#47: 5 Ideas To Quantify Results When Selling AI Solution To Customers

#47: 5 Ideas To Quantify Results When Selling AI Solutions To Customers

Read Time: 3 min

New Cohort Announcement
The new founder-led sales cohorts will begin on May 2nd for the (B2B) cohort and May 4th for the (B2C) cohort. These accelerators are designed to help you build a fully fleshed and repeatable sales process that will allow you to close revenue predictably, validate your minimum viable product (MVP), identify your ideal customer profiles (ICP), and begin scaling your product.

The accelerators fill up extremely fast. If you’re ready to level up, do not procrastinate. Go ahead and book a call with me here.

Today, I will discuss how you want to think about quantifying results with your AI solution. The ideas discussed are pretty much applicable across the board in showcasing what life would look like before and after your solution. It’s not just relevant to AI.

As we all know, AI is the new thing, and with good reason. AI will/is changing everything. I’d say probably 85% of our clients are building some type of AI solution. For the overwhelming majority of our clients coming out of Y Combinator, it’s pretty close to 80% that their product is AI-related.

Some of the challenges we’ve seen our clients face when selling and quantifying their AI solutions include the idea of replacing humans. Sometimes, the person it is potentially replacing is part of the decision-making process, which can lead to a lot of friction.

The purpose of this issue is to share how you want to sell the solution to support and quantify the results your tech will have on the overall organization. As stated many times in these newsletters, people don’t buy products; they buy results. You always want to be selling results. Your product is the vessel that will deliver the results they’re buying.

The most valuable businesses of the coming decades will be built by entrepreneurs who seek to empower people rather than make them obsolete.

~ Peter Thiel

There are 4 key areas you want to think about when building out an MVP and conveying results.

1. Speed: How quickly can the customer see results?

2. Efficiency: How much more efficient is this system than what exists?

3. Effort: How much lifting is required by the customer? (less the better)

4. Economics: How much better and more economical is this solution?
   

This is how a customer sizes up a solution. When you convey value regarding results, it should always be through the four points listed above. Most results customers want to see are:

• Less Risk

• Decreased OpEx

• Higher Productivity

• Higher Retention and CLTV

• Wider Moat or Competitive Advantage
  
  

Let’s take a look at the results-oriented value that you can share with a prospective customer.

1. Operating Expense Savings (OpEx)

   “On average, we save our customers anywhere from _________ to _________ in OpEx with our automation and efficiency gains achieved through our AI.”
   
   

2. Productivity:
   “By decreasing your OpEx, we will increase productivity levels among employees due to AI automating repetitive tasks, allowing them to focus on higher-value activities.” We’re not competing with your employees; we’re providing them with an additional set of arms and legs.”
   
   

3.  Stronger Customer Retention / LTV:
   “We will track and analyze customer feedback, ratings, and retention rates to show improvements in customer experience (CX) through our AI-driven personalization and faster response times.”
   
   

4.  Risk Management:
   “Our AI provides an extra layer of protection to further reduce risks such as fraud, compliance violations, or cybersecurity threats through predictive analytics and monitoring systems. We’re preventing issues before they arise by providing a security camera ensuring bad actors don’t get through”
   
   

5.  Ship Faster: 
   “Our AI increases your ability to ship faster and capitalize on first-mover advantage by automating repetitive tasks, accelerating product development cycles, and providing actionable insights for strategic decision-making."

Those are a few examples of how you want to think about the end results your product offers. They’re the needle movers. This is what they’re buying. Keep it concise. Keep the topic of your sales process focused on these things. Remember, your product is the vehicle that delivers these results. They buy results, not the vehicle. You identify the needle movers on the discovery call.

That’s it for today, folks!

See you all next week.

Darren

P.S. If you’re ready to level up, you can book a call with me here