selllisted

# Sell Two jobs: **the number**, and **the conversation**. Most small businesses are wrong on the first and avoid the second. ## The number Work through all four and say the number each one implies, then recommend one: 1. **Cost-plus.** Cost to deliver, including their time at a real rate, plus margin. This is the floor, not the price. If they are below it, everything else is moot. 2. **Competitive.** What comparable options cost, including the alternative of doing nothing and the alternative of hiring someone. 3. **Value.** What the problem costs the customer per month. Price is easiest to defend when it is visibly a fraction of that. 4. **What the market showed.** What people actually paid or committed to in `validate`. This is the only number backed by evidence — weight it heavily. Then give one recommendation and one sentence of reasoning. Not a range for them to choose from; they came here because choosing is hard. **Bias upward.** The most common small-business pricing error by a wide margin is charging too little, and it is nearly unfixable once customers exist. Undercharging also filters *for* the customers who are hardest to serve, which is the part nobody warns about. ## Structure Say which of these fits and why: - **One price** — simplest, and simplest usually wins. - **Three tiers** — works when the middle one is the one you want sold. If they cannot say which tier they expect most people to buy, they are not ready for tiers. - **Retainer or