23 June 2006

The knowledge and the offer

We have just put together another simple site - this time for Egyptian Cotton towels. Like any other Sales activity, making a presentation through a site or face to face depends on product knowledge. I now know entirely too much about fibre length, mercerising, spinning and weaving.

That's the technical bit - the equivalent of knowing the size of your oven in litres. Actually, what buyers want to know is much more related to the way the towels behave - how they drape, how they feel, whether they are soft, whether they are fluffy. That's very straightforward in a face to face presentation, but online the patter can sound like hyperbole if you don't take care.

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