Objections & Pricing

Last lesson: what they'll push back on, and what it costs. 'I already have a loyalty program.' Good — then they know their customers like rewards. Theirs rewards the customers they already have. Boonora also puts them in front of other businesses' customers — someone who earned their Boons at another shop can find them, claim their offer, and spend those Boons at their counter. Ask how many new customers their punch card brought in last month. 'Am I giving away margin?' They set the earn rate — zero to twenty percent, changeable any time, and Boonora+ and Elite members earn one-and-a-quarter and one-and-a-half times that base. Most of ours run three to five percent, and that money back on a customer who came because of the network is an acquisition cost — and a cheap one. On existing customers it's retention, and retention is cheaper than the alternative. 'My customers won't download an app.' They don't have to. Their phone number is how we find them at the counter — no app, no card to carry. That's the whole design. 'What about the fees?' One percent on the Boons they award — that's their own marketing spend, never the customer's money; three-quarters of a percent on settled cross-business activity, paid by the business honoring the value. Gift cards and wallet loads carry no purchase fee at all. Say it plainly. Both rates are lower than card processing — though they sit on top of their own card fees, not instead of them. And the marketing comes with it. 'Who's on the network?' Answer with the names on the live businesses page — a short list today, and say so — and with the referral question from the demo: which ones do they want? Early members shape the network. 'What if I want to leave?' Thirty days' notice. Nothing gets deleted — their client records stay on file — and for ninety days they keep accepting Boons members already hold, settled as normal, with final settlement thirty days after the last one. Boons earned at their shop stay good everywhere else on the network. No hostage-taking. Pricing. Joining Boonora costs the business nothing — the agreement they sign has no monthly fee, no terminal fee and no per-transaction fee; their only Boonora costs are the Boons they choose to fund and the one-percent issuance fee on those Boons. Business Lab platform software is the separate sale, priced by tier. Never quote a platform number from memory or off the website — confirm it with the office before every proposal. The honest pitch: it's not a discount program. It's a network that markets for them, with the Boons settled between businesses and paid out every Friday once their bank is connected — and the control kept over what they give: their earn rate, their member discount, their specials. Sell that.