Yesterday we had the opportunity to meet with a potential new client. When we first spoke to set up the details they requested catalogs and samples. When we showed up we had no catalogs and only cool promotional items with our names imprinted:)
When we meet with clients we love to have a get to know you approach before we seal the deal. We ate lunch, talked about challenges, and brainstormed on ideas that they have been throwing around for some time.
We try not to be products focused, but opportunity focused. Anyone can push promotional products, but few can help in solution based selling.