What does it mean to get your hands dirty for your job?
Take congressman Hartford as an example. He worked a day as a UPS worker to get a feel for the average laborer.
Yes, we know a (sizable) motivation behind the stint was to get favorable press coverage. But now Hartford actually has substance behind his representation: he’s experienced minimum wage work while most other politicians haven’t.
The same goes for a sales rep. Trying out your client’s job–called “shadowing”–gives your pitch real substance. After all, you’ve done what they’ve done, so you must know what’s best for them.