Make it specific enough to get a reaction
He asks me the right question at the wrong time.
“What situations come to mind when you hear ‘redesign workflows for safe and consistent AI use'”
It’s the right question because you definitely want to use specific situations in your pitch.
It’s the wrong time because people won’t make the connection from a broad pitch to a specific situation.
So we start talking about his recent client successes.
It’s immediately clear what he means by AI workflows:
👉 Competitive pricing research
👉 Document revisions
👉 Product-feature prioritization
Now we have situations worth testing.
And it turns out he’d already tested one.
A travel agent had expressed interest in automating his document revisions.
My client didn’t recognize it as a strong pitch.
“They picked the most boring thing.”
He had run the right experiment.
Someone prequalified themselves as a prospect.
And he almost ignored the big win because it wasn’t what he was expecting.
This is why you can’t sit at a desk thinking about which markets or workflows make the most strategic sense.
You’re not deciding what your business does.
You’re deciding what to test next.
Make your pitch specific enough that people can genuinely react to it.
Then let their reactions guide your next steps.
Your Turn
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