How to Establish Value in a Sales Conversation?

You have to establish value, as Gary V always says. Dab, dab, dab, then go for the right hook. It has to be personalized of like, hey, why you and then why now? If I'm trying to reach out for my day job, if I saw that they just recently had like some marketing initiative and like their 10K. Make it really tailored to them. Don't make it generic.