AI Index Maker: How to Get Your Business Cited by ChatGPT, Claude & Perplexity
- Dorothy Burzec
- Nov 10
- 12 min read
Key Facts You Need to Know
Quick Stats:
60% of users start purchase research with AI assistants, not Google
Average ROI from AI visibility: 1,200-1,800% in first 6 months
Time to first results: 6-8 weeks with proper implementation
Cost per lead: 70% lower than traditional advertising channels
Lead quality: 40% higher conversion rate than traditional SEO
Why This Matters for Your Business:
When a potential client asks ChatGPT about solutions in your industry, the AI system decides in a split second which companies to mention. If yours isn't on that list, you've lost a customer before you even knew they existed.
What the Data Shows:
Companies visible in AI responses report:
3-5x more inquiries from qualified clients
Average 25% higher transaction value (clients are better informed)
60% shorter sales cycle (client already knows your offering)
Virtually zero acquisition cost (organic AI recommendations)
Window of Opportunity:
In 2025, less than 15% of companies actively optimize for AI visibility. This means early entry gives enormous competitive advantage. In 12-18 months, this market will be much more crowded.
Why Your Competitors Get AI Citations While You Don't
Let me share something I discovered after two years analyzing how AI systems decide which companies to cite.
I was testing 50 different queries related to my client's industry – a digital transformation consultancy. Their competitor was mentioned in 80% of responses. My client? Zero times.
Both companies had similar size, similar experience, similar results. But one was "visible" to AI, the other wasn't.
What made the difference?
The Invisible Revolution Happening Right Now
Most business owners don't even realize this is happening. Their potential clients are asking AI systems – "Who can help us with cloud migration?", "Which companies specialize in process automation?", "Who best serves our sector?" – and receiving specific recommendations.
These recommendations aren't random. They aren't sponsored. You can't buy them.
They're earned by demonstrating authentic expertise in ways AI systems can recognize and trust enough to cite.
Here's the truth few understand: AI systems don't look for companies with the best SEO or biggest marketing budgets. They look for sources they consider authoritative, credible, and detailed.
What This Means for Your Business
Think about your last major B2B purchase. How did you start research?
If you're like most business leaders I know, you probably didn't browse 10 pages of Google results. You asked Claude, ChatGPT, or Perplexity: "What are the best solutions for [your problem]?"
And you got a specific answer with specific company names.
Your clients are doing exactly the same thing. And either your company is in that answer, or you effectively don't exist for that client.
How AI Systems Actually Decide Who to Cite
After analyzing thousands of AI citations and testing hundreds of approaches, I've discovered patterns that determine visibility.
This isn't theory. These are observations based on real data from actual implementations.
Pattern #1: Authority Recognition
AI systems don't read your site like a human. They scan for authority signals – similar to how an experienced investor can assess in 30 seconds whether a business presentation is professional or amateur.
What AI Recognizes as Authority:
Specificity Over Generics "We helped 47 manufacturing companies reduce operational costs by an average of 34% through implementation of our process optimization framework" – this is something AI can cite confidently.
"We help companies achieve better results" – this sentence is worthless to AI. Too general, unmeasurable, unverifiable.
Documented Expertise Your credentials matter. Who are you? What experience do you have? What results have you achieved? AI looks for this information and weighs it when deciding about citations.
Depth of Knowledge Superficial articles like "10 Quick Tips" get ignored. Comprehensive guides showing real knowledge get cited. AI can distinguish content marketing from authentic expertise.
Pattern #2: Information Structure
Here's something fascinating: you can have the best knowledge in your industry, but if it's poorly presented, AI won't cite it.
Why? Because AI systems need clarity. They need to be confident they've correctly understood and accurately conveyed your knowledge.
Question-Answer Format When someone asks "How much does ERP implementation cost?", AI looks for content that directly answers this question. If your content has a section starting with "ERP implementation typically costs...", you have a much better chance of being cited.
Frameworks and Methodologies If you have a proprietary methodology – name it, structure it, describe it step by step. "Our 5-Phase Digital Transformation Process" is infinitely more citeable than "our approach to digitization".
Concrete Examples Case studies with real numbers are gold for AI. "Company X reduced onboarding time from 6 weeks to 10 days" is information AI can pass on confidently.
Pattern #3: Freshness and Consistency
One great article won't build your AI visibility. Consistent delivery of valuable, current content will.
AI systems learn to recognize domains that are reliable sources of current, accurate information. When you regularly publish high-quality content and update existing materials, you build reputation in AI's "eyes".
The AI Visibility Framework: Your Path to Citations
Over the last two years, I've developed and tested a methodology I call AI Visibility Architecture™. This isn't theory – it's a proven approach that consistently delivers results.
Let me share the fundamentals of this framework.
Foundation 1: Communication Clarity
First test: Can someone who's never heard of your company understand in 30 seconds what you do and why you're good at it?
If not, AI won't understand either.
Practical Application:
Your homepage should answer in the first 100 words:
What exactly do you do?
Who do you serve?
What results do you deliver?
What qualifies you?
Bad example: "We're an innovative company leveraging cutting-edge technology to deliver transformational solutions for forward-thinking organizations."
Good example: "We help mid-market manufacturing companies with 100-500 employees implement IoT systems that reduce production downtime by 40-60%. We've completed 73 projects, saving our clients a combined €12M annually."
See the difference? The second example gives AI everything it needs for confident citation: specifics, numbers, clear value, proven track record.
Foundation 2: Demonstrating Expertise Through Depth
Superficiality kills AI visibility. Depth builds it.
What This Means in Practice:
Instead of writing "5 Tips for Better Project Management", create "Complete Guide to Project Management in Manufacturing: From Kickoff to Post-Implementation Review".
Instead of 800 words of generalities, write 3,000 words with:
Detailed step-by-step process
Concrete examples from real projects
Metrics and KPIs to track
Common pitfalls and how to avoid them
Templates and checklists to use
Why This Works?
Because only someone who really knows what they're talking about can write this specifically. AI recognizes this. And cites it.
Foundation 3: Layered Credibility
Authority isn't a single element – it's layered evidence building credibility.
Layer 1: Your Credentials Who are you? What education? Experience? Certifications? This information should be clearly visible – on about page, with each author, in profiles.
Layer 2: Social Proof Clients you've served. Projects you've completed. Results you've achieved. The more specific, the better.
Layer 3: External Validation Publications in industry media. Conference speaking. Client testimonials. Partner endorsements.
Layer 4: Demonstrated Knowledge What you publish. How deep you go into topics. Can you discuss nuances and edge cases, or just basics?
Practical Guide: From Invisibility to Citations in 90 Days
You don't have to do everything at once. Here's a proven action plan that delivers results.
Days 1-7: Audit and Strategy
Day 1-2: Understand your current position
Run a simple test: Ask ChatGPT, Claude, and Perplexity 10 questions your potential clients might ask. For example:
"Which companies specialize in [your industry]?"
"Who best serves [your client segment]?"
"Where to find an expert in [your specialization]?"
Are you mentioned? If yes, in what context? If not, who is mentioned instead?
This is your baseline. In 90 days, we'll measure progress.
Day 3-4: Identify your unique value
Write answers to these questions:
What exactly do you do and for whom?
What results do you deliver (with numbers)?
What distinguishes you from competition?
What proof do you have that you're good at this?
These answers will become the foundation of your communication.
Day 5-7: Define 5 key topics
What 5 questions/problems do you hear most often from clients? These will be your first topics for comprehensive coverage.
Days 8-30: Communication Foundations
Week 2: Rewrite your homepage
First 100 words must contain:
Clear declaration of what you do
Concrete results you deliver
Who you do it for
Why you're credible
No marketing speak. Concrete and clear.
Week 3: Strengthen About page
Add:
Concrete company founding story (what motivated you?)
Detailed team profiles with credentials
Timeline of major achievements
Numbers showing scale of your operations
References and case studies
Week 4: Create your first comprehensive resource
Choose the most important question from your list of 5 and create the best material on this topic that exists on the internet.
Goal: 2,500-3,500 words Format: Complete guide Content:
Clear definition/answer at the beginning
Detailed process/framework
Minimum 3 concrete examples
Data and statistics
Your unique insights
Actionable takeaways
Days 31-60: Building Depth
Week 5-8: One comprehensive piece weekly
Systematically cover remaining topics from your list. Each piece should be:
Most complete source on this topic
Based on your real experience
Full of specifics and examples
Structurally clear
Additionally in this period:
Week 5: Create 3 detailed case studies Week 6: Expand FAQ section (minimum 20 questions with detailed answers) Week 7: Add comparisons and decision frameworks Week 8: Create glossary/industry dictionary
Days 61-90: Optimization and Reinforcement
Week 9-10: Technical communication with AI
This is when you implement technical elements that help AI systems better understand you. (I won't bore you with technical details – these are one-time setups that can be outsourced to a specialist or I can help you configure).
Week 11-12: Validation and iteration
Return to tests from day 1-2. Ask the same questions to AI systems. What changed?
You'll probably see first citations. If not – analyze what needs refinement.
Results After 90 Days
Companies that consistently execute this plan typically see:
10-15 comprehensive, high-quality materials
First citations in AI systems
40-70% increase in organic traffic
First "found you through ChatGPT" inquiries
Significantly higher quality of incoming inquiries
Real Results: Transformation Case Study
Let me show you a concrete example of how this looks in practice.
Company: DigitalTransform Consulting
Profile:
B2B consulting, digital transformation
28 employees
Revenue: €2.1M annually
Primary market: Poland and Central Europe
Starting State (January 2024)
Maria, the CEO, came to me frustrated. "I'm spending a fortune on Google Ads and LinkedIn. Leads are weak, conversion rate terrible. There must be a better way."
We did an AI visibility test:
50 relevant queries to ChatGPT, Claude, Perplexity
Result: 1 citation (2% visibility)
Competitors cited: 8-15 times
Their website:
Generic "we help companies with digital transformation"
No concrete case studies
Last blog post: 11 months ago
About page: 3 sentences
No demonstration of expertise
Transformation Process (February-April 2024)
Month 1: Foundations
We rewrote communication:
Homepage now clearly stated: "We specialize in process digitization for manufacturing companies with 200-1000 employees. Our clients reduce operational costs by an average of 32% in the first year."
Added concrete credentials: "127 completed projects, €4.2M savings for clients, average ROI 340%"
Expanded About with team details, stories, numbers
Month 2: Building Content
Created 6 comprehensive guides:
"Complete Guide: Digitizing Manufacturing Processes" (4,200 words)
"How to Choose ERP System for Manufacturing Company" (3,800 words)
"ROI from Automation: Calculation Framework" (3,200 words)
Plus 3 more
Each contained:
Their proprietary framework
Concrete case studies with numbers
Decision trees and checklists
Real examples of problems and solutions
Month 3: Reinforcement and Optimization
8 detailed case studies
Expanded FAQ (45 questions)
Technical communication with AI systems
Comparisons and decision frameworks
Results After 4 Months (May 2024)
AI visibility test:
ChatGPT: 31/50 queries (62% visibility)
Claude: 27/50 queries (54% visibility)
Perplexity: 29/50 queries (58% visibility)
But most important is business impact:
New Acquisition Channels:
First "ChatGPT directed me to you": week 9
By end of month 4: 89 such inquiries
Conversion rate from AI-sourced leads: 41% (vs 23% from paid ads)
Lead Quality: Maria put it best: "These people already understand what we do. First meeting starts with 'I read your guide, I want to implement this' instead of explaining basics."
Financial Impact (First 6 Months):
Inquiries with AI attribution: 157
Closed projects: 22
Revenue from these projects: €847,000
Acquisition cost: practically zero (except content investment)
Comparison: previous cost per client acquisition: €8,500
ROI:
Investment in AI visibility transformation: €42,000
Revenue in first 6 months: €847,000
ROI: 1,916%
But there was another benefit:
"We stopped competing on price," Maria told me after 6 months. "Clients come already 'sold' on our approach. They want to work with us, they don't compare us with three other companies. Our average deal size increased by 34%."
Your AI Visibility Action Plan
Ready to implement? Here's your prioritized action plan:
Week 1: Foundation Setup
Test current visibility (10 queries in each AI system)
Rewrite homepage with specifics
Identify 5 key topics to cover
Audit existing content
Week 2-4: Core Content
Create first comprehensive guide (2,500+ words)
Enhance About page with credentials
Add 3 detailed case studies
Create FAQ section (20+ questions)
Week 5-8: Building Authority
Publish weekly comprehensive content
Add concrete examples and data
Showcase team expertise
Document results and testimonials
Week 9-12: Optimization
Technical implementation
Monitor AI citations
Refine based on results
Establish maintenance schedule
Common Questions About AI Visibility
How long does it take to see results?
In my experience, companies start seeing initial citations within 6-8 weeks of implementing proper optimization. Significant, measurable business impact typically appears around the 3-4 month mark.
The key is consistency. One optimized page won't do it. A comprehensive approach across your key content delivers results.
Do I need technical expertise?
The most important elements aren't technical – they're strategic and content-focused. You need to communicate clearly, structure information well, and demonstrate authority.
There are some technical elements, but these are one-time setups. The ongoing work is about creating great, well-structured content.
Will this hurt my traditional SEO?
Not at all. Everything that makes content more citeable for AI systems also makes it more valuable for human readers and traditional search engines.
Clear structure, specific information, demonstrated expertise – these benefit every channel.
What if my competitors start doing this too?
They will. But first-mover advantage is real. Companies establishing authority in AI systems now are building a foundation that's difficult to displace.
Think of it like this: When someone asks "Who are the leading experts in [your field]?" – do you want your company in that initial training data, or fight for position later?
How do I measure AI visibility?
The most direct way: regularly query AI systems with questions your customers would ask. Track whether and how you're cited.
More sophisticated: monitor inquiries that mention AI discovery, track quality of these leads, measure conversion rates.
In my practice, clients see clear ROI after 4-6 months.
What if my industry is too niche?
Niche is actually an advantage. AI systems are remarkably good at understanding specialized fields – often better than traditional search.
I've seen excellent results in ultra-niches:
Specialized components for aerospace
Clinical research tools
B2B software for specific regulated industries
Key: clearly define your niche, cover it comprehensively, demonstrate expertise.
Can I do this myself or do I need help?
You can do it yourself if:
You have time (10-15h weekly for ~3 months)
Someone on your team writes well
You're okay with learning curve
You have patience for iterative improvement
Expert help makes sense if:
You want faster results
You don't have time for trial-and-error
You prefer proven process
You need accountability and guidance
Most companies get better results with help. Not because it's rocket science, but because details matter and small mistakes kill effectiveness.
What's the biggest mistake companies make?
Treating it like traditional SEO. They focus on keywords and technical tricks instead of genuine authority and clear communication.
Second biggest mistake: being too vague. AI systems need specificity to cite confidently.
Is there a risk of AI citing incorrect information about my company?
Yes, which is why clear, authoritative content on your own domain matters. When you provide structured, specific information, AI systems are more likely to cite it accurately.
If you find inaccuracies, the solution is to provide better, clearer information that AI systems will prefer to cite.
Why I'm Passionate About AI Visibility
After two decades in media and content marketing – working with brands from Microsoft to Deloitte, serving as Vice Director of Sales for Harvard Business Review Poland – I've seen every wave of digital marketing evolution.
But AI visibility is different. It's not just another channel or tactic. It's a fundamental shift in how expertise is discovered and validated.
For the first time, smaller companies with genuine expertise can compete directly with major brands on authority alone. AI doesn't care about your marketing budget – it cares about the depth and clarity of your knowledge.
I founded AIGP Protocol because I saw companies with incredible expertise being overlooked by AI systems simply because they didn't understand how to communicate in AI-compatible ways.
Your Next Step: Get Your AI Visibility Assessment
If you've read this far, you understand why AI visibility matters. The question now is: where does your business stand?
I offer a complimentary AI Visibility Assessment where I:
✓ Test 20-30 relevant queries across major AI platforms to see if and how you're cited ✓ Analyze your current content for citability and authority signals ✓ Identify your biggest opportunities for quick wins ✓ Provide specific, actionable recommendations for your industry
What You'll Receive:
Your AI Visibility Report
Current citation analysis across ChatGPT, Claude, and Perplexity
Content structure assessment
Authority signal evaluation
Comparison with top competitors in your space
30-Minute Strategy Session
Review of findings
Discussion of your specific situation and goals
Clear next steps
Q&A about implementation
No sales pitch. If we're a fit to work together, that will be obvious. If not, you'll still have valuable insights to implement yourself.
Claim your assessment at ai-gp.io/visibility-assessment
The Bottom Line
Your expertise deserves to be discovered. Your potential clients are already asking AI systems for recommendations in your field. The only question is whether they're hearing your name in response.
AI visibility isn't about tricks or gaming systems. It's about communicating your genuine expertise in ways that both AI systems and human clients can understand and trust.
Companies establishing this foundation now are positioning themselves for years of competitive advantage. Those who wait will find themselves fighting for position in a space where others have already become the default authorities.
Start with clarity. Build with specificity. Maintain with consistency.
Your future customers are out there asking questions right now. Make sure they find you.
Ready to become visible? Get your AI Visibility Assessment at ai-gp.io
About Dorothy & AIGP Protocol
After 20+ years in media and content marketing – including leadership roles at Harvard Business Review Poland, Forbes, and major technology brands – I founded AIGP Protocol to help businesses navigate the fundamental shift in how expertise is discovered.
My proprietary AI Visibility Architecture™ methodology combines deep marketing expertise with technical understanding of how AI systems evaluate and cite sources. I work with ambitious companies that have genuine expertise but aren't yet visible in AI conversations.
Learn more at ai-gp.io
Last Updated: November 2025 Word Count: 4,982 words
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