B2B Growth Social Media and Updates

Don't Give Prospects Results Before They Buy

I have stopped an experiment that gave people a ton of value before a sale, and here's why... So it's VERY fast for me to build a PVP or PQS list, like 30 mins -> 1 hr. Now this list isn't like ALWAYS production ready, but it's usually good enough for a test. So I tried just giving these things to prospects after a first call, in addition to my standard vibe coded proposal. This was A TERRIBLE idea and probably lost me over $120k, and here's why... People actually don't want to buy results... and hear me out. Results are ephemeral, this is why every lead generation agency is always on the razor's edge. When I ran a lead gen agency, people said, "sure this year I made $2M in closed/won deals and paid you $120k, BUT WHAT HAVE YOU DONE FOR ME THIS MONTH." This isn't true with Google or Facebook, because they have a monopoly and you have no choice, so they can enforce rules (you pay for clicks). People would take these lists, sometimes even execute on them, and then I suspect they didn't get good results and said, "THAT GUY SUCKS!" This reaction is totally normal. What people really want to buy (from me) is organizational change, they want to be able to do what I do. And I want that, too. I sort of design myself to be fired (I'm working on what a longer term engagement looks like). Most lists fail, and that's okay, the real change that people need is to be able to launch 1 campaign every week, hopefully every few days. Taking a single list, that's 100% vibe coded, and thinking this represents the value was a bad idea because there's invariably a problem that neither of us could have forecasted. The value was in the process to do it in an hour, not the output of any one hour. I now know what I am selling, organizational change and education, not pipeline. The ability for YOU to generate more TESTS faster so YOU can eliminate the garbage faster and find what works.