Self-Promotion Contest -- First Impressions Really Do Matter

The answer was "Wider Views of Richmond," a horizontal-format keepsake book, as well as seven large-format prints of panoramic views of the city that Worth Higgins calls home. The book was produced entirely in-house.

"Our sales representatives hand delivered each book to personally introduce the new press to our customers," states Susan Higgins. "They took orders for the prints during the initial sales call, and delivered them in a subsequent visit to reinforce the message. We negotiated a discount at a local frame shop for customers who wanted to have their prints framed. The concept works just as well in a new business call."