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Chuck Meyst, president of the Sales Marketing Institute, Richmond, Va., gave pointers at a League of Advertising Agencies, New York, event last week on how a workplace tour can help shops size up potential clients, and vice versa.
In assessing the way agency executives lead potential clients through their offices on a tour, Meyst (shown here) suggested the following pointers:
Think of your potential client’s visit in terms of a tour of a car manufacturing plant. Begin the walk-through where the ideas form.
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