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3 Pilot Options That Don’t Stall

Buyers need an easy “yes” without custom scoping. Hand them three clear choices and a short path to value.

Author

Alexander Shartsis
September 22, 2025

Most deals stall because the first “yes” is too big: custom scope, unknown time, unclear success. A simple three‑tier pilot lets buyers start small, see value quickly, and move forward without dragging legal and finance into week one.

Design each option to be one screen, one owner, one success metric.

The 3‑Tier Pilot Matrix (Notion‑ready)

Starter (1–2 wks) quick check • Standard (3–4 wks) in-flow proof • Sprint (4–6 wks) build + train.

Here is the full 3-Tier Pilot Matrix that you can copy into notion and fill it for your product/service.

Notes: keep pricing simple, round numbers only. Make “success metric” something the buyer already tracks.

How to pick which option to lead with

  • If the buyer is curious but cautious → lead with Starter (fast win, tiny ask).

  • If they already tried to solve it → lead with Standard (prove it in their flow).

  • If they’re under deadline → lead with Sprint (highest touch, fastest learning).

  • Let the buyer trade up in the thread—don’t force a big commitment first.

Pricing Email Lines (copy, token‑swap)

Use one of these depending on the situation.

Subject: 3 quick ways to try this (no custom scope)

Here are three simple options so you can start without a big project.
Starter (1–2 wks): connect 1 source, validate {metric} → $___ (credited if we continue).
Standard (3–4 wks): 2–3 use cases with your team, playbook → $___.
Sprint (4–6 wks): hands‑on build + training → $___.
If any of these look right, we can pick a start date on a 10‑min call.

Subject: Ballpark + a safe first step

Range lands between $–$/yr depending on {driver}. Most teams start with a {Starter/Standard} pilot ({timeframe}) to prove {metric}. We credit the fee if we move forward. Want the one‑pager?

Subject: Under deadline? 2‑week path

If you need results by {date/quarter}, our Starter option gets a clear read in 1–2 weeks with just an hour of your time.

Examples (swap to your world)

Analytics tool

  • Starter: connect Shopify; measure repeat‑purchase lift on a 500‑customer slice; $600; 100% credit.

  • Standard: hook Shopify + email platform; identify 3 biggest friction points; $2,500; 50–100% credit.

  • Sprint: build retention dashboard + train team; $6,000; partial credit.

Ops service

  • Starter: audit one warehouse process; $750; 100% credit.

  • Standard: redesign picking flow for one shift; $3,500.

  • Sprint: implement new SOPs across two sites + training; $9,000.

Guardrails (keep deals moving)

  • One screen each. If it doesn’t fit on a screen, it’s not a pilot.

  • One metric per option. Avoid kitchen‑sink success criteria.

  • Credit, don’t discount. Trade pilot fee for momentum; avoid price haggling.

  • Timeboxed. End dates create decisions.

  • Owner named. One person on the buyer side signs off and attends.

One‑Day Setup

AM: Fill the matrix with your best guesses; pick round prices.
Late AM: Draft your three pricing email lines and paste them as snippets.
PM: Review with a friendly customer; adjust wording and metrics.
End of day: Share the one‑pager link in your 48‑hour follow‑up.

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