Lesson 7 · 18 min
A booked meeting is not a client yet. It gets lost in no-shows, a messy screen, jargon, and the rush to sell. This lesson prepares the fifteen minutes: confirm in writing, arrive with a diagnostic preview built from public data, calibrate the level of the conversation, and listen more than you talk.
Start the lesson
Goal: prepare the diagnostic preview with public data and run a 15-minute meeting listening more than you talk.
From confirmation to the next step. Tap each stage.
One hour of preparation beforehand is worth more than any technique used during the meeting.
The order of the conversation, without a fixed script.
Before showing the preview: "what I do is assess and triage AI risks. It is not a pentest, nor incident response, nor legal advice."
Saying what you don't do is what makes everything else seem trustworthy.
"I'm a developer": raise the level. "I've only used those chats": lower it and don't use a single technical word from then on.
The serious mistake isn't speaking too simply: it's making the person feel dumb.
"What AI tools does the team use today, including on their own?" "What happens when the bot doesn't know how to answer?" "If one problem disappeared tomorrow, which would it be?"
Help with something you don't sell: a useful tip outside the scope buys more trust than any argument.
Share your screen and show the three findings, along with where you saw them. End with a question, never an accusation.
"You're exposed" triggers defensiveness. "Is it possible that no one has checked where these conversations go?" lets them reach the conclusion on their own.
The entry offer is small for a practical reason: a small price keeps you relaxed, and calm reads as competence.
For example: a fixed-scope AI audit, with an inventory, risks and a 30-day plan, at a price the owner can approve alone.
Mention in passing what else you do (fixes, training, monthly advisory), without pushing.
On a small offer, it almost always means "I didn't see the value." Ask honestly what was missing: the answer improves your next meeting.
Objections in depth are covered in courses 3 and 5 of the program.
The company uses nothing worth auditing, the person answers in monosyllables, or the real pain is somewhere you don't solve.
Say so, and you gain a contact who will refer you later.
Send the message right after the call. You use the opening and the script in the meeting.
Hi <name>, this is <your name>, we just spoke a moment ago. I just sent you the invite for <day> at <time>, it's 15 minutes. I'm going to prepare a preview using public information about <company> specifically, so I want to make sure you'll be able to make it. Can you confirm with an "ok" so I can start preparing?
— <Name>, thank you for your time. Before we start, one sentence about what I do: I assess and triage the company's AI risks. It is not a pentest, nor incident response, nor legal advice. — And one quick question, so I don't waste your time on things you already know: how much do you and your team already use AI day to day?
You are an AI auditor preparing a 3-minute preview to show in the first meeting. Use ONLY public information. COMPANY = <name> WEBSITE = <address> WHAT I'VE ALREADY FOUND = <paste the research from lesson 3> Deliver: 1. THREE FINDINGS, each with: what I saw, where I saw it (link or screen) and why it matters to the owner, in an owner's language. 2. ONE RISK HYPOTHESIS (data, permissions or keys), written as a question, never as an accusation. 3. WHAT I DON'T KNOW and can only find out with written authorization. 4. The transition sentence into the entry offer. Do not try to access restricted areas. Mark anything inferred as [ASSUMPTION].
You are my consultative-meeting coach. Build my script. MY NICHE = <industry> MY ENTRY OFFER = <what it is and how much it costs> WHAT I SHOW ON SCREEN = <diagnostic preview with public data> Timed blocks: 0-1 min OPENING: scope in one sentence + the question that calibrates the level. 1-5 min DIAGNOSIS: 6 OPEN questions for this industry, with what to listen for. 5-9 min THE PREVIEW: the 3 findings, always ending in a question. 9-12 min WHAT THE FULL AUDIT DELIVERS: inventory, risks, 30-day plan. 12-14 min OFFER: the price in 3 sentences at most. 14-15 min NEXT STEP: book it right there and send the authorization form. Also: 4 signs that there is NO fit, and what I NEVER say. Spoken language, zero jargon.
After each meeting, two lines: what they said and where you got stuck.
Adapt the confirmation message. Then run the preview prompt for a real company from your list (or for Horizonte Distribuidora from the lab).
Done when: the message asks for a one-word reply, and the preview has 3 findings with where you saw them and a risk hypothesis written as a question.
Run the script prompt and add up the time of the blocks where you do the talking. Turn explanation into questions until it fits.
Done when: your talking adds up to at most 7 of the 15 minutes, the scope sentence is in the opening, and the script ends with the authorization form marked for sending.
4 questions. The explanation appears after your attempt.
Question 1 of 4
What is the highest-impact preparation before the meeting?
Question 2 of 4
Why ask for a written "ok" in the confirmation message?
Question 3 of 4
In the preview you found that the automated customer service seems to send conversations to an outside service. How do you present it?
Question 4 of 4
The client says "I'll think about it" about a small entry offer. What should you do?
Pick one option. The explanation shows up after you try.