In short
Price from the labour or tool you replace, never from your cost. Sell the licence once (what they may deploy, for how many clients), and sell the care plan separately as a service. That structure removes the monthly-fee objection entirely.
Separate the two things you sell
| Licence (one-time) | Care plan (recurring) | |
|---|---|---|
| What | Reuse rights — what they may deploy | A service — updates, monitoring, support |
| Tiers | Single / Studio (20) / Unlimited | Optional monthly |
| Why it works | They own it | You run and maintain it |
The pricing ladder (examples)
| Product | Single | Studio | Unlimited | Care /mo |
|---|---|---|---|---|
| Voice receptionist | $149 | $999 | $2,499 | $79 |
| Support agent | $499 | $2,999 | $6,999 | $149 |
| Agency platform | $2,999 | $9,999 | $19,999 | $299 |
How to price a new offer
- Find the alternativeA hire, a SaaS seat, or a competitor's retainer.
- Price a fraction of itOutcome pricing that is 5–20% of the labour still leaves huge margin.
- Set base + usageA base fee covers the relationship; usage scales with value.
- Cap model spendA per-client cap so costs never surprise you.
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