3 Step Formula For Getting A Client · AI Automation Agency Hub

Liam Ottley

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May 15 (edited) • 💡 Liam's Insights

3 Step Formula For Getting A Client

Hey everyone,

Before we dive in, this series is not one to skim.

I’m going to pack in as much value as I can, and today’s post is one of the big ones.

I’m walking you through the full sequence to land your first AI client.

So save it if you need to - but make sure you read it.

In the last post, I told you to stop chasing tools and focus on landing a client.

A lot of you wrote back asking the same thing:

“Okay Liam… how?”

Here’s the simple sequence.

The 3 Cs: Capabilities. Contact. Convert.

1. Capabilities

Before you sell AI, you need to understand what it can actually do.

Not just “ChatGPT can write emails.”

AI goes beyond that. Generative AI, machine learning, computer vision, natural language processing, data workflows, to name a few. How many of those can you actually explain?

Because if you walk into a meeting with a business that could pay you $10k to $20k and your understanding is surface-level, you've lost the deal before it starts.

Think of it like building a house.

Weak foundations, and the whole thing cracks.

The stronger your understanding is of AI, the better you’ll be at spotting where it fits inside a real business.

A good place to start is in the Skool Classroom. I’ve put together a foundations section for you HERE.

2. Contact

Once your foundation is solid, your only job is to get in front of real humans.

There are four ways to do that.

Warm outreach is the highest-converting path to your first client. Old colleagues. Friends. Family connections. Your barber. Your dentist. Your mechanic. Local business owners. People who already trust you.

In person works because trust is easier face-to-face. Events, coffee shops, casual conversations, opportunities are everywhere once you start looking.

Cold outreach works too, but only when you do the research. Understand the industry, the business, and the person before you reach out. And don’t sell the build. Sell the meeting.

Content is the long game. You’ve seen what YouTube has done for us, but LinkedIn is probably the easier place to start. 1 billion users, only a tiny percentage posting consistently. Pick one platform and show up.

That’s how Morningside AI started.

3. Convert

Your first call is not a pitch.

Most people jump straight into selling, and the prospect pulls back.

Your job is to understand.

Ask questions. Find the bottlenecks. Talk outcomes. Make them feel like, finally, someone gets it.

Some clients know exactly what they want built. Quote it.

Most don’t.

They know they want AI, but they don’t know where to start.

For them, the offer is not the build. It’s the audit.

And a good audit often opens the door to the build, the retainer, and the next department.

That’s the sequence:

Capabilities. Contact. Convert.

Most people try to skip straight to Convert.

That’s why nothing is working.

In the next post, I’m breaking down why outbound is failing for most people right now, and the small shifts that change everything.

Talk soon,

Liam

P.S. If you want one-on-one help applying this, from outreach to discovery calls and audits, the Accelerator may be a fit. I’ve opened a few free strategy sessions with my team. You can book HERE before they fill up.

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3 Step Formula For Getting A Client