I came across a fellow wanting to sell his collection of 80,000 70mm negatives of aerial photos of businesses of all kinds. He was in the aerial biz from the mid 80's and retired in 2006. The business model that he had for the negatives is as follows: Use a special scanner (Epson) to scan and create large, hi reolution digital images, then market both the negative and digital image to the owners of those businesses. This is an in person, cold call sell. The image is presented to the owner on a large screen laptop, and if the sale is made, the digital is copied to a cd and given to the owner. The negativse are sequenced so that businesses are more or less right next to each other. He got a lot of tire kickers and finally gave in to selling me just 500 negatives so I could give this a shot. The scanned images are gorgeous and those 70mm really have alot of definition. Now here is what I need help with....creating the need for the product, urgency to close the sale, and find the value the product brings to the customer. I need a very quick and specific sales "pitch" to close the deal. Here are the things I have come up with as far as uses for the photos: vanity for the owner of the biz, Website image it's email able Send it to contractors, insurance company, Have it framed Create photo business cards, post cards Include in your TV and print and digital marketing Embed into email signature Pride in ownership Trade show signs Put the image on customer promo items .coffee mugs, Print shop Staples PowerPoint presentations So I loaded my laptop with 20 businesses and hit the road. Mostly small business. Could not generate any interest and made no sales. I could not get to the owner on several occasions. Did not really have a "pitch" and I expected the beautiful image to sell itself. The other curious thing is no one asked about pricing...just "not intrerested". I need to create a need as they first look at the pic. Selling price is petty cash....$100 To most business owners $100 is a drop in the bucket especially when they are spending tens of thousands for whatever business equipment. I need to close just 4 sales a day to make it work, with a future goal of bringing on a couple of sales people to help sell those 80k images. I can't think of any other way to do this other than in person cold calling.....the owner must see the image up close. If you were in my shoes, what would you do to make this work? What would be your pitch?