Larger companies expect to see slick marketing materials. Trying to keep up with the Joneses, they like to use such materials themselves for their own marketing, and they assume that everyone else does. ‘When you meet with a larger prospective client, be sure to come armed with a folder bearing the company’s logo and stuffed with a glossy brochure, information about your products and services, technical specifications, demo disks, professionally prepared white papers, and case studies. The majority of small businesses in the United States use the Internet for online marketing, while exactly half of small business respondents had implemented e-commerce capabilities of some kind. Foxes aren’t so easily impressed by pretty pictures. In fact, some of them get a little nervous when someone shows up with a lot of high-quality produced marketing materials. “Look at this expensive stuff,” the fox thinks. “Maybe this company is going to be too high-priced for me.” Small business owners don’t care about a lot of slick marketing stuff. Keep your materials professional and to the point, and don’t overdo it.