Gaining an appointment with a customer and first showing them endless samples and examples of your printing products is a prescription for a failed sales call. It is still a common crutch for many printing salespeople to carry a brief case full of print samples. This is known as a “pitch book”.

Gaining an appointment with a prospective customer who can actually make a decision to buy is the hope and dream of every sales person who sells complex products or services. No new customer is gained unless a customer’s curiosity is elevated to interest and a call to action. The surest way to lose a golden opportunity is to misuse precious face to face time with a customer by sharing information and samples that the customer does not need or care about.