9h ā¢ General Discussion š¬
How AI Agencies turn discovery calls into deals š
(this makes it too easy)
Iāve got a couple of quick questions for you:
Why do car dealerships let you test-drive before paying?
Why do SaaS companies offer free trials before paying?
Is it because theyāre feeling generousā¦
Or is it because it makes acquiring clients a hell of a lot easier?
Right, so letās talk about that strategy, and then you can easily acquire clients for your AI solutions tooā¦
Firstly, we need to understand something important:
ā The biggest barrier to purchase is the fear of commitment.
So if youāre pitching āAI transformationā upfront, thatās the reason youāre struggling to acquire clients.
Because hereās what prospects are thinking:
ā¢ "An overhaul puts our current workflows at riskā¦"
ā¢ "What if we invest in all of this and it doesn't deliverā¦"
ā¢ āThis sounds like a huge commitment with no exit..."
Which all trigger the same problem ā buyer retreat.
So whatās the fix?
ā Pilot offers.
A pilot offer is the first step in your service, delivered at low/no risk.
Hereās an example of what a pilot offer looks like:
"We'll automate your entire hiring process"
vs
"We'll automate your resume screening. And after 7 days, if you like it, we'll expand to interview scheduling and candidate communication."
Now, which offer do you think is easier to say yes to?
The second one obviously.
Because youāve reduced the scope of the first step by making it safe, specific, and reversible.
And once youāve delivered the first step and theyāve experienced the valueā¦
THEN youāre perfectly positioned to upsell the full transformation.
Donāt try to knock everything down at once - just the first domino, then the rest will follow.
So here's how you can create your own pilot offer to easily acquire clients:
1. Start small: what's something valuable and easy to deliver?
2. Fast wins: how do I deliver it in under 7 days?
3. Upsell: does this first solution align with bigger solutions?
So when youāre on discovery calls, this offer will sound like:
āWeāll deliver [specific component] in [short timeframe]. You see [specific result]. Then when youāre happy, weāll discuss the [full solution].ā
The less risky your offer is, the stronger it becomes.
Sell the first step, not the entire staircase.
Then when they're on it, they'll climb the rest themselves.
___
I hope this helps,
Dan š¤
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How AI Agencies turn discovery calls into deals š
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