In today’s environment, prospects are more protective of their time than ever. They don’t want another meeting request in their inbox unless it’s tied to something meaningful. That’s why offering value—without a request attached—is the easiest way to stand out. It shows you’re focused on their success, not just your quota.
Three things you can do today:
- Create a short “insights digest” from your recent customer conversations and share it with prospects to show what peers are focusing on.
- Offer to connect them with a colleague in your network who’s faced a similar challenge.
- Share a tool or template your own team uses that could make their day-to-day easier.
When you consistently provide something useful without asking for anything, you position yourself as a trusted partner. That trust is the foundation that makes the actual ask far easier when the time is right.
