Writing off the Cheap Talk
Seven tips on rising above price wars with writing instruments
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5) Get Samples for the Client Too
Samples, of course, are useful for more than your own personal education. To get clients to see past an item's price-point, consider sending them a few samples to feel out. "Always request samples, and let your customer hold and write with them," said Lisa Newell, vice president of national accounts for Gold Bond Inc., Hixson, Tenn. "Once they like the way a pen feels and writes, price becomes secondary to value."
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Michael Cornnell
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