Things that quietly torpedo deals. Internalize these before your next pricing conversation.
Customer asks "ballpark?" Your job is to answer "It depends on what we find." If you give a number, that number becomes the anchor - and any final number above it feels like a markup. Quote only after scoping is done.
If pressed, give a wide range tied to scope: "Builds we do range from $50k for a single workflow to $400k+ for a full platform - we'll know where you sit after discovery."
Discounting at the start tells the customer your price was inflated. Lead with value framing: cost of pain, cost of inaction, ROI math. If they ask for discount before you've earned it, defer: "Let's first agree on what success looks like - then we can talk numbers."
"Can we also build a mobile app?" "Can it integrate with our payroll?" Each "small ask" can add $50k. Always respond: "Great idea - let me scope that and come back with a number." Never agree on a call.
Custom platforms are project-priced, not seat-priced. If a customer asks "what's your cost per user?" - they're benchmarking against SaaS, which is the wrong frame. Reframe immediately: "We're not seat-priced. The platform is yours; cost is fixed for the build."
"Can you ship in 4 weeks?" If the answer depends on their team integrating, providing data, or signing off on designs, your timeline is hostage to theirs. Always frame: "We can deliver in 6 weeks once we have [their specific deliverables]." Put the dependency in writing.
If you can't identify the one person inside the company who will fight for the deal when you're not in the room, you don't have a deal - you have a pipeline mirage. Find the champion or walk.
Free pilots train customers to expect free work. We charge for discovery - even small amounts - because skin in the game improves outcomes. If a customer won't spend $5k on discovery, they won't spend $200k on the build.