Jul 7 • General Discussion 💬
AI Founders: position your service like this…
(charge 2x more)
For months, I used to market AI services the same way:
"This is broken? - We'll fix it."
"This is a mess? - We'll clean it."
“This is chaotic? - We'll organize it."
Prospects would book their discovery call but after the demo?
Nothing.
But it wasn’t a sales problem.
↳ It was a positioning problem.
Here’s what I figured out:
I was positioning our service like medicine.
↳ But prospects also wanted the vaccine.
• The medicine fixes the problem now (short-term benefit)
• The vaccine prevents the problem from happening again (long-term benefit)
Prevention isn't just stronger positioning.
↳ It's how you charge premium prices.
Wealthy business owners don't just sit around waiting for fires to be put out.
They invest (a hell of a lot) in making sure fires don’t start in the first place.
When you position your AI service as repair AND protection:
Prospects won’t challenge your price because the long-term benefit AMPLIFIES the perceived value.
• Problems make a prospect feel exposed.
• Prevention makes them feel forward-thinking.
Here's a basic example of this positioning shift:
📄 Document Compliance Monitoring
✖️ “Stay compliant with AI-powered document analysis across your operations.”
✔ “Compliance failures don’t happen all at once. Our system flags outdated policies buried in PDFs before they trigger an audit.”
When you position your service to prevent bigger and costlier problems down the line…
Your prospect's mental model flips from:
“Do we really need this?” → “We can't afford to go without this?”
Position your AI service as a vaccine and charge more while you’re at it.
__
I hope this helps,
Dan 🤝
6
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AI Founders: position your service like this…
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