Closing AI consulting deals is 80% script, 20% improvisation. Here are the exact frameworks I use.
The Discovery Call Script (30 Minutes)
Opening (2 min)
"Thanks for taking the time. I've done some research on [company] — I noticed [specific observation about their business]. Before I share thoughts, I'd love to understand your current situation."
Why this works: Shows you did homework. Positions you as a consultant, not a salesperson.
Pain Discovery (10 min)
Five questions, in order:
- "What does a typical day look like for your team?" (opens the floodgates)
- "Where do you feel the most time gets wasted?" (surfaces automation opportunities)
- "Have you tried to solve that before? What happened?" (reveals failed attempts and budget precedent)
- "If you could wave a magic wand and fix one thing, what would it be?" (their #1 priority)
- "What would it mean for the business if that was solved?" (gets them to articulate the VALUE)
The Pivot (3 min)
"Based on what you've shared, I see three automation opportunities. The biggest one is [their #1 pain]. I've done something similar for [reference client] — they're saving [specific result]."
Live ROI Calculation (5 min)
Pull out your calculator (literally or figuratively):
- "You said your team spends about [X] hours/week on [task]"
- "At an average loaded cost of [Y]/hour, that's $[Z]/year"
- "The automation I'm proposing typically reduces that by 70-80%"
- "So we're looking at roughly $[annual savings] in year one"
This is the money moment. When they see the numbers, the conversation shifts from "can we afford this?" to "can we afford NOT to do this?"
The Close (5 min)
"I typically work in three engagement tiers:
Option A ($5K): We build the core [their #1 automation] with documentation and training.
Option B ($15K): Full automation suite — [3-5 automations listed], plus team training and 30-day support. This is what most clients choose because it addresses all three bottlenecks we discussed.
Option C ($30K): Everything in B, plus custom AI agents, 6-month optimization support, and quarterly business reviews.
Which of these feels closest to what you need?"
Handling Objections
"That's more than we expected"
"I understand. Let me ask — based on the ROI calculation we did, what investment level would feel comfortable knowing the payback period is [X] months?"
"We need to think about it"
"Absolutely. What specific questions do your team need answered? I can prepare a detailed brief covering those exact points."
"Can you do it cheaper?"
"I can adjust the scope. Option A at $5K is a focused engagement. We could start there and expand if the ROI proves out — which it typically does within the first month."
Post-Call Follow-Up (Same Day)
Send within 2 hours:
Subject: [Company Name] — AI Automation Roadmap + ROI Projections
Hi [Name],
Great conversation today. As discussed, here's what I see:
Top 3 Opportunities:
1. [Automation 1] — Est. savings: $X/year (payback: Y months)
2. [Automation 2] — Est. savings: $X/year (payback: Y months)
3. [Automation 3] — Est. savings: $X/year (payback: Y months)
Total estimated impact: $Z/year
Attached: Detailed proposal with methodology, timeline, and investment options.
Next step: Would Thursday or Friday work for a 15-minute call to finalize scope?
Best,
[Name]
My Close Rate
| Stage | Conversion | Notes |
|---|---|---|
| Lead → Discovery Call | 45% | Free audit offer drives this |
| Discovery → Proposal Sent | 85% | Almost everyone gets a proposal |
| Proposal → Close | 42% | Above industry avg (25-35%) |
| Lead → Client | 16% | 1 in 6 leads becomes a client |
At an average deal size of $15K and 4 new clients/month, that's $60K/month from about 25 discovery calls.
All My Templates
The complete set — scripts, proposals, objection handlers, follow-up sequences, and 50+ rate cards — is in the AI Consulting Pricing Bible ($97).
For the full agency launch playbook with SOPs, legal docs, and hiring templates: AI Agency Launch Kit ($197).
What's your biggest challenge in closing consulting deals? Drop it below.
Top comments (0)