🎯 Find your niche
"I serve any company" doesn’t sell. A narrow niche—specific industry + specific pain point—makes it easier to find clients, speak their language, and charge premium rates. The specialist always beats the generalist.
✓ Positioning that sells
- ✓"AI strategy for dental clinics"
- ✓"AI assessment for fashion e-commerce"
- ✓"AI for midsize accounting firms"
✗ Positioning that gets lost
- ✗"AI consulting for businesses"
- ✗"Artificial intelligence solutions"
- ✗"Digital transformation with AI"
💡 Jason Liu’s lesson
Jason Liu (solo AI consultant) scaled by productizing and positioning by niche + pain point — not selling “generic AI for everyone.” A narrow niche is what made the high price defensible.
narrow
specific
of the client
charges more
📦 The Productized Offering
Productizing means turning the diagnosis into a fixed product: defined scope, defined deliverable, defined price. No "it depends." The client buys an off-the-shelf item, not uncertain hours.
Product name
"AI assessment in 5 days" — a clear name with a promised timeline. The client immediately understands what they’re buying.
Fixed deliverable
Package defined: executive deck + 30/60/90-day roadmap + ROI + SOW. Always the same scope, always delivered.
List price
A public number (or range). It shifts the negotiation from "how much does it cost?" to "is it worth it?".
💡 Products scale; hours don't
Jason Liu went from US$170/hora para US$100.000/mês em um ano — monthly revenue from US$8.000 to US$100.000+ — precisely because you stopped selling time and started selling a package. The Factory is your lever to do the same.
with a promise
fixed
of table
product > hour
💵 Pricing: cost vs. value
Here’s the mistake that destroys margins: pricing based on cost. The package costs less than US$1 in API costs. But the client doesn’t compare it with your cost—they compare it with what they’d pay to learn this or hire someone to do it. And that figure is orders of magnitude higher.
📊 Market figures (2025-2026)
- •Factory cost per package: < US$1 API (quick ~US$0,05; deep ~US$0,50).
- •Executive AI strategy programs: IAP US$149 · USIDHR US$297 · 10x Consultant US$1.016 · HBS US$1.850 · Kellogg US$2.600-2.900 · UC Berkeley US$2.800-3.200 · MIT ~US$3.500 · Stanford US$9.000 · MIT xPRO bundle US$9.450 · UC Berkeley US$28.000.
- •28.974 enrolled only in Wharton's AI strategy course—the demand for do this is huge.
- •Jason Liu: US$170/hora → US$100.000/mês in 1 year, productizing the diagnosis.
💡 How to anchor the price
In the conversation, anchor on the expensive option: "An executive AI strategy program costs US$1,850 to US$28,000 and teaches you how to think. I deliver a ready-to-use, actionable diagnosis for a fraction of that." The contrast justifies a price in the thousands—not pennies.
< US$1
US$149-28k
on the expensive one
extremely high
🔁 Formats: Project, Retainer, Productized
The same package sells in three formats. Each has a different cash flow and level of effort. Knowing which one to offer each client is what organizes your revenue.
🤝 One-off project
Fixed price for a one-time diagnosis. Immediate cash flow, with a deliverable-based relationship.
📆 Retainer
Monthly follow-up: roadmap review, new assessments, support. Predictable revenue.
🛒 Productized
A standard, repeatable offer at a set price. The format that scales the most—sell many without reinventing each one.
immediate cash flow
predictable
scale
the three
🧲 Getting your first clients
The first client is the hardest—and opens the door to the next ones. The formula: a close network, public proof, and a free sample that demonstrates capability without asking for blind trust.
✓ What works
- ✓Build in public: share the build process and results
- ✓Free diagnosis of a well-known company (sample)
- ✓Close network: people who already trust you
- ✓Real case in the portfolio (the capstone counts)
✗ What causes distraction
- ✗Cold ad with no proof at all
- ✗Talk about "AI" without showing a deliverable
- ✗Wait until you're "100% ready" to start
- ✗Targeting all sectors at once
💡 The sample play
Run the Factory for a company you know in your niche and show the package (or an excerpt). "I did this for a company similar to yours, in days." Concrete proof beats an abstract promise every time.
build in public
free trial
who trusts
real case
⚖️ Ethics and expectations
Selling well doesn’t mean overpromising. The Factory delivers a strong starting point, based on live research and elite frameworks — but you reviews, validates, and adapts before delivering. Setting honest expectations protects your reputation.
✓ What to promise
- ✓A quick diagnosis based on real frameworks
- ✓Actionable roadmap and clear priorities
- ✓A solid starting point that you reviewed
✗ What NOT to promise
- ✗Absolute truth — AI researches, you validate
- ✗Execution-ready—the plan needs people
- ✗Replace the client’s business judgment
🔎 Transparency sells more
Saying “I use AI to speed up research and writing, and I review everything myself” builds more trust than hiding the method. The client isn’t buying magic—they’re buying a professional who uses good tools and takes responsibility for the result.
starting point
always human
builds trust
protected
✅ Module summary
🎯 Mission 5.2 — Your 1-page offer
Write just one page, with three sections:
- Niche: industry + specific pain point you address.
- Deliverable: the fixed package it delivers (and its name).
- Price: the number (or range), anchored to market value.
Success: a page with a defined niche, deliverable, and price. What you gained: your offer, ready to present—the foundation for the deck and SOW in Track 5.3.
Next module:
5.3 — The presentation that closes the deal + Capstone (deck, SOW, and the real client)