Cooking Up Clients

The sweet rewards of bringing cookies on sales calls
This story appears in the September 2000 issue of Entrepreneur. Subscribe »
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Is your business craving new clients? Tempting them with cookies was the answer for ACT Learning Centers Inc. in Duluth, Georgia. When Jerry Friday, 38, sales director of the computer-training facility, approached owners Brett, 35, and Joanne Taylor, 41, with the idea of treating students to fresh-baked cookies during the day, they said "Why not?"

The cookies were such a hit with students that Friday began bringing them to meetings with prospective clients. Now the cookies are the company's calling card.

Says Friday, "It's been incredibly successful for me [and the company]." "Now clients call me 'the cookie man.' "

Gwen Moran is president of Moran Marketing Associates, a public relations and marketing communications agency in Ocean, New Jersey. She is the creator of, a marketing information Web site. E-mail her at

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Edition: October 2016

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