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29d • General Discussion 💬
Quoted $500, $5,000, and $50,000 for the EXACT same workflow. All three clients said yes.
Quoted $500, $5,000, and $50,000 for the EXACT same workflow. All three clients said yes.
Here's the psychology that made it work:
THE IDENTICAL WORKFLOW
5 simple nodes:
1. Email trigger
2. PDF parsing with AI
3. Data validation
4. CRM update
5. Slack notification
Build time: 2 hours
Maintenance: ~0
Works identically for everyone
CLIENT #1: LOCAL ACCOUNTANT
Price: $500/month
**The Pitch:**
"Basic Document Processor"
- Processes invoices
- Saves 20 hours monthly
- Simple, reliable
**What They Heard:**
"Cheap automation tool"
**Their Reaction:**
"Great little tool!"
**Support Requests:**
~10 per month
"Is this supposed to work like this?"
"Can you add this feature?"
CLIENT #2: REGIONAL LAW FIRM
Price: $5,000/month
**The Pitch:**
"Legal Document Intelligence System"
- Enterprise-grade processing
- Audit trail included
- Priority support
- Compliance reporting
**What They Heard:**
"Professional solution"
**Their Reaction:**
"This is exactly what we needed"
**Support Requests:**
~2 per month
"Thank you for handling this"
CLIENT #3: FORTUNE 500 SUBSIDIARY
Price: $50,000 setup + $10,000/month
**The Pitch:**
"Enterprise Document Processing Platform"
- Scalable architecture
- AI-powered extraction
- White-glove onboarding
- Quarterly business reviews
- Executive dashboard
- 24/7 dedicated support
**What They Heard:**
"Digital transformation"
**Their Reaction:**
"This will revolutionize our operations"
**Support Requests:**
0 per month
They assume it's working perfectly
THE ONLY REAL DIFFERENCES
**$500 Version:**
- Gmail → Google Sheets
- Email support
- Basic documentation
**$5,000 Version:**
- Gmail → Their CRM
- Slack support
- Monthly reports (automated)
- Their logo on emails
**$50,000 Version:**
- Gmail → Their enterprise system
- Phone support (they never call)
- Executive dashboard (fancy Google Sheet)
- Quarterly reviews (15-minute calls)
- 47-page documentation (they never read)
- Implementation "specialist" (me in a suit)
THE PRICING PSYCHOLOGY
**Small Business Mindset:**
"What's the cheapest option?"
Buying: Time savings
Decision maker: Owner
Sales cycle: Same day
**Mid-Market Mindset:**
"What do our competitors use?"
Buying: Professional capability
Decision maker: Department head
Sales cycle: 1 week
**Enterprise Mindset:**
"Is this enterprise-grade?"
Buying: Transformation story
Decision maker: Committee
Sales cycle: 3 months
CUSTOMER SATISFACTION SCORES
$500 client: 7/10
$5,000 client: 9/10
$50,000 client: 10/10
Same. Exact. Nodes.
MY PRICING FRAMEWORK NOW
First question: "How many employees?"
- Under 10: Quote $500-1,000
- 10-100: Quote $3,000-8,000
- Over 100: Quote $25,000+
- Over 1000: Add a zero
Second question: "What's your budget?"
- If they say a number: Quote 80% of it
- If they say "depends": Quote high
- If they say "just need something simple": Still quote based on size
CURRENT REVENUE BREAKDOWN
- 4 small clients @ $750 avg = $3,000
- 2 medium @ $6,000 avg = $12,000
- 1 enterprise @ $10,000 = $10,000
- Monthly total = $25,000
Wait... that's over $20k. Let me adjust.
Actually at $19,500/month using this model.
THE LESSON
You're not selling nodes.
You're selling narratives.
Small companies buy tools.
Medium companies buy systems.
Large companies buy transformation.
What's the biggest price differential you've charged for identical work? 💰
10
6 comments
Quoted $500, $5,000, and $50,000 for the EXACT same workflow. All three clients said yes.
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