There's no getting around it: if you're starting a business or launching a new product, there will have to be some one-on-one, across the desk selling. Many of AIT's initial customers were landed through direct,
face-to-face contact with company personnel. For some people, this can be an intimidating process; after all, no one likes to be turned down and you will be told "no" more often than "yes". Still, the personal approach has some distinct advantages in that each pitch can be tailored specifically to fit a situation, there is opportunity for product demonstration if that's applicable, and a prospective buyer has a chance to get you know in a manner a phone call or email cannot convey.

The prime directive in personal selling is to know what the customer's needs are and how your product or service can address them. If what you're offering can improve a customer's productivity or save his business money, you will likely have an audience. Once in the door, however, you have to demonstrate how your business will deliver what it promises.