RAB Insights

RAB Research Archive

Value in every touch

When you think about providing value to a prospective client, don't just think about the value you will eventually provide when they buy from you. Think about the value they'll get just from initially speaking with you.

Eventually you'll sell your company, your offering, and yourself. But at first, sell the idea that the prospects' time will be well-spent if they elect to speak with you.

Source: Sales trainer/author John Doerr