The Price is Almost Right
It's huge for the margin that we make.
I hear you. What number did you have in mind? I'm just curious.
My gut says yes but you don't know until you're using it.
The real question isn’t ‘Can we get out?’ — it’s ‘How quickly does this pay for itself?’ To align with that, we can include a one-year opt-out. If the ROI isn’t there by November 2026, you walk. If it is, the decision takes care of itself.
Our ERP said they will only work with Pepper.
Tech & stakeholders change all the time - let's have a quick sit down with your ERP and confirm the situation.
You are going to sell and manipulate my data
We are changing ERPs and need to wait.
Confirm the new ERP and our ability to work with it. Position a simultaneous go live with ERP and Choco, running change management once v. one after another.
Bonus: Offer alternative outcomes that can be powered by non-integration modules like SalesHub
Our business is just too small.
We work with guys that have 60 customers. I work with a guy named Mastrioni in the middle of New York. He's got three employees. So we work with all shapes and sizes.
We need to see the value first before we commit.
It sounds like you’re not seeing a clear enough connection between what we offer and the outcomes you’re aiming for.
What would your definition of ‘seeing the value’ look like?
Here’s what I propose: let’s define your top 2 or 3 measurable outcomes and do the math / get a reference.
Couple of prioritization options & case studies:
Time saved, Revenue protected, Errors reduced, Productivity gained
We are looking at LaceUp because it was "10% of the cost" of Choco.
Articulate the core use case of the competitor (LaceUp = WMS) and position what is Customer-Facing Tech v. internal, back office management.
Our ERP was a custom-built system by a guy who is retiring.
Re-confirm Choco can integrate with legacy/custom systems with flexibility. Push to aligned SEs & 'the guy' to understand what was built and how to maintain the integration.
We're in a transitional mode right now. We don't want to rock the boat by making any changes now.
Acknowledge and understand the changes. Seek out how those changes are impacting their clients and identify ways Choco could help ease some pressure of the transition and the light weight implementation for various Choco modules.
I thought it'd be 100 bucks more than my CRM, not 1800.
I guess we're comparing apples to oranges, right? What we're offering includes online ordering, AI order processing, and customer acquisition tools. If you just wanted the CRM portion, that's around $1,000 a month. Does that component alone make sense?
It's you or a new revenue producing rep, seems a no brainer
Run some scenarios, backed by math. Think about the cost of a rep and realistic productivity: recruit & train, salary v. revenue & profit generated, time to deals. Choco is used by everyone and ready immediately, works 24x7, and doesn't get sick or take holiday
Our own online ordering system that "works perfect.
Pivot by acknowledging their app but highlighting that Choco AI captures the text, email, and voicemail orders that don't go through their current app.
Duplicate orders living in our ERP and Choco - what's the source of truth?
Restate value of a system for accepting orders and for storing orders - a clear UI with multiple users reviewing new orders and limited users with ERP access for secure tracking and auditing.
We need to finish and prioritize our current project first.
Discuss the problem the current project is solving and how it will solve it. Often there is overlap in the outcome Choco will drive - maybe faster than the current project (think Golden Country and Pepperi, only successful if time is feed up to use Pepperi first).
I gave a range but don't remember implementation, and 3 years is a long time!
Three years can feel like a long time. What I can do is work on getting an opt-out clause after year one included in the contract. That way, if it's not working, you're not locked in. But if the app works the way I think it will and helps fuel growth, I don't see why you wouldn't stay with it.
Manual order entry is good enough and fast enough.
Understand the start to finish order process from a time, number of people, and time per activity perspective. Offer ways to compare manual v. choco speed - a challenge, a demo, and proof of concept. Run the math and present the findings.
Pepper has so many features and always seem to be shipping more each month.
Acknowledge the volume of releases, but pivot to Choco as the first mover in each major feature - others are playing catch up with incremental, not innovative enhancements.
Our ERP is still a blocker and we'll need to delay go live (and payment) another month.
Confirm Choco was technically ready in Nov, we will provide access and hence invoicing will commence. We have lined up a full team enabled launch in December to familiarize the team immediately.
Leverage anecdotes: If you bought a car or a building, and the keys have been handed over, you're still paying for the car regardless of it's in drive it or stock inventory.
We want to wait and see how the year finishes
We just lost a major customer, finances are tight.
I completely understand. Losing a major customer is tough, and fiscal year end is always stressful. You're probably better off to revisit this in January when things settle down. What I will say is that one of the things our platform does really well is help you identify at-risk customers before they churn. Let's reconnect in January and I can show you how that works."
We think we'll get 80% of the Choco value for 20% the cost with another vendor.
It sounds like you want to make sure you’re spending wisely and only paying for what truly matters. When you say 80% of the value - what does that actually look like for your team day-to-day?
A lot of tools can seem similar at first glance. What our customers realized is that the biggest difference wasn’t in the features — it was in whether their teams actually used it and got results. What would it mean for the business if the ‘missing 20%’ is the part that makes people adopt it and drives the outcomes you’re looking for?
Whatever we want, C+D will build.
Innovative points of view beat order takers every time. Our teams don't hack together features, we co-develop how to achieve an outcome - sometimes tech, sometimes change management, often something you haven't thought of yet.
Worried a change from Sage 50 to Sage 200 would ruin the AI training and customer habits with the switch
Seek to understand - what's changing in the data? Learning that things like product codes, customer names and numbers weren't changing, so the AI’s memory of customer preferences would migrate seamlessly to the new ERP without needing to restart the learning process.
We'll discuss internally and get back to you.
Absolutely, I want you to feel confident about this decision. Can I ask what specifically you need to think about? Is it the pricing, the timing, or something about how the solution works? That way, I can make sure I've prepped you with everything needed to make the right decision.