# How to convert an AI-search referral into a qualified B2B demo. - working worksheet

Reviewed alongside the Eli guide: https://hireeli.io/resources/convert-ai-referral-to-b2b-demo

## Decision to make

Build a low-friction path from researched visit to useful sales conversation

Owner: ____________________
Review date: ____________________
Canonical page or destination: ____________________

## Buyer questions

- [ ] How to convert an AI-search referral into a qualified B2B demo?
- [ ] What should a B2B startup do first to build a low-friction path from researched visit to useful sales conversation?
- [ ] Which evidence shows that build a low-friction path from researched visit to useful sales conversation is working?
- [ ] What is the most common mistake when teams try to build a low-friction path from researched visit to useful sales conversation?

## Evidence-led work plan

### 1. Why this decision appears: a generic demo form asks for identity before proving that the product fits the question that produced the visit

A generic demo form asks for identity before proving that the product fits the question that produced the visit.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 2. Answer the decision, let the buyer confirm the use case, provide relevant proof and explain exactly what the demo will cover

Answer the decision, let the buyer confirm the use case, provide relevant proof and explain exactly what the demo will cover.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 3. Detect only permitted source and page context, then ask one optional need-confirmation question

Detect only permitted source and page context.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 4. Measure measure form start

Measure form start, completion, meeting attendance, qualified opportunity and customer outcome.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 5. Do not cross this boundary: do not personalize product facts or hide pricing and limitations behind the form

Do not personalize product facts or hide pricing and limitations behind the form.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

## Source ledger

- [ ] Google Search Central: optimizing for generative AI features: https://developers.google.com/search/docs/fundamentals/ai-optimization-guide
- [ ] Google Search Central: people-first content guidance: https://developers.google.com/search/docs/fundamentals/creating-helpful-content
- [ ] OpenAI: publishers and developers FAQ: https://help.openai.com/en/articles/12627856-publishers-and-developers-faq
- [ ] Eli AI Visibility Index methodology: https://hireeli.io/ai-visibility-index/methodology

## Measurement boundary

Baseline date and exact context: ____________________
7-day observation: ____________________
14-day observation: ____________________
30-day observation: ____________________
Known limitations: ____________________

Keep technical eligibility, citations, recommendations, visits, leads and revenue as separate evidence. This worksheet does not guarantee an external ranking or commercial result.