Module 11 · Lesson 8
Selling It
"We don't sell software. We sell the back office of a modern business — plus a customer network no one can buy anywhere else."
Video narration script (ready to record)
You know the platform. Now let's sell it.
The positioning is one sentence: everything your business runs on, in one system, with a rewards network that brings you other businesses' customers. Consolidation gets their attention. The network closes.
Discovery first. Ask what they use today for booking, for the register, for payroll, for gift cards, for texting. Ask what each one costs. Ask what breaks between them. You're not pitching yet — you're adding up their pain out loud.
Then demo, live, in this order: the booking page on your phone — no login, book in twenty seconds. The calendar, drag an appointment. The client record with a balance and a pay link. The punch clock on your phone. And last, Boonora — show your own rewards card in Apple Wallet and say: every business on the network is sending customers to every other business on the network. Want to be in it, or next to it?
Handle the classics: "I already use Square" — Square is a register; it will never send you customers. "My staff won't learn a new system" — your staff already uses phones; the punch clock is one green button. "I'm locked into a contract" — we import your clients and balances, and the switch pays for itself in the fees you stop paying.
And always finish with the same close: let's set up your business this week — the network is growing either way.
Positioning vs. the usual suspects
| They say… | You say… |
|---|---|
| "We use Square / Clover." | "Great register. Does it text your customers, run payroll, take online bookings without an account, or send you the café-next-door's customers? That's the rest of the platform." |
| "We're on ADP / Gusto for payroll." | "You're paying a base fee plus per-employee, every month, for hours your team still tracks somewhere else. Here the time clock and payroll are one thing — and your accountant keeps the taxes." |
| "We get orders from DoorDash/Grubhub." | "Keep them for discovery if you like — but your regulars should order commission-free from your own site. That margin is yours." |
| "We have a punch card / loyalty app." | "That rewards the customers you already have. A rewards network recruits the ones you don't." |
| "Mindbody/Vagaro handles our booking." | "Does it make clients create an account before booking? Every account wall costs bookings. Ours is true guest booking — and it's one piece of a whole platform." |
Objection handling
- "It's too much change at once."Land one system first — usually booking or the punch clock — and turn the rest on as they're ready. It's one platform; adding a piece is a switch, not a migration.
- "What about my existing data?"We import clients and balances. Nobody starts from zero.
- "What does it cost?"Quote ONLY from the current rate sheet — never from memory. The honest anchor: add up what they pay today across four or five apps, then compare.
- "Is my data safe?"Professionally hosted cloud infrastructure, staff logins with per-person accountability, and sensitive details (like bank numbers) never displayed back in full. Don't improvise security claims beyond that — route deep questions to the team.
- "Why would I share customers with other businesses?"Flip it: the network only shares spending power, not client files. Their customer data stays theirs — what circulates is customers' rewards value looking for places to be spent. Being in the network means being one of those places.
The close that works: "Every month you wait, the network grows without you. Let's get your business set up this week."
House rules
- Demo live, never slidesThe product is the pitch. Keep a demo business ready on your phone and laptop.
- Never invent numbersPricing, rates, and program terms come from the current rate sheet and leadership — full stop.
- Under-promise on timelinesSetup is fast, but say "this week," not "this afternoon," and beat it.