3. Learn sales framework

🎥 Video lesson — video not yet migrated (source Skool video id: aa661fa77a1e42d88e3e01f430d28c9a).

Qualification

**Objective: **Confirm that the client has the necessary resources, commitment, and suitability for AI solutions.

Actions:

**• Research: **Review the client’s website, LinkedIn profile, and other online resources to confirm legitimacy.

**• Assess Financial Readiness: **Check employee count and industry details to gauge if they’re likely capable of making a significant investment.

**• Evaluate Suitability for AI: **Analyze the business model and industry to ensure AI can add value to their processes.

**• Identify Decision-Makers: **Confirm who in the company holds the authority for making decisions about technology investments.

**•    Initial Engagement Indicators: **Assess how detailed and clear their initial inquiry or discussion points are.

• Indicators: A well-prepared inquiry often indicates they’re serious about the project and have a specific vision in mind.

• Current Pain Points or Goals: Determine if they’ve outlined any specific challenges or desired outcomes, which shows they have clarity on what they want to achieve.

** I forgot to mention this in the video, but another way to qualify leads with vague or consulting-type requests is to direct them to a paid consultation. Let them know they’ll get a consultation, and if they move forward with a project, the consultation fee will be deducted from the final price. For us, it’s $300. You can use Calendly’s paid plan to integrate it with Stripe and set up a paywall for the meeting. Feel free to copy our description from here:*

https://calendly.com/bosar/consulting-call

Discovery Call

Objective: Dive deep into the client’s needs, goals, and challenges to align potential AI solutions.

Actions:

• Introduction: Briefly introduce Bosar Agency, highlighting relevant experience and successful projects.

• Explore Client Goals: Ask about their specific objectives and what they aim to achieve with AI. Let them describe their desired solution from a user’s perspective.

• Understand Pain Points: Discuss their current challenges in detail, especially those AI might address.

• Share Case Studies: Establish authority by sharing similar projects you’ve worked on and explaining the outcomes.

• Set Expectations: Define what will be covered in the exploration phase, including feasibility analysis, timeline, and deliverables.

Exploration Phase

Objective: Assess the feasibility of the project, estimate scope and cost, and present a preliminary solution outline.

Actions:

• Feasibility Analysis: Conduct a technical assessment to determine if the requested solution is achievable with current resources and technology.

• Data Review: If applicable, review available data or request access to sample data to gauge what’s possible.

• Scoping the Project: Develop a high-level project scope with a focus on deliverables, timelines, and costs.

• Exploration Report: Create a report detailing findings, recommended approach, and metrics like a Cosine Similarity Score if relevant.

• Client Follow-Up: Schedule a follow-up call within 2-3 days to present findings, discuss potential solutions, and clarify any questions.

Closing a Deal

Objective: Secure the client’s commitment by finalizing project terms and obtaining necessary approvals.

Actions:

• Review Proposal: Walk the client through the proposed solution, explaining each component, timeline, and cost.

• Address Objections: Tackle any concerns around pricing, data privacy, or integration complexity, using case studies and examples to reassure.

• Define Success Metrics: Confirm measurable KPIs that will be used to evaluate the project’s success.

• Contract and Payment Terms: Present a formal contract, including payment milestones, timelines, and post-project support terms.

• Obtain Approval: Confirm all stakeholders are aligned, and secure a signature or formal commitment to proceed.

Outcome: Signed contract and payment terms agreed upon, setting the stage for the implementation phase.

Implementation

Objective: Develop, deliver, and refine the AI solution through iterative testing, with ad-hoc client communication as needed, and ongoing support through a structured maintenance plan.

Actions:

• Communication Setup: Depending on project complexity, establish an appropriate communication channel (Slack, WhatsApp, or email) for ad-hoc updates. For simpler projects, maintain communication solely through email.

• First Iteration Delivery: Build the initial version of the AI solution and deliver it to the client for testing and feedback.

• Iterative Testing and QA: Conduct thorough internal testing, incorporating client feedback in iterative cycles to refine and improve the solution until it meets the desired outcome.

• Finalization and Handoff: Once testing is complete and all client feedback has been integrated, finalize the solution and deliver it as a fully functional product.

• Post-Implementation Support (Maintenance Fee):

• Prompt Updates and Fine-Tuning: Regularly update prompts and fine-tune the solution based on client feedback or changing requirements.

• Minor Adjustments: Provide small development adjustments within the maintenance fee, covering changes that require minimal effort (up to a few hours).

• Additional Development Needs: For substantial modifications, offer a separate, scoped project stage at an additional cost.

Outcome: A polished, fully functional AI solution with a structured plan for ongoing support and enhancements as part of the maintenance agreement.