Matt Vaadi argues salespeople should replace "always be closing" with "always be valuable." The first meeting should deliver so much insight and expertise that prospects would pay for it. Value creation starts in outreach and builds partnerships through genuine usefulness, not pressure.
One mistake that I see sales professionals make, this is the business owner, this is an individual carrying a bag, carrying a quota, it doesn't matter, but they're just not providing value. And that's number one. We always say, and I've mentioned this on past episodes, instead of ABC, always be closing, we always say ABV, always be valuable. The more valuable you are, the more likely somebody is to remember you, the more likely somebody is to reciprocate, by partnering with your business. And that starts from the initial outreach or how they find you in the first place. If you're providing value to the market, then people are more likely to find you. I mean, that's what content marketing is. So, you're more likely to get more inbound leads if you're providing value to the market. But if you are in a direct outreach, even if it's cold situation, the more valuable content you can share, promise, and give folks on that initial outreach is certainly important. And I think about, you know, We talked about the first meeting somebody has with you, they should be willing to pay for that meeting because you're providing so much value in it because of your insight, expertise, and resources you're providing there. So that's number one.
