(the final push they need) Have you had a discovery call that went down like this: You delivered a killer pitch… The prospect was convinced… But the commitment just fell short… …leaving you puzzled about what went wrong. If that sounds familiar, keep reading… Your pitch should be built around solving one core problem. But it shouldn’t be presented around delivering one benefit… Otherwise - the prospect does this math in their head: “Is this one thing worth $8k+?” Meanwhile - your solution does 6 other valuable things you didn’t mention… That’s the mistake. That’s why the deal just fell short. Instead, you need to present a catalog at the VERY END to get them over the line. First, you establish focus on the problem, then you add magnitude with the benefits. Here’s how this looks: Say you've just proven your AI solution eliminates manual data entry for a finance team. They're convinced. Now you present the catalog: "But that's just the beginning. This same system also: ↳ Flags anomalies in vendor invoicing before you pay ↳ Predicts inventory needs 30 days out ↳ Generates compliance reports automatically ↳ Alerts you to contract renewal deadlines ↳ Tracks spending patterns across departments" List 4-6 additional benefits. One line each, no elaboration. This doesn’t dilute your pitch → it adds weight after focus has been established. They came in thinking about one problem… Now they're seeing six more problems solved with the same system. That magnitude of possibilities provides the final push. Lead with one. Close with many. __ I help AI Agencies get more clients and scale to 6-figures. Follow me on LinkedIn for more content like this. Dan 🤝

(competing with cheap tools) AI Agency owners have heard this objection before: "We found a cheaper tool that does the same thing, so why would we pay x5 the price?" And most will panic and scramble for a defense: "Well… uhh… ours is more this... better that... safer because..." But it's weak, and that objection shouldn’t surface in the first place… How? By revealing your development story. Your prospect can't tell the difference between your custom AI solution and the $200 tool they found online. To them - it's all "AI Automation." They don't see the iceberg beneath the surface… They see the tip of what your solution does, and assume that's all there is. Your job is to reveal what’s beneath the surface… What separates your solution from the cheap alternatives: • What you trained it on that they didn't • What edge cases you solved that they missed • Why those gaps matter to their business That’s when they can’t compare you with the cheap tools. So, let’s put this into practice as you pitch your customer support solution to finance teams: "Unlike the automation tools that work across every industry… We custom-trained ours on 500+ support tickets from financial service companies… It understands terms like 'ACH reversal' and 'regulatory compliance'... Not just the generic customer service language… That's why it handles 95% of your tickets - unlike 50% from a typical chatbot…” Now… If they still hit you with that objection, here’s your counter: "The cheap alternatives work great… Until they hit an edge case… Then they break or send nonsense responses, damaging your reputation… We tested ours against 200 edge cases we collected from 5 beta clients… Failed scenarios, angry customers, complex refund situations, you name it… Ours is built to handle what breaks the other tools…" You’re not justifying your price here… You're revealing what you built that the cheap tools didn't, and why that gap matters. Your development story is your differentiation.