1. Prepare the prospect’s assessment in Top Mind
Start with the business name and website. Review the suggested business profile, correct what needs attention, and configure relevant locations and competitors. Review the questions before running them so that the assessment reflects services the prospect actually provides.
You may not yet know the prospect’s priorities. Make those assumptions explicit. A finding about emergency repair matters more if that service is commercially important to the business; the meeting is a chance to confirm it.
Inspect the responses behind the findings. Choose a small number of examples that support a clear conversation, and keep them in context with the broader assessment. Do not choose only the most negative answer to make the business look worse.
2. Open with the business question
Start by asking what the prospect wants to grow. Establish which services, locations, and customer needs matter, then connect the assessment to those priorities.
This gives the prospect a chance to correct your assumptions before you present a recommendation. If installations are the priority, explain that you would review the profile and questions in Top Mind to reflect that focus.
3. Show the question, answer, and interpretation
Use Top Mind’s visibility findings, competitive comparisons, reports, and underlying responses to support the discussion. Show the exact question and explain whether it named the business. Identify the scan context and provider so the prospect can understand what was observed.
“We tested questions someone might ask when they need emergency AC repair. Other companies appeared in the answers we reviewed, while your business was missing. We can show you those answers and investigate the content and website improvements that could help.”
In the illustrative ClearAir assessment, the business appears in general HVAC recommendations but is missing from the emergency repair answers. Discuss that specific gap rather than implying that the business never appears in AI answers.
Where sources are cited, inspect them together. If a response does not provide sources, acknowledge that limit. Separate what the assessment observed from your explanation of what might be worth investigating.
4. Propose a defined piece of work
Use the content and website recommendations as a starting point for scope. Explain what your agency would verify, what you could implement, and what requires the client’s input.
For ClearAir, the proposed first step could be a review of the emergency repair page: service description, service area, availability, and common buying questions. After confirming the details, your team could implement agreed improvements and review subsequent scans.
- Discovery: confirm business priorities and the assessment inputs.
- Investigation: review the relevant responses, recommendations, and website content.
- Delivery: make the agreed content or website improvements.
- Measurement: review additional scans or scheduled monitoring using consistent questions.
Scope the service around work and review you can deliver. Do not promise a particular AI placement or a guaranteed increase in recommendations.
5. Keep the meeting focused on a decision
This suggested 30-minute agenda is a conversation aid, not a required product workflow.
- First 5 minutes: confirm growth priorities, services, locations, and the prospect’s questions.
- Next 10 minutes: inspect a few relevant findings and the responses supporting them.
- Next 10 minutes: discuss recommended investigation, potential work, and what the client needs to supply.
- Final 5 minutes: agree on scope, responsibilities, and the next review.
Ask: “Does this match your service offering?”, “Which of these opportunities matters most?”, and “Who can confirm the details we would need to improve the content?” Those answers help turn an assessment into relevant agency work.
6. Answer common prospect questions plainly
- “Does this mean AI never recommends us?”
- No. The findings describe the questions and scans reviewed. Different questions or subsequent scans may produce different answers.
- “Will changing this page make us appear?”
- The proposed work addresses an identified content or website opportunity. Further measurement will show what was observed afterward; a specific recommendation cannot be guaranteed.
- “Why do we need ongoing measurement?”
- Answers can vary. Repeated scans with a consistent question set provide more context for discussing visibility changes than a single snapshot.
- “What does your agency actually do?”
- Review the inputs and findings, verify client facts, prioritize recommendations, implement agreed improvements, and explain the results over time.
Continue with the ClearAir action-plan walkthrough to turn the agreed opportunity into a deliverable.