What's in it for them. The prospect gets real value whether or not they ever talk to EANE about services.
Individual first. Speak to the person before the org — "I'll look bad if this stays open," not "your funnel is weak."
No pitch — at first. Early outreach carries no pricing and no membership ask; the job is simply to be useful and earn engagement. Once a prospect is genuinely engaged, that's when the rep can step back and consider what the right pitch might be.