Include Personal Touches in Pitches

Adding personalized, random items to a sample kit works because it triggers emotion, not evaluation. A single unexpected object that aligns with the prospect’s interests can anchor the entire experience in memory long after the apparel is forgotten. 

This is not about cost or value, but about signaling attention and cultural awareness. The item should feel oddly specific, something that clearly was not pulled from a standard kit template. Johnny Cupcakes built loyalty by making people feel seen, not sold to, and this tactic borrows directly from that playbook. 

When done correctly, the random item becomes the story they tell internally, and the merch becomes proof you can execute.