Right-Fit Client
Profile Builder™
Seven decisions that turn "I help businesses use AI" into positioning the right people recognise themselves in — and that other people can refer into. Generates your positioning statement, your referral request, and the list of work you should refuse.
Resource 02The Signal
Decoder™
Forty things prospects actually say — and what each is really telling you. Every card carries the underlying constraint, the questions to ask next, the value category, the solution category, what must be validated, and the disqualifier. Includes a drill mode for practice.
Resource 03Conversation Arc
Field Card™
The seven-step arc, built to sit open on a second screen while you are actually on the call. Each step gives you the objective, the questions, what to listen for, what to say, what never to say — and the gate that tells you when to move on.
Resource 04The Prospect
Fit Test™
Curiosity is not qualification. Score the opportunity across eight dimensions, with seven kill switches that override the score entirely — because a fascinating prospect with catastrophic downside is not a strong opportunity, it is a dangerous one.
Resource 05Objection Response
Library™
Twenty-eight things prospects say to slow you down. What each usually means underneath, exactly what to say, and the follow-up question that reopens the diagnosis instead of ending it. Including the five objections that are actually buying signals.
Resource 06Conversation
Starter Library™
Fifty ways to open a business conversation without sounding promotional — sorted by where you are when you say them. Every opener carries the four-question diagnostic it earns you in the next conversation, the sentence that reflects it back, and the bridge to a paid step.
Resource 07The Prospecting
Scoreboard™
Eleven numbers, one funnel — conversations, constraints, right-fit prospects, follow-ups, introductions asked and landed, opportunity conversations, Briefs, paid discovery, proposals, clients. Nothing is typed in as a total, so it works out the carry rate between every stage and flags the one that is actually costing you the work.
Where each tool sits
Never leap from a networking conversation to an implementation proposal. Each level earns the next — and charging for discovery does not slow the sale down. It converts vague enthusiasm into a professional decision process.
- 1
Informal conversation
You hear something in a meeting, at an event, or over coffee. A complaint is evidence that an opportunity may exist — it is not yet the opportunity, and it is definitely not the diagnosis.
Right-Fit Profile · Starter Library · Signal Decoder - 2
The Agentic Opportunity Conversation™
A real conversation about the outcome, the workflow, the impact and the readiness. You leave with one clear opportunity, one number, and one agreed next step — not a solution.
Conversation Arc · Objection Library · Prospect Fit Test - 3
Agentic AI Opportunity Brief™
An initial opportunity hypothesis and a recommended path, written up properly. This is where these six tools hand over.
- 4
Paid discovery or assessment
Validate the current workflow, the baselines, the context, the stakeholders, the risks, the value and the readiness.
- 5
Agentic Solution Blueprint
Future-state workflow, Human–Agent allocation, requirements, authority, exceptions, KPIs and an implementation plan.
- 6
Pilot or implementation
Build, test and measure the selected capability.
The one thing to hold on to
You are not looking for everyone who is interested in AI. You are looking for organisations with valuable work that can now be redesigned. The first conversation creates clarity. The second creates evidence. Only then do you create architecture.
How to use these in the programme
| When | Do this |
|---|---|
| Before you prospect | Build your Right-Fit Profile. Say the positioning line out loud. If it doesn't sound like something you'd actually say to a person, edit it until it does. |
| Before you reach out | Pick three openers from the Conversation Starter Library™ that fit your chosen market, and use those three all week. Reusing the same opener is how you learn to hear the difference between answers. |
| Every week | Run ten minutes of Signal Decoder drill mode. The skill is producing the decode under conversational pressure, without a screen in front of you. |
| Before a call | Open the Conversation Arc Field Card and read the gates. Skim the Objection Library for the two objections that market always raises. |
| During the call | Field Card on a second screen. Tick questions as you cover them. Capture notes in the Call Notes tab as you go. |
| Straight afterwards | Run the Prospect Fit Test while it's fresh — and score low where the answer was a guess. Export the scorecard and the call notes together. |
| Then | If it scored Strong, propose the Agentic AI Opportunity Brief™. If it scored Promising but Unready, sell the readiness work. If it scored Curious, stop investing calendar time. |
| Every Friday | Spend ten minutes on the Prospecting Scoreboard™. Log the week honestly — including the conversations that went nowhere — then look at one thing: the carry rate it has flagged as your tightest point. That stage is next week's practice. |