Closing and Pricing¶

The four closes¶

Use the right close for the right buyer state.

Close 1 — The 30-day Pro trial (default)¶

Caller: Three options for you. Free tier — no card, capped at 60 minutes of capture a month, good for kicking the tires. Pro 30-day trial — no card, unlimited capture, full feature set, perfect if you have a real project this month. Pro annual — $288, locks in current pricing, my recommendation if you already know it's a fit.

Which one fits you?

This is the default close. Almost everyone takes the 30-day trial; conversion to annual happens during Sequence C.

Close 2 — Annual prepay on the call¶

For prospects who are ready and have decision authority on the call:

Caller: Based on what you've told me, you don't need to trial it — you need to start using it on Monday. Easiest path: I send you a payment link right now, $288 charges to your card, you get full Pro for 12 months, and we get to work. Sound right?

If yes — send the Stripe payment link in chat / email mid-call, watch it land, confirm the receipt, set up an onboarding screen-share for the same week. This is the fastest close possible; do not overuse it but recognize when it applies.

Close 3 — The Team-tier package¶

When the prospect manages a team of 3+ field engineers or inspectors:

Caller: You mentioned [N] people on your team doing this work. Two paths. Path one — you start as a Pro user, validate it on your own projects, then we Team-upgrade the rest of the group in a quarter. Path two — Team tier from day one, 3-seat minimum at $49/seat/month or $504/seat/year — that's $1,512 for the year for 3 seats, shared library, audit log, role-based access. The economics start to make sense once 3 people on your team are using LAIRA at least monthly. Which path?

Close 4 — The Free-tier permission slip¶

When the prospect is hesitant and wants to try before committing:

Caller: No problem — Free tier. Search "LAIRA Airwai" on the App Store, install, start a scan. Caps at 60 minutes a month. If you outgrow it, you're ready for Pro; if you don't, no commitment. I'll check back in three weeks. Sound right?

Free-tier closes are not failures; they're a deposit on a future Pro conversion. Most paid customers started on Free.

The pricing conversation¶

Lead with annual prepay¶

Default ask: annual prepay. Save the customer ~17%, save Airwai a CAC payback cycle. Only fall back to monthly if the customer explicitly objects on cash-flow grounds.

Tier	Monthly	Annual prepay	Annual savings
Pro	$29 / mo	$288 / yr	$60
Team (per seat)	$49 / mo	$504 / yr	$84/seat
Team (3 seats minimum)	$147 / mo	$1,512 / yr	$252

How to anchor the price¶

Never present the price cold. Anchor it first.

Bad: "Pro is $29 a month."

Good: "Pro is $29 a month — about the price of one billable hour. The math most of my customers run is, if it saves them an hour a month, it pays for itself; everything past that is margin."

Better: "Pro is $29 a month, $288 if you prepay the year. The customers I work with usually save 5 to 10 hours a week on inspection time. At a $100/hour billable rate that's $20,000 to $40,000 of recovered time a year, against a $288 cost. The price-to-value is ~70x to 140x."

The "expensive" objection toolkit¶

If the prospect says any version of "too expensive," run through these in order:

Anchor the math. "What's an hour of your time worth?"
Compare to status quo. "What does your current inspection process cost you? Not just time — tools, software, re-inspections when data quality fails."
Compare to competitor that's actually wrong fit. "ARAN trucks are $1M+. LAIRA covers 80% of the use cases at 0.0003% of the cost."
Offer annual prepay. "Annual prepay is $230 instead of $288 — that's $19/month effective."
Disqualify gracefully. "If $29/month doesn't pencil for your workflow, LAIRA probably isn't the right tool right now. Let me make sure you don't waste another call with us; what would have to change for it to make sense?"

If you've run through all five and they're still saying expensive, they're not your buyer. Disqualify on good terms.

The "send me a quote" trap¶

If a prospect asks for a written quote for Pro or Team, the answer is almost always "Pro / Team is self-serve — here's the App Store link / Stripe link." Written quotes are an Enterprise-tier signal; if they need one, they're either Enterprise or stalling. Either way, escalate or pivot.

The exception: federal employees who can swipe a corporate card under the micro-purchase threshold but need a vendor invoice for their records. For those, generate the invoice via Stripe / App Store receipt and email it directly.

Order-of-magnitude pricing for follow-on conversations¶

When a Pro / Team customer asks about Rig pricing, do not quote a number. Refer them up to Airwai. For your own context (so you know when a customer is in Rig territory):

Product	Order-of-magnitude price	Buyer signal
LAIRA app — Free	$0	Solo trial
LAIRA app — Pro	$288/yr	Individual professional
LAIRA app — Team	$1,512/yr minimum (3 seats)	Small team
LAIRA app — Enterprise	$20K–$100K/yr	10+ seats, MSA, SSO
LAIRA Rig	$150K–$400K/yr	Vehicle-mounted, high-throughput, federal or AEC enterprise

When a customer asks "do you have a vehicle version" or "we need to scan 500 miles of road" or "we want pavement data at PCI-survey volume" — that's a Rig conversation. Route to Airwai. Earn +5% commission on close.

How to write the close into HubSpot¶

When you close a deal, log in HubSpot:

Deal stage: "Closed Won"
Amount (USD): annual contract value
Subscription term: 1 year monthly / 1 year annual / etc.
Discount applied: 0%, 20%, etc.
Source of close: cold outbound / warm referral / inbound / partner
Customer persona: Maya / Daniel / Sarah / James / Carmen / Other
Notes: anything notable about the deal that will help account management

Closed Lost / Closed Disqualified are equally important. Reason codes: - "Price" - "Wrong product fit" - "Wrong device" - "Timing — re-engage [date]" - "Going with competitor — [name]" - "Internal politics" - "No budget"

Disqualified-with-reason data feeds future product and pricing decisions. Don't skip the reason code.