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August 2007
Sales Ideas: The 12" Ruler
A friend in Louisiana gave me an excellent sales idea.
Use a ruler to manage your clients' expectations. After a client opens a new account with him, he makes it a habit to ask them where
they are headed after they leave his office. The answer generally is something like "to the mall," "to a restaurant for lunch," or "home."
He then explains that he has a $5 bet with his assistant about how far it is to the mall, the restaurant or wherever they told him they are heading. He asks them, if they
mind measuring the distance and calling the office with the answer? His clients readily agree and my friend hands them a 12" ruler. Of course, the ruler has his name,
office address, phone number, and e-mail address, etc. printed on it.
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