The Future of Marketing and Selling May Not Be To Humans But AI Agents

Patrick McFadden

For years, the focus of marketing and sales has been to appeal directly to human customers—to connect emotionally, build trust, and ultimately close the deal.


But the rules are changing, and small businesses need to be aware of a massive shift on the horizon: the rise of AI agents as decision-makers.


At first, this may sound like science fiction. After all, aren’t people the ones making purchases?


But the reality is that artificial intelligence (AI) is quickly becoming the gatekeeper for consumer and business decisions. Understanding this shift is critical for small businesses, as it offers both challenges and opportunities.


Let’s dive into what’s happening, why it’s happening, and how your small business can prepare.


What Are AI Agents?

AI agents are advanced technologies designed to handle complex tasks for consumers. They don’t just provide recommendations—they make decisions.


Think of an AI agent as a virtual assistant that interprets your needs, evaluates options, and executes the best solution on your behalf.


Here’s a simple example: You might tell your AI assistant, “Find me a hotel near Central Park for two nights within a $1,000 budget.” In response, your AI:


  1. Searches available hotels.
  2. Compares prices, reviews, and amenities.
  3. Books the best option without you needing to lift a finger.


For the consumer, it’s all about convenience. For businesses, however, it changes the game: your target audience is no longer just the human buyer—it’s the AI agent.


Why Is This Happening?

  1. Convenience for Consumers Consumers want faster, easier, and more reliable decision-making. With so much information available, the process of comparing options can be overwhelming. AI agents streamline this process by narrowing down choices and delivering results that align with the consumer's preferences.
  2. AI’s Superior Decision-Making AI can process far more data than a human ever could. It evaluates everything from price and reviews to proximity and availability, all in seconds. This allows it to make decisions that are more informed and objective.
  3. Consumer Trust in AI As AI becomes more sophisticated, people are increasingly comfortable delegating decisions to their virtual assistants. Trust is shifting from brands directly to the AI agents that curate and recommend those brands.


Simple Examples of AI in Action

Small businesses are already seeing AI at work in various industries. Here are a few scenarios to illustrate what’s happening:


Travel and Hospitality

A traveler asks their AI assistant to book a flight and hotel for a weekend getaway. The AI evaluates options, finds the best deals, and books everything. The business that optimizes its data for AI discovery wins the booking.


Retail

A customer needs a pair of running shoes. Their AI searches for shoes with great reviews, the right size, and quick delivery. It bypasses generic search results and goes straight to businesses with clear, accessible product data.


Healthcare

A health app uses AI to evaluate symptoms and recommend over-the-counter solutions. Pharmacies with optimized digital listings and relevant information are prioritized by the AI.


Home Services

A homeowner asks their AI, “Find me a plumber near me with 5-star reviews who can come today.” The AI scans local listings and books the business with the most reliable and visible online presence.


What This Means for Small Businesses

The shift to AI-driven decision-making has huge implications for small businesses. Here’s what you need to know:


1. Your Audience is Changing

You’re no longer marketing solely to human buyers—you’re marketing to the AI agents making decisions on their behalf. These agents prioritize structured data, transparent pricing, and measurable value over emotional branding.


2. Local SEO Becomes More Critical

AI agents rely heavily on local search data. If your business isn’t optimized for local SEO—clear location details, accurate business hours, and positive reviews—you’ll be invisible to AI. Need help with your local SEO? Get in Touch.


3. Quality Data Wins

AI thrives on structured, high-quality data. If your service descriptions, product descriptions, pricing, and availability aren’t clear and accessible, AI will skip over your business in favor of competitors who have optimized their data. Check out this article so AI doesn't skip over your business. "5 Must Have Elements of Service Area Pages"


4. Proximity Matters

For many services, AI prioritizes businesses that are physically closer to the consumer. This is especially true for industries like home services, healthcare, and retail. Small businesses can capitalize on this by focusing on hyper-local SEO strategies.


4a. For Service Area Businesses, Precision is Key

For service area businesses (SABs)—those that don't operate from a fixed location but serve customers within specific geographic regions—AI's prioritization mechanisms work differently compared to location-based businesses like retail stores or offices. Instead of prioritizing physical proximity alone, AI evaluates the clarity and accuracy of your defined service area. This is especially critical for industries like commercial cleaning, plumbing, pest control, HVAC, or mobile health services. Learn more about - 5 Steps: Local SEO for Service Area Businesses


AI agents rely on several key factors, including:


  • Accurate and detailed information about your service area.
  • Keywords that highlight your services and locations.
  • Social proof, such as reviews, ratings, and testimonials.
  • Content that directly connects to your service area, like localized blog posts or FAQs.
  • The accuracy and consistency of your listings on platforms like Google Business Profile.
  • Quick response times to inquiries.
  • A well-optimized website with clear navigation and mobile responsiveness.
  • Integration of AI-friendly tools like chatbots to provide instant information to users and demonstrate efficiency.
  • An active presence on local social media channels to further enhance visibility and engagement within your service area.


By optimizing these elements, service area businesses can enhance their visibility and ensure AI agents prioritize them for local searches.


5. The Playing Field is Leveling

While it may seem daunting, this shift levels the playing field for small businesses. Unlike traditional advertising, where big budgets dominated, AI prioritizes data quality and relevance—areas where small businesses can shine.


How to Prepare Your Service Based Business for an AI-Driven World

Here’s how you can start positioning your business to succeed in an AI-driven world:


1. Optimize for Local Search

This step is even more critical for service-based businesses, especially those operating in specific geographic areas (like commercial cleaning, plumbers, HVAC companies, and remodel services).


  • Focus on hyper-local SEO by including business districts, neighborhoods, zip codes, and cities you serve in your website content and Google Business Profile.
  • Add a "service areas" page to your website to clarify where you operate.
  • Encourage reviews that mention specific services and locations to boost credibility in local searches.
  • Use geo-targeted keywords like “emergency cleaning services in Dallas” or “24-hour plumbing in Brooklyn.”


2. Provide High-Quality Data

For service-based businesses, this means being very clear about what you offer and where:


  • Use structured data to outline services, pricing estimates, and FAQs.
  • Include service-specific keywords in descriptions, such as "drain cleaning" or "roof repair."
  • Add before-and-after photos, case studies, or examples of completed projects to help AI and potential customers understand your expertise.
  • Create mobile-friendly booking forms for easy service requests.


3. Focus on Trust and Transparency

Service-based businesses rely heavily on customer trust because most services are provided on-site or involve direct customer interaction.


  • Highlight safety measures, certifications, and background-checked employees to build confidence.
  • Share detailed testimonials or video case studies that walk through successful projects.
  • Be transparent about response times, pricing structures, and warranties for services.
  • Add "Meet the Team" pages to introduce key staff or technicians, humanizing your business and building rapport.


4. Target AI-Specific Needs

AI-driven search is increasingly intent-based, meaning it focuses on what customers are looking to achieve (e.g., “find a reliable roofer near me”). Service-based businesses can target this effectively by:


  • Optimizing for voice search (e.g., "Who fixes water heaters in Austin?").
  • Using conversational language and FAQs that match natural language queries.
  • Structuring content to answer specific questions like "How much does roof repair cost?" or "How long does an AC repair take?"


5. Embrace AI Tools

Service-based businesses can benefit greatly from AI to improve operational efficiency:


  • Use AI-powered scheduling tools to let customers book appointments automatically.
  • Implement chatbots to handle inquiries about availability, pricing, and service areas.
  • Leverage AI analytics to predict seasonal demand spikes (e.g., higher calls for HVAC repairs in summer).
  • Adopt AI-enabled CRMs to track customer preferences and improve follow-up communication.


The Opportunity Ahead

While the rise of AI agents might seem like a challenge, it’s also a massive opportunity for small businesses. By optimizing your digital presence, focusing on transparency, and understanding how AI evaluates options, you can position your business to thrive in this new era.


Remember: AI agents aren’t just replacing human decision-making—they’re enhancing it. By meeting AI on its terms, you’re not just staying relevant—you’re setting yourself up to win in the future of business.


So, take a look at your business today. Is your data accessible? Is your local SEO in place? Are you ready to meet the needs of AI agents? The future is coming fast, and the time to prepare is now.


Need Help?

My marketing firm, Indispensable Marketing, provides a step-by-step strategy and implementation process tailored for service-based businesses with revenues between $750,000 and $7 million. We help optimize local SEO, craft trust-building content, and create scalable marketing processes that deliver measurable results. From foundational setup to growth-focused tactics and amplification strategies, our approach ensures clarity, confidence, and long-term success in your marketing efforts. Get in Touch

The Missing Ingredient for Small Business Marketing in 2025: Leadership, Not Tactics

By Patrick McFadden • January 9, 2025
As we approach 2025, the changes in the business landscape are going to be significant, and many companies are already feeling the pinch. If you’re one of those business owners who’s noticing a decline in leads or a drop in website traffic, you’re not alone. Something is happening in the market, and businesses are beginning to see the winners and losers emerge.  But here's the critical thing : the reason many businesses fall behind is not because they lack tactics—it’s because they lack marketing leadership. Why Marketing Leadership Matters I’ve worked with many small businesses over the years, and one thing is crystal clear: most marketing failures stem from a lack of leadership. It’s easy to get caught up in the latest marketing tactics or rush into hiring a marketing agency, but without a clear leadership strategy guiding your efforts, you’re just throwing darts at the wall. Your marketing activities might be disconnected, ineffective, and lack the cohesion that makes them truly impactful. Marketing leadership is the key to taking a business from spinning its wheels to driving real, measurable growth. Whether you have internal marketing hires, work with an agency, or manage things yourself, someone needs to own the strategy and ensure marketing activities aligns with the company’s overall growth goals. This is what I call the missing ingredient in many businesses—marketing leadership. The Three Pillars of Marketing Leadership Strategy Thinking First: It’s not just about tactics; it’s about understanding where you’re going and how you’re going to get there. This means developing a clear marketing strategy that aligns with your brand’s core identity, including who you are promising to help (ideal customers) , what problems you are promising solve for them, and how your images, metaphors, colors, words, look and feel, dress, attitude, networks, consistency represents its promises. Once the strategy is defined, you’ll know exactly where to invest your resources and which marketing channels will move the needle. Fixing the Foundations: Before you get fancy with campaigns, you need to fix the fundamentals. This means ensuring your website is a trust-building workhorse , your messaging is aligned with your ideal customer’s needs , and your content is educational and building credibility . When you have a strong foundation, every marketing effort you put forth will be more effective. Building a Repeatable Process: A solid marketing process isn’t just about running ads or posting on social media; it’s about creating a machine that works long term. This process needs to generate consistent leads, build your brand, and retain customers. A marketing leader will help you build this process, ensuring it’s repeatable, scalable, and aligned with your business’s growth objectives. Marketing Leadership as a Service: The Future of Small Business Marketing What I’m seeing—and what I believe is the future—is that agencies need to step up and offer something beyond just execution. Instead of acting as subcontractors who only perform tasks, they need to take on the role of general contractors overseeing and managing the entire marketing process. Marketing leadership as a service is about providing that strategic oversight and ensuring everything aligns with the business’s long-term goals. Think of it this way: AI may be taking over certain tactical tasks, but it’s not going to provide leadership. That human touch—the ability to analyze, strategize, and lead—is what will differentiate the winners from the losers in the coming years. Businesses will need marketing support who can step in, assess the situation, create a roadmap, and then help execute that vision. The First Step: Are You Ready? In 2025, marketing leadership will be the key to success for small businesses. It’s not about doing more; it’s about doing the right things in the right order. If you haven’t embraced marketing leadership yet, now’s the time to make that shift and set your business up for long-term success. Final Thoughts It’s easy to get distracted by the shiny new marketing tactic of the week, but without a clear strategy and leadership in place, it’s hard to see real, lasting results. This year, make it a priority to focus on marketing leadership as the core of your growth strategy. The businesses that do this will be the ones that rise above the competition in 2025 and beyond.

The Ultimate Guide to Facebook Advertising for Mental Health Agencies

By Patrick McFadden • December 11, 2024
Facebook advertising can be a powerful tool for mental health agencies seeking to connect with individuals in need of their services. However, creating effective campaigns in this sensitive field requires a unique blend of strategy, compliance, and empathy. This guide is designed to help mental health agency CEOs and owners navigate the complexities of Facebook advertising, offering a detailed roadmap to building successful campaigns.

The Future of Search: How Service-Based Businesses Can Prepare for 2025

By Patrick McFadden • December 6, 2024
The search landscape is undergoing significant changes, and service-based businesses—like commercial cleaning companies, electricians, remodelers, and repair services—are feeling the impact. Google is prioritizing paid placements, while AI tools like ChatGPT are changing how consumers find and choose providers. These shifts are creating challenges for businesses relying on traditional search strategies, but they also present new opportunities for those willing to adapt. Here’s what’s happening and how to prepare for what’s coming in 2025.  What’s Changing in Search Google’s Prioritization of Paid Ads Local Service Ads (LSAs): These are now dominating the top of search results, especially for service industries like cleaning, electricians, and remodelers. LSAs prioritize businesses based on proximity, reviews, and ad spend, making organic rankings less impactful. Ads in the Map Pack: Google is integrating paid ads directly into the local map pack, further reducing visibility for organic listings. Generative AI in Search Results: AI-powered summaries often highlight paid advertisers and well-optimized businesses, leaving little space for organic results. Impact on Service-Based Businesses: Companies relying solely on organic rankings are seeing fewer inquiries. Increased competition in paid ads is driving up costs, making it harder for smaller businesses to compete. The Rise of AI Tools Like ChatGPT AI platforms are becoming a go-to resource for consumers researching services. These tools prioritize brand reputation and authority over traditional SEO factors like keywords and proximity. Impact on Service-Based Businesses: Businesses with a strong reputation and recognizable brand are more likely to be recommended by AI platforms. Those relying only on Google’s keyword-based ranking systems may struggle to stay visible. How Service Businesses Can Prepare for 2025 1. Invest in Targeted Advertising Paid advertising is a short-term solution to maintain visibility in an increasingly competitive online space. Here’s how different service businesses can use ads effectively: Commercial Cleaning Companies: Use Local Service Ads to target office managers and facility owners in your service area. Focus on Google Ads for terms like "daily office cleaning" or "floor waxing services near me." Electricians (Residential and Commercial): Promote emergency services through PPC campaigns targeting "24-hour electrician near me." Use LSAs to target high-intent customers for specific services like rewiring or panel upgrades. Remodelers: Target kitchen and bathroom renovation keywords in your local area through PPC. Highlight high-ticket services like custom home additions or luxury remodels. Installation/Repair Companies: Run ads promoting seasonal services (e.g., HVAC repairs in winter, appliance installation for holidays). Takeaway: Small investments in LSAs and PPC ensure your business stays visible while preparing for longer-term solutions. 2. Build a Brand That Works Across Google and AI Branding is critical for service-based businesses looking to reduce dependency on paid ads and thrive in the evolving search ecosystem. When customers recognize your business name, they’ll search for you directly, bypassing the competition. Here’s how to build a strong brand: Showcase Expertise Through Educational Content Create e-books or downloadable guides like: "5 Questions to Ask Before Hiring a Commercial Cleaning Company." "The Ultimate Guide to Choosing the Right Electrician for Your Business." "10 Signs You Need a Bathroom Remodel." Post blogs or social media content addressing common customer questions. Leverage Video Content For commercial cleaning: Show before-and-after videos of deep cleaning projects. For electricians: Film a walkthrough of an electrical upgrade explaining the process. For remodelers: Highlight completed projects with a virtual home tour. For installation/repair companies: Create tutorials or maintenance tips to build trust. Encourage Reviews and Referrals Launch referral programs offering discounts for successful recommendations. Ask satisfied customers to leave detailed reviews on Google and other platforms. Engage in Community Activities Sponsor local events or participate in trade shows to increase visibility. Partner with complementary businesses (e.g., real estate agents, interior designers) to expand your reach. Takeaway: A strong brand ensures your business ranks well in AI searches while also attracting direct inquiries. 3. Diversify Lead Generation Channels While Google remains a key player, diversifying how you generate leads reduces your dependency on any single platform. Here’s how service-based businesses can diversify effectively: Social Media Presence Use Facebook and Instagram to run targeted ads featuring testimonials and completed projects. Post short-form content on TikTok or YouTube Shorts to engage a broader audience. Email Marketing Send newsletters highlighting special promotions, seasonal services, or recent successes. Optimize Alternative Platforms Ensure your business is well-represented on Yelp, Angie’s List, and other industry-specific directories. Takeaway: A multi-channel strategy protects your business from over-reliance on Google’s changing algorithms.
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