You Are What You Say: The Strength of Good Writing in Sales
Groupon does the same thing. Their business is made on bulk orders with deep discounts, but they still spruce up all of their deals with some flavor. Here's a blurb from a sale today: "People love pizza because its circular shape satisfies every human's primal urge to devour the planet Earth. Dig into the crust with this Groupon." Over 80 people have purchased that coupon since it went live this morning.
The point? Punch up your next pitch. Don't just tell your next client that you can get them lip balm at $1.48 a pop, tell them you're protecting them from a tragic iPhone-related frostbite lawsuit. Who knows, maybe your client will think it's dumb. Or maybe it'll make him laugh, and that will build your relationship, making them more likely to buy from you.
The reality is, most distributors have access to the same products and the same prices. The one thing you can sell that no one else has is your personality. If you can sell that, your creativity and ideas, then people will buy any product you put in front of them. Even a Bag of Crap.