No offense but you're wasting time. It doesn't matter if it's PDF vs doc vs whatever. You _need_ to offer something very compelling (not the brochures / leave

No offense but you're wasting time. It doesn't matter if it's PDF vs doc vs whatever. You _need_ to offer something very compelling (not the brochures / leave-behinds.. the service). You (usually) either need to take away pain or give them something of value. In what I sell, they need to leave that first meeting saying "holy shit... how do we get this in house / how do we get to use this now?". My best leave behind is references who are in the same space ;)