From Free AI Advice to $34,500 Projects

My exact framework that transformed how I (and the BIG 4) sell AI consulting

Hey Adopter,

Most AI consultants approach discovery calls like job interviews. They pitch credentials, throw around buzzwords, and hope something sticks. Then they wonder why clients ghost them or ask for "just a quick proposal."

The problem isn't your expertise. It's your diagnosis.

Are you having trouble finding the right clients for AI consulting?

A proper discovery call isn't about selling AI solutions. It's about uncovering whether this client has a $34,500 problem that needs solving. Because if they don't, you're both wasting time.

If people ask why $34,500 is the number, that's what I currently charge after gradually scaling up as I realized how much more value I provide than big four firms at fraction of their rates. Start wherever makes sense for your market and work your way up. I've attached a detailed report on what the “Big Four” consulting companies charge and offer in this space at the end of this edition.

Here's the framework that separates serious prospects from conference room tourists.

---

The Four-Step Discovery Framework

1. Business Goals (5-10 min) - Anchor AI to revenue, cost, and risk priorities. Ask for two strategic goals and one nightmare scenario if they miss them.

2. Process X-ray (10-15 min) - Expose bottlenecks that drain cash or patience. Walk through one core workflow. Flag delays, hand-offs, data gaps.

3. AI Bridge (10 min) - Translate pains into plain-English AI wins. Share a two-sentence case study that mirrors their problem. Confirm interest.

4. Next Step (5 min) - Lock the path to a paid audit. Outline the AI Impact Audit, agree on decision-makers, promise a one-pager.

Keep the tone consultative, not evangelical. The client must feel heard, not lectured.

---

The $299 Discovery Call Strategy

Before any prospects reach the audit stage, I charge $299 for the initial consulting call. This does two things: it filters out tire-kickers and ensures I'm talking to decision-makers who value expertise.

Here's the key: I capture as much information as possible beforehand so I can actually help them on that call, regardless of whether they move forward with the full engagement. This approach builds trust and demonstrates value immediately.

I use Calendly for this, which handles both payment processing and pre-qualifying questions seamlessly. The prep work ensures the live call becomes confirmation, not exploration.

---

Your Pre-Call Question Set

Load these into Calendly or YouCanBook.me so every prospect arrives warmed up:

#   Question                                                                           
1   What are your top two business goals for the next 12 months?                      
2   Where do you bleed the most cash, time, or goodwill today?                        
3   Which metric keeps your CEO awake at night?                                       
4   Tell us one process you wish ran on autopilot.                                    
5   How clean and accessible is the data that supports this process?                  
6   Select the AI priorities that interest you:                                       Checkboxes (other allowed)
    □ Cost reduction
    □ Revenue growth  
    □ Risk reduction
    □ Customer experience
    □ Employee productivity
    □ Other
7   List the tools, platforms, or databases your team touches daily.                  
8   Who signs off on initiatives over $50k?                                          

These answers turn the live call into confirmation, not exploration.

Why the Audit Sells

• Zero fluff. Four weeks, fixed fee, clear deliverables.

• Board credibility. You hand them a deck, not a wish list.

• Cash impact. Every quick win is costed and calendar-ready.

Book the call, run the framework, land the engagement. Simple.

---

Advanced Pricing Strategy and Implementation

Want to see exactly how I structure my pricing and why these numbers work? I break down my complete pricing model, from the $299 discovery call through enterprise engagements, including how I've scaled from much lower rates to premium positioning.

This includes:

• How I positioned myself against Big Four consulting firms

• The value justification framework I use with clients

• Real examples of ROI calculations that close deals

• Step-by-step pricing escalation strategy

I've also attached a detailed 35-page report on what the “Big Four” consulting companies charge and how I used these insights to position myself and how you could do it too.