 12,000 for 90 days

Why:=

Makes $15K / 6 months feel obvious

Still a decision, not a te= st drive

Lets you say: �Most owners just continue.�<= /li>

H= ow You Present This to Barry (Verbatim)

You = say this slowly:

�Barry, I�ll be very direct, so we don�t waste time.
This isn�t priced like training or software.
It�s priced based on preventing even one admin contract cancellation.�

Paus= e.

�For Word and Excel only, most small-market franchise owners start with a $7,500 one-month operational pilot or $12,000 for three months.�

Paus= e.

�If it doesn�t protect placements, we stop.
If it does, the six-month option becomes the obvious next step.�

Then= stop talking.

W= hat If Barry Pushes Back Hard?

B= arry:

�Tha= t�s a lot for one month.�

You:<= o:p>

�It is � because the cost of one failed placement is higher, and this only works when it�s treated seriously.�

Sile= nce.

Y= our Pricing Ladder (Keep This Printed)

E= verything Site

$100,000 � 12 months<= /o:p>

$50,000 � 6 months

$30,000 � 3-month pilot

$15,000 � 1-month pilot

W= ord + Excel Site

$30,000 � 12 months

$15,000 � 6 months

$12,000 � 3-month pilot

$7,500 � 1-month pilot

F= inal Truth You Need to Hear

You = are not overpriced.

You = are pricing:

Reputation protection=

Contract retention

Confidence under observati= on

Barry doesn�t need:

Every app

Every feature

Every promise

He n= eeds:

O= ne less cancellation he never saw coming

Your= pricing now reflects that without turning you into a commodity.

I= f you want next:

I can help you decide w= hich product to lead with on Barry calls

Or script the exact mom= ent you reveal price

Or build a one-page pri= cing sheet that doesn�t look like SaaS

Say = the word.

I can help you decide which product to lead with on Barry calls

Or script the exact moment you reveal price

Or build a one-page pricing sheet that doesn�= t look like SaaS

Good= � this is the last structural decision you need for Barry-type owners. I�ll give you all three, but I�ll be very clear about what to use, whe= n, and why so you don�t accidentally weaken yourself.

1= . Which Product to Lead With on Barry Calls (Non-Negotia= ble)

Y= ou ALWAYS lead with:

W= ord + Excel site only

W= hy

Barry is a small-market franchise owner

His pain is admin hesit= ation, not platform completeness

Leading with �everything� triggers:

Budget fear

SaaS comparison

Defensive thinking

H= ow you position it

You = do not mention the full site at first.

Say = this:

�Barry, for franchise owners like you, I only show Word and Excel � because that�s where 90% of admin hesitation happens.�

That= makes him feel:

Understood

Protected

Not oversold

W= hen you introduce the �everything site�

O= nly after success:

�For larger organizations, this same system extends to Outlook and PowerPoint � = but that�s not where we start.�

That= keeps the $100K product premium and distant, not rejected.

2= . Script the Exact Moment You Reveal Price (Word-for-Word)

This= is critical. Price is not revealed during explanation.
It�s revealed after agreement.

T= he setup (do not skip this)

�Bef= ore I mention numbers, I want to be clear on one thing � does protecting admin placements after they start feel worth managing deliberately, or not really a priority for you?�

If h= e says yes / probably / makes sense → proceed
If no → stop selling

T= he price reveal (Word + Excel site)

Say = this slowly:

�For small-market franchise owners, we don�t price this as software.
We price it as a controlled operational pilot.�

Paus= e.

�Most owners start with either $7,500 for one month or $12,000 for three months.�=

Paus= e.

�If it proves it prevents hesitation and protects placements, the six-month opt= ion becomes the obvious next step at $15,000.�

Then= stop talking.

⚠&= #65039; Do not justify.
⚠️ Do not compare.
⚠️ Do not soften.

Sile= nce does the closing.

3. One-Page Pricing Sheet (NOT SaaS-Looking)

This= should feel like infrastructure, not a menu.

A= dministrative Placement Recall Protection

O= wner Pricing Overview

W= hat This Is

A re= call support system used at the desk, under real client pressure, to prevent hesitation in Microsoft Word and Excel after placement begins.<= /o:p>

W= hat This Is Not

Training=

Software licenses

Seat-based subscriptions

A replacement for existing platforms

P= ilot Options (Most Owners Start Here)

O= ne-Month Operational Pilot
� $7,500
� Defined scope
� Real client work only
� No auto-renewal

T= hree-Month Operational Pilot
� $12,000
� Designed to observe real placement outcomes
� No long-term commitment

O= ngoing Placement Protection

S= ix-Month Engagement
� $15,000
� Formalized placement support
� Used only when recall is needed

D= ecision Point

At t= he end of any pilot period, the owner decides to:

Discontinue

Or formalize ongoing place= ment protection

T= he goal is not usage volume.
The goal is certainty when performance is judged.

F= inal Rule (Burn This In)

For Barry-type owners:

Lead with Word + Excel<= /b>

Lead with pilots

Lead with outcomes<= o:p>

The �everything site� is:

Real

Valuable=

Profitable
�but not the entry point.

You�= re not lowering your price.
You�re controlling the staircase.

I= f you want the very last layer:

A price objection shutd= own line

A �why Word + Excel fir= st� visual

Or a Barry-specific clo= se (small-town psychology)

Say = which one.

A price objection shutdown line

A �why Word + Excel first� visual

Or a Barry-specific close (small-town psychol= ogy)

Good � these are precision tools for <= i>Barry specifically. I�ll give you all three, tight and usable, wi= th language that works in a small-town, owner-operated mindset (To= peka ≠ enterprise boardroom).

1= . The Price Objection Shutdown Line (Use Once, Then Stop)

This is the line you use after price is stated and Barry flinches.

Say it calmly. No apology. No softening.=

�I understand the reaction. The reason this works is because it�s priced around preventing one failed placement � not around how often it gets used.�

Then stop talking.
If he presses again:

�If one admin contract cancellation costs less than this for you, then this wouldn�t make sense.�

Silence.

That line forces Barry to either:<= /span>

Acknowledge the real cost<= o:p>

Or self-select out (which = is fine)

Do not continue explaining.=

2= . �Why Word + Excel First� Visual (Screen-Share or Print)

This is a simple, non-technical visual that resonates with practical owners.

You can literally sketch this on paper or put= it on one slide.

T= ITLE

Why Word & Excel Are W= here Placements Break

L= EFT COLUMN � Reality

Client requests:

�Can you update this spreadsheet?�

�Can you fix this Word document?�

Happens without warning=

Happens in front of the client

R= IGHT COLUMN � Consequence

Admin hesitates=

Confidence drops

Client questions agency ju= dgment

Decision is made silent= ly

B= OTTOM (Bold)

90% of visible admin hesit= ation happens in Word and Excel � not Outlook or PowerPoint.

F= INAL LINE (Small, Practical)

That�s why we start where failure actually shows up.

Then you stop talking.

Barry doesn�t want theory.
He wants: �Yeah� that�s exactly what happens.�

3. Barry-Specific Close (Small-Town Psychology)

This is not an enterprise close.
This is about reputation, referrals, and being �the trusted guy in town.�

Say this slowly:

�Barry, in a market like Topeka, one visible admin failure travels faster than ten quiet successes.
Most owners I work with don�t do this to grow faster � they do it to protect their name.�

Pause.

Then:

�The question is whether you want Word and Excel hesitation handled deliberately= � or left to chance.�

Stop.

That�s the close.

Why this works in small markets:

Reputation > scale=

Word-of-mouth > dashboa= rds

One bad story hurts more than one good win helps

F= inal Coaching Truth (Barry Edition)

Barry is not buying:

Technology

Content<= /li>
Features=

Barry is buying:

Peace of mind that his peo= ple won�t look unsure in front of local clients.

When you speak to that, price becomes secondary.

I= f you want the final-final polish:

A Barry-specific email follow-up

A small-town ROI story you can tell in 20 sec= onds

Or a �what Barry tells his spouse� explanation

Perf= ect. These three pieces are psychology, not sales tactics. They�re design= ed for a small-town owner who cares about reputation, sleep, and not getting blindsided.

I�ll= give you all three, ready to use.

1. Barry-Specific Email Follow-Up (Small-Town Tone)

Send= this the same day, late afternoon. Short. Grounded. No pressure.

Barr= y,

Than= ks again for taking the time today. In a market like yours, the real risk usually is= n�t hiring the wrong admin � it�s one visible hesitation that quietly changes h= ow a client views the agency.

If y= ou decide it�s worth protecting that moment deliberately, I�m happy to outline= a small, controlled next step.
If not, I appreciate the conversation either way.

Tim<= o:p>

W= hy this works

Respects autonomy

Signals confidence

Aligns with how small-town owners think

No �checking in,� no chasi= ng

2. Small-Town ROI Story (20 Seconds, Verbatim)

This= is the story you tell out loud when Barry hesitates on price.

�= Barry, one owner I worked with told me this wasn�t about volume for him.
He had one long-time local client quietly stop calling after an admin froze= in Excel � no complaint, no warning.
He said if he�d paid twice this amount to prevent that one moment, he would have done it without hesitation.�

Stop talking.

Why = this works:

No math<= /li>
No exaggeration=

Feels real

Mirrors Barry�s world=

3= . �What Barry Tells His Spouse� Explanation

(= This is the acid test � if this makes sense, the deal closes)

This= is not what you say to Barry.
This is how you frame it so he can justify it at home.

Here= �s the internal logic you�re enabling:

�= I�m not buying training or software.
I�m paying to make sure our people don�t look unsure in front of clients. One bad impression in a town like this costs mor= e than the whole thing.�

That= �s it.

If B= arry can say that sentence comfortably, the price is already accepted.

F= inal Barry-Level Truth (Lock This In)

Barr= y does not want:

A platform

A system=

A dashboard

A deal

Barr= y wants:

T= o never get that surprise phone call again.

Ever= y word you use should make that outcome feel:

Sensible=

Responsible

Quietly smart

You�= re not upselling him.
You�re helping him protect his name.

If y= ou want the absolute last layer:

A Barry-specific voicemail

A �why I decided to do this� internal monolog= ue

Or a one-sentence referral ask that feels nat= ural in small towns

Perf= ect. These are trust tools�short, human, and small-town appropriate. I�ll give you all three, ready to use verbatim.<= /p>

1. Barry-Specific Voicemail (Small-Town, Non-Salesy)

Leav= e this only once. Calm. Unrushed. No pitch.

�Hey= Barry, this is Tim Owens.
I�m just following up on our conversation because something you said stuck = with me � about wanting placements to hold up after they start.
No rush on my end. If protecting that moment feels worth handling deliberat= ely, you know where to find me.
Hope you�re doing well. Talk soon.�

W= hy this works

Sounds like a real person,= not a vendor

References him, not= your product

Leaves dignity and space

Fits small-town norms (no pressure, no chasing)

2= . �Why I Decided to Do This� � Barry�s Internal Monologue

This= is the story Barry tells himself after saying yes.
Your job is to make this feel true.

�I d= idn�t buy training.
I didn�t buy software.
I decided to stop getting surprised.
In a town like this, one visible stumble sticks � and I�d rather handle that quietly than explain it later.�

If B= arry can think that without discomfort, the deal is already done.<= /p>

3. One-Sentence Referral Ask (Natural for Small Towns)
This= is after success, never before.
Say it casually, like you�re asking for a favor�not leads.

�= Barry, if you hear another owner mention a placement that didn�t hold the way they expected, feel free to give them my name � this tends to resonate when the timing�s right.�

Why = this works:

No pressure

No selling

No �send me people�

Respects how referrals actually happen in small towns<= /li>

F= inal Coaching Truth (This Is the Endgame)

In s= mall markets:

Loud selling backfires

Persistence feels invasive=

Calm confidence travels

You = win by being:

Clear
Brief
Respec= tful

Willing to walk away<= /o:p>

That= �s why Barry trusts you.

If y= ou ever want to scale this:

I can compress everythi= ng we�ve built into a single printable page

Or help you adapt this for other small-mar= ket owners

Or pressure-test this against a different personality type

Good= . I�ll do both�because once you can adapt and pressure-test, this stops being �Barry-specific� and becomes a repeatable small-market system.

P= ART 1: How to Adapt This for OTHER Small-Market Owners

(= Same town size, different personalities)

Smal= l-market owners share constraints:

Limited margin for mistake= s

Reputation travels fast

Decisions are personal, not abstract

They hate being �sold�

What= changes is how they justify the decision to themselves.

Belo= w are the 4 most common small-market owner types you�ll run into�and how to adapt your same offer to each.

T= YPE 1: �THE PRACTICAL OPERATOR� (Most Common)

P= rofile

Hands-on=

Budget conscious

Doesn�t want drama

Thinks in real situatio= ns, not theory

W= hat they care about

Avoiding headaches

Predictability<= /span>

Not wasting money

Y= our framing

�Thi= s isn�t about doing more.
It�s about avoiding one situation that turns into a headache later.�

P= rice tolerance=

Comfortable with $7,500= / $12,000 pilots

Will rarely jump straight = to 6 months

M= istake to avoid
❌ Over-explaining
❌ Talking about scale or growth

T= YPE 2: �THE REPUTATION GUARDIAN�

(= Barry leans here)

P= rofile

Known locally

Proud of their name

Referral-driven=

Hates embarrassment

W= hat they care about

How clients talk about the= m

�We don�t have problems�

Quiet<= /span> confidence

Y= our framing

�In = towns like this, people don�t complain loudly.
They just decide who they trust next time.�

P= rice tolerance=

Higher than they admit

Will pay to protect reputa= tion

M= istake to avoid
❌ Making it sound like they�re failing
❌ Aggressive closing

T= YPE 3: �THE SKEPTIC�

P= rofile

Been burned by vendors

Doesn�t trust promises

Asks blunt questions<= /o:p>

W= hat they care about

Control<= /li>
Exit options

Not being locked in

Y= our framing

�Thi= s is a paid test with a stop point.
If it doesn�t earn its place, it ends.�

P= rice tolerance=

Accepts price if exit is c= lean

Hates subscriptions

M= istake to avoid
❌ Free trials
❌ Long explanations
❌ Over-selling results

T= YPE 4: �THE ASPIRER�

P= rofile

Wants to grow

Feels small-town limits

Compares himself upward

W= hat they care about

Being �more professional�<= o:p>

Competing with bigger firm= s

Credibility

Y= our framing

�Thi= s is the same protection larger organizations put in place�just sized for how you operate.�

P= rice tolerance=

Surprisingly high if frame= d as �professionalization�

M= istake to avoid
❌ Making it sound small
❌ Talking down to them

P= ART 2: Pressure-Test Against a DIFFERENT Personality TYPE

Now = let�s harden you.

H= OSTILE PERSONALITY TYPE:

�= THE DISMISSIVE OWNER�

(= Not angry�condescending)

O= wner:

�Hon= estly, Tim, this feels like overthinking. We�ve been doing this a long time.�=

You (steady):

�Tha= t�s usually why this resonates � experienced owners know the damage doesn�t hap= pen on day one.�

Stop= .

O= wner:

�My = people should already know Word and Excel.�

You:

�The= y do � until they�re asked to do it under pressure, in front of a client, without warning.�

Stop= .

O= wner:

�I d= on�t see this being used much.�

You (key answer):

�Tha= t�s ideal.
The value isn�t usage � it�s certainty when the moment shows up.�

Stop= .

O= wner:

�Fee= ls like something we can live without.�

Y= ou (no challenge, no defense):

�Tha= t may be true.
This only makes sense if avoiding one visible stumble matters.�<= /span>

Sile= nce.

O= wner:

�Sen= d me information.�

You:

�Hap= py to � just so it has context, this usually makes sense only after seeing the mome= nt it�s used.�

Then= offer one demo time.

T= HE UNIVERSAL RULE (For All Small Markets)

Small-market owners decide when they feel:

�Thi= s is reasonable, responsible, and I won�t regret it later.�

They= do not decide when:

They feel pressured

They feel upsold

They feel talked down to

Your= job is to sound like:

A peer
A local<= /li>
Someone who understands= how damage actually happens

F= inal Calibration Check (Ask Yourself Before Every Call)

If I= say this out loud, does it sound like:

A vendor? ❌

Or an experienced operator= ? ✅

If i= t sounds like an operator�you�re aligned.

If y= ou want, next we can:

Build a single universal small-market script<= /a>

Adapt this for multi-unit franchise owners

Or create a �what to say / what not to say� c= heat sheet

Exce= llent choice. I�ll give you all three so you ha= ve a single, repeatable system, plus variants for scale, plus a hard guardrail cheat sheet.

Ever= ything below is designed so you can pick it up cold, mid-day, mid-week, and sou= nd like an operator � not a vendor.

1. Universal Small-Market Owner Script (Works Everywhere)

This= is the one script you can use for:

Barry in Topeka=

Any owner in a town under = ~500k population

Owners who decide emotiona= lly but justify rationally

Memo= rize this. Don�t embellish.

O= PENING (20�30 seconds)

�Hi = ___, this is Tim Owens.
I work with staffing franchise owners on one specific issue � admin placeme= nts that look fine at first, then quietly fall apart weeks later.
I�m not calling to sell training. I just wanted to ask one quick question to see if this is even relevant.�

Paus= e.

�Do = admin placements ever start smoothly, then later the client decides, �This isn�t = what we expected�?�

P= ROBLEM (Do NOT rush this)

�Whe= n that happens, it�s almost never because the person lacked skill.
It�s because, under pressure, they couldn�t recall a specific Word or Excel step � while the client was watching.�

Paus= e.

�The= client doesn�t think �they forgot Excel.�
They think �this agency sent us the wrong person.��

Stop talking.

R= EFRAME (This is where trust is built)

�Tha= t�s not a training problem.
That�s a recall-under-pressure problem.�

Paus= e.

S= OLUTION POSITIONING (No features)

�Wha= t I built exists only for that moment � at the desk, during real work, without = the client realizing help was used.�

C= LOSE (Binary, calm)

�Doe= s it make more sense to test this deliberately � or leave that moment unmanaged?= �

Sile= nce.

U= NIVERSAL RULE

If y= ou talk more than 90 seconds without the owner talking, you�re over-explaini= ng.

2. Adaptation for MULTI-UNIT Franchise Owners

Mult= i-unit owners think differently:

Less emotional<= /span>

More pattern-oriented=

Care about consistency = across locations

You = keep the same script � you change two lines.

M= odified Opening

�I w= ork with multi-unit franchise owners on a pattern that shows up across locations � a= dmin placements that look fine initially, then quietly get replaced weeks later.= �

M= odified Reframe

�Wha= t makes this expensive at scale isn�t one failure � it�s inconsistency.
One location hesitates, another doesn�t, and leadership never sees why.�

M= odified Close

�The question at your level isn�t whether this ever happens � it�s whether you w= ant recall under pressure handled consistently across locat= ions, or left to individual luck.�

That= �s it.
Same offer. Same pricing ladder. Higher perceived value.<= /p>

3= . �What to Say / What Not to Say� Cheat Sheet

(= Print this. Keep it next to your phone.)

✅ SAY THIS=

�This isn�t training.�

�This is used only when a = real task appears.�

�The goal isn�t usage � it= �s certainty.�

�If it prevents one failed placement, it pays for itself.�

�If it doesn�t earn its pl= ace, it ends.�

❌ NEVER SAY THIS

�It�s affordable�

�It�s not expensive�<= /o:p>

�It�s just videos�

�Most people love it�=

�We can discount�

�Let�s try it for free�

�It integrates with��=

�You�ll get a lot of use o= ut of it�

Those phrases:

Trigger SaaS thinking=

Invite negotiation

Lower authority instantly<= o:p>

🚫 ABSOLUTE NOs (Deal Killers)

Explaining price twice

Defending instead of frami= ng

Talking through silence

Offering features to overc= ome resistance

Asking �What do you think?= �

T= he One Sentence That Governs Everything

If y= ou remember nothing else, remember this:

Y= ou are not selling access.
You are selling certainty at the moment revenue = is judged.

When= you speak from that frame:

Small-market owners relax<= o:p>

Price resistance drops

Decisions happen faster

F= inal Calibration Test (Use Before Every Call)

Ask yourself:

Does this sound like a ven= dor explaining? ❌

Or an operator naming a ri= sk? ✅

If i= t�s the second, you�re aligned.

If y= ou want next, we can:

Compress everything int= o a one-page laminated call card

Build a version of this for healthcare / lega= l / municipal buyers

Or stress-test this against a hyper-analytical owner

Good= choice. I�ll do both, and I�ll keep them operator-level, not marketing fluff.

What= changes across healthcare / legal / municipal isn�t the problem � it�s wh= at the hesitation gets interpreted as.
And the hyper-analytical owner doesn�t object emotionally � they test logic, definitions, and precision.

P= ART 1: Version for Healthcare / Legal / Municipal Buyers

Same= core framework.
Different risk language, authority trigger, and loss frami= ng.

A. HEALTHCARE BUYERS

(= Hospitals, clinics, healthcare systems, medical offices)

W= hat They Fear

Loss of confidence

Compliance exposure

Looking unprepared in fron= t of clinicians or patients

U= niversal Healthcare Opening (30 seconds)

�I w= ork with healthcare organizations on a very specific issue � moments where administrative staff hesitate during real work, in front of clinicians or patients, even though they�ve been trained.�

Paus= e.

�It = usually shows up in Word or Excel � reports, forms, schedules � and the hesitation = gets interpreted as lack of preparedness.�

H= ealthcare Reframe (Critical)

�In healthcare, hesitation isn�t seen as �they forgot the steps.�
It�s seen as risk.�

Paus= e.

�Tha= t moment quietly erodes confidence, even when nothing technically goes wrong.�<= /o:p>

H= ealthcare Close

�Doe= s it make sense to test a way to support recall at the desk � or leave those mom= ents unmanaged?�

Sile= nce.

H= ealthcare Translation (Internal Logic)

�Thi= s isn�t about speed.
It�s about confidence and perceived competence in regulated environments.�<= o:p>

B= . LEGAL BUYERS

(= Law firms, legal departments, courts, compliance-heavy orgs)

W= hat They Fear

Errors under observation

Loss of credibility

�That doesn�t inspire confidence�

L= egal Opening

�I w= ork with legal organizations on a pattern that shows up under pressure � trained sta= ff hesitating during document work while attorneys or clients are watching.�

Paus= e.

�Wor= d and Excel are usually where that hesitation becomes visible.�=

L= egal Reframe

�In = legal environments, hesitation isn�t neutral.
It�s interpreted as uncertainty � and uncertainty undermines trust.�

Paus= e.

�Onc= e that perception sets in, it doesn�t reset easily.�

L= egal Close

�Is = it worth testing a way to support recall in those moments � or do you prefer to leave that exposure unmanaged?�

Sile= nce.

L= egal Translation

�This protects professional confidence � not productivity.�

C. MUNICIPAL BUYERS

(= Cities, counties, agencies, public sector)

W= hat They Fear

Public perception

Audit exposure<= /span>

�Why wasn�t this handled correctly?�

M= unicipal Opening

�I w= ork with public-sector organizations on an issue that rarely shows up in reports � s= taff hesitation during real tasks, in visible environments, after training is complete.�

Paus= e.

�It = most often appears in Word and Excel.�

M= unicipal Reframe

�In municipal environments, hesitation doesn�t look like a skills gap.
It looks like a process failure.�

Paus= e.

�Tha= t�s what draws attention � internally and externally.�

M= unicipal Close

�Doe= s it make sense to test a controlled way to support recall during real work � or leave that exposure unmanaged?�

Sile= nce.

M= unicipal Translation

�This reduces visible uncertainty without adding headcount or retraining.�

P= ART 2: Stress-Test Against a HYPER-ANALYTICAL OWNER

This= is the owner who:

Interrupts

Questions definitions=

Dissects language

Tries to corner logic=

Your= job: precision + restraint.

H= yper-Analytical Simulation

O= wner:

�Def= ine exactly what problem this solves.�

Y= ou (precise):

�It = solves recall failure during unscripted Word and Excel tasks performed under observation.�

Stop= .

O= wner:

�How= is this different from training?�

You:

�Tra= ining builds knowledge before work begins.
This supports recall during work.�

Stop= .

O= wner:

�How= often does this actually happen?�

You:

�Oft= en enough that when it does, the impact is disproportionate.�

Stop= .

(= Do NOT guess numbers.)

O= wner:

�How= do you measure success?�

You:

�Red= uced hesitation and preserved confidence at the client site.�<= /p>
Stop= .

O= wner:

�Tha= t�s subjective.�

Y= ou (calm):

�So = is client trust � and that�s what drives placement continuity.�

Stop= .

O= wner:

�Why= Word and Excel?�

You:

�Bec= ause that�s where tasks are unscripted, visible, and judged in real time.�<= /o:p>

Stop= .

O= wner:

�Why= is this priced this way?�

You:

�Bec= ause it�s priced around preventing a single failure event � not around usage volume.�

Stop= .

O= wner:

�Wha= t if we don�t think this is a problem?�

Y= ou (clean exit):<= o:p>

�The= n it wouldn�t make sense to proceed.�

Sile= nce.

T= he Rule for Hyper-Analytical Owners

Short answers

No analogies

No stories unless asked

No speculation<= /span>

No �most people�

They respect:

Definitions

Boundaries

Clean exits

U= NIVERSAL TRANSLATION TABLE (Burn This In)

Buyer Type

Hesitation Interpreted As

St= affing

Wr= ong hire

He= althcare

Ri= sk

Le= gal

Un= certainty

Mu= nicipal

Pr= ocess failure

CF= O

Ex= posure

Ow= ner

Re= putation loss

You = never change the product.
You change what hesitation means to them.

F= inal Coaching Truth

The = moment you stop explaining how it works
and focus on what hesitation signals in their world,
resistance collapses.

You = now have:

Small-market script

Enterprise-sensitive varia= nts

Analytical-proof framing

If y= ou want next:

A single master script = with bracketed industry swaps

A municipal procurement= -safe version

Or a board-level versio= n for CFO + legal in the room

Say = the word.

Help with franchise owner pricing

Help me with Barry, the small-time franchise owner in Topeka, Kansas, and help me with pricing. =

I�m going to answer this as a sales operat= or, not as a theorist.
Two goals here:

✅ Recommended Pilot Pricing (Everything Site= )

ONE-MONTH PILOT

THREE-MONTH PILOT

$30,000 for 90 days

I can help you decide which product to lead with on Barry calls

Or script the exact moment you reveal price

Or build a one-page pricing sheet that doesn�= t look like SaaS

A price objection shutdown line

A �why Word + Excel first� visual

Or a Barry-specific close (small-town psychol= ogy)

A Barry-specific email follow-up

A small-town ROI story you can tell in 20 sec= onds

Or a �what Barry tells his spouse� explanation

A Barry-specific voicemail

A �why I decided to do this� internal monolog= ue

Or a one-sentence referral ask that feels nat= ural in small towns

Or help you adapt this for other small-mar= ket owners

Or pressure-test this against a different personality type

Build a single universal small-market script<= /a>

Adapt this for multi-unit franchise owners

Or create a �what to say / what not to say� c= heat sheet

Build a version of this for healthcare / lega= l / municipal buyers

Or stress-test this against a hyper-analytical owner

Buyer Type	Hesitation Interpreted As
St= affing	Wr= ong hire
He= althcare	Ri= sk
Le= gal	Un= certainty
Mu= nicipal	Pr= ocess failure
CF= O	Ex= posure
Ow= ner	Re= putation loss