Landing The Account

I have been in the promotional products business for more than 10 years. The bulk of those years, our company obtained business the old fashioned way: we worked through cold calls, direct marketing and relationship marketing (which was by far the most successful).

However, about two years ago, under the wise and tenacious direction of my partner, LaRae Crane, we started a major web initiative to move the majority of our sales online. We are well into that process.

Our company had tried to land an order with the Swire Coca-Cola account in Draper, Utah (the local Coca-Cola bottler) for the last eight years. We had sent them materials, called on them, provided quotes. However, we had never landed an order.

However, without any notice, a buyer with Swire Coca-Cola contacted us after browsing the website of an H2GO water bottle. He needed a large order to do cooperatively with the Training Table Restaurant, and he contacted our office and asked us to "sharpen our pencil." We landed that order with this item:

I am just amazed at the power of the web. When you have what people want, presented in an attractive and service-friendly way, they come looking for you.