2. Choosing the right sample

2.1 Scrap

There's one practice which, under the pretext of saving money, amounts, all things considered, to reckless spending: sampling scrap. How many people have never thought of doing this?

To put an immediate end to such a practice, simply state the obvious: your potential customer wants to know what you're capable of producing, not necessarily what you're capable of disposing of (or recycling).

There are 2 major contraindications to this practice:

• the customer will not be aware of your "standard" level of quality;

• he might reply that the level presented is sufficient for his needs and suits him, without omitting to add: "for less". In this case, the...