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Accidents Can Happen!

Many people have been injured at conventions. There have been accidents involving loss of limb, if not loss of life.
At a meeting in Ft. Smith, Arkansas, a chair collapsed. The occupant suffered a painful and costly broken spine. He sued and collected! During a Los Angeles convention a saleslady fell from a balcony and broke her arm.
A fire in New Haven caused panic. Several persons were injured in the rush for the exits.

How to protect yourself and your company

The building being used may already be insured, including public liability. But don’t guess about it. Don’t take someone’s word for it. Be sure! See your insurance broker. Additional protection may be needed. People don’t sue for a pittance these days. Besides, the cost of such insurance is quite nominal. You should never risk a convention without it.

How to conduct a large meeting or convention

* Appoint a Steering Committee Chairman
* Determine the Major Activities
* Select a Steering Committee
* Convene With the Steering Committee
* Provide Check Lists
* Obtain Insurance

Keywords: Sales, Marketing, Business, Sales Training

Accidents Can Happen!

Many people have been injured at conventions. There have been accidents involving loss of limb, if not loss of life.
At a meeting in Ft. Smith, Arkansas, a chair collapsed. The occupant suffered a painful and costly broken spine. He sued and collected! During a Los Angeles convention a saleslady fell from a balcony and broke her arm.
A fire in New Haven caused panic. Several persons were injured in the rush for the exits.

How to protect yourself and your company

The building being used may already be insured, including public liability. But don’t guess about it. Don’t take someone’s word for it. Be sure! See your insurance broker. Additional protection may be needed. People don’t sue for a pittance these days. Besides, the cost of such insurance is quite nominal. You should never risk a convention without it.

How to conduct a large meeting or convention

* Appoint a Steering Committee Chairman
* Determine the Major Activities
* Select a Steering Committee
* Convene With the Steering Committee
* Provide Check Lists
* Obtain Insurance

Keywords: Sales, Marketing, Business, Sales Training

There’s the natural tendency to paint a picture of fat commissions. This is fine if fat commissions are in the offing. But most direct selling endeavors provide a good income-nothing more. If earnings were so exceptionally high in direct selling it would not be necessary to stage recruiting meetings. A district manager in Boise said, “We take a realistic approach to the amount of money that can be made with our product. To do otherwise is sheer misrepresentation that will backfire on you.

“When fabulous earnings are not received, the salesman is disappointed. He loses confidence in you and your company. Then he quits working.
“The pity of it is that he initially didn’t expect tremendous earnings. He grew to expect them only because he was led to believe that he could!”
“That’s right,” chimed in another direct salesman. “Most people don’t expect huge commissions. They’re satisfied with only several hundred dollars per month, some with less. So why claim they can make any more? It causes them to doubt the entire opportunity.”

A Salem, Oregon, man, in one of his recruiting meetings: “Everyone writes his own pay check. Each check can be as big as you’re capable of making it. This is a wonderful opportunity, but certainly not a ‘get rich quick scheme.’ “
Later he added, “In our business a man is paid all that he’s worth. And perhaps that’s why some people don’t come into this business. They’re afraid they’ll be paid only what they’re worth.”

How to conduct a recruiting meeting
* Concentrate on Turning Out a Crowd
* Carefully Select Your Meeting Room
* Receive Visitors Properly
* Use a Four-Step Agenda
* Hold the Psychological Upper Hand
* Hang Out the Dollar Sign

Keywords: Sales, Marketing, Business, Sales Training

But don’t beg them to take that action. If you do, it boomerangs! The visitor reasons to himself, “It sounds to me like they’ll take anyone they can get. I’ve applied for jobs before but never been begged to take one of them. Apparently they profit if you’re successful at this work, but they don’t lose if you’re not. That’s why they’ll take anybody and everybody. This is no good.”

Therefore, speak in terms of “If you can qualify,” or “If you can prove to us that you’re the man for the job,” or “If you can prove to us that you’ll really get out and work.” You then are still holding the psychological upper hand. You’re getting him to sign up because it’s in his interest to do so. That’s the only way he’ll do it. He will never sell your merchandise as a favor to you or to me.

Keywords: Sales, Marketing, Business, Sales Training

Learning acousticguitar | guitartutoronline

Most direct selling organizations have a company song or two. But don’t plan singing in connection with a recruiting meeting. It will seem childish to the visitors.
A two-fisted salesman said, “A certain company started its meeting by having us all join hands and sing ‘The More We Get Together.’ I wanted to throw up! It was not only my first meeting with that organization. It was also my last!”
Group singing can come later. Get the visitor signed as a salesman. Let him start selling. Give him time to get acquainted with your product. Then he may be willing to sing its praises.
Another common mistake is in emphasizing the product at the outset. The visitors don’t like it!
They reason, “We didn’t come here to be sold some merchandise. We came here to see about work. What would we have to do, what kind of work? How much will we make?”
For best results, (1) talk about the opportunity first. Hit the high spots only. Then (2) bring in the product. Next, (3) present some success stories. And (4) close with an appeal for action.

Here’s a sample agenda for a good recruiting meeting:

Sample agenda

Step One: The Opportunity.
“Good evening. I’m Bill Newman. My name is not important but here’s something that is.
“We have a tremendous opportunity to offer certain qualified people. In due time, we can determine whether you’re qualified. But first, let’s see what this opportunity consists of.
“We don’t know exactly what you’re looking for. Perhaps one of you would like to have one type of work, while another person here this evening wants something entirely different.
“But it I were sitting in your chair tonight, these things are the things I’d be looking for:
What is the company concerned? Who owns it? Where is the
main office? When was it established? Where is it doing business?
What is its growth record? What is its reputation? Has it received
any publicity? What job might it have for me? At what rate of
pay? Is it permanent work? Is there a chance for advancement?
“Those are twelve good questions, and you’re entitled to the answers.
Relax, light a cigarette if you care to, and I’ll give you the answers now.”
No more than 15 minutes should be devoted to the answers. Use some visuals to keep interest. For example, in talking about the company’s reputation you might show your Better Business Bureau membership certificate.

Step Two: The Product.

“Naturally you’ll want to know about the product on which this opportunity is based. Probably these are the things you’d like to know: What is the product? How does it work? Does it serve a genuine need? Will it sell? Does it have competition? Is it priced right? Is it advertised? Will it be in demand tomorrow? “Okay-let’s see how our product measures up. Let’s see how it answers those questions.”
A brief sales presentation will do much toward supplying the answer. In addition to telling, show and demonstrate. Hold it to 15 minutes.

Step Three: Success Stories.

“So, as you have seen, we have a tremendous product, as well as a wonderful company behind that product.
“But what about others who’ve tried to sell it? Have they succeeded? Well, frankly, some have not. They could have, had they tried. But our sales plan will work for you only if you will work for it.
“I’d like for you to meet some of the people who have been successful.
These men are happy in their work, they are making good money and they have splendid futures ahead of them.
“The first fellow on whom we’ll call, has been with us for eight years. He lives at 3609 Lynndale here in Capitol City. Some of you may know his father who has been Cashier of the Second National Bank here for quite a long time. Let’s have a big hand for one of our leading salesmen Mr. Elmoie Adams!”
About three snappy success stories should take no more than 15 minutes. Be sure your speakers are rehearsed. They should stick to the theme of “here’s what I’ve been doing, it’s both enjoyable and profitable, you can do it, too.”

Step Four. Close With Appeal

“By this time you’re probably thinking, ‘Okay I’m sold! This is it! How can I get in on it?’
“But the opportunity to represent our company is not extended to everyone. We must first learn more about you.
“That’s why we have these tables and chairs along the sides of the room. As soon as we’ve dismissed the meeting, you can take a seat at one of those tables. Someone will come over to help you. He will ask you a few questions, and if you’re lucky, he’ll give you an opportunity to start working with us.
“Yes, the fellow who can join our organization is lucky. Let’s hope that you are.
“Don’t worry about what it will cost you to come into this business because the big thing is not what it costs to come in. The big thing is what it can cost you if you don’t come in.
“Because this can mean all the things you’ve ever dreamed of a substantial bank account . . . security . . . freedom from worry . . . a college education for the children … the new home on the hill.
“This is it. This is really it. If you ever find anything better than this, pick up the phone and call me collect, because I’d like to know about it!
“What you decide is up to you. The decision is yours. And the results of that decision will also be yours.”
This type of close can be made in five minutes. Thus, your program lasts less than an hour. Anything over an hour long tends to lose some of its punch.

Note that the visitors were told exactly what to do to be recruited (take chairs at the tables). Many recruiting meetings have been spoiled by failure to give specific instructions. Always let the visitors know what action to take.

Keywords: Sales, Marketing, Business, Sales Training

The first inclination is to stage all meetings at your place of business. That’s not necessarily the best place for a recruiting meeting, however. Here’s why . . . There are signs on the doors and windows of offices. Once the visitor sees a sign, he forms an opinion. Perhaps he’s driven for 30 minutes to reach the office. He may keep right on driving if, on arrival, he sees that direct selling is involved.

If your office facilities are exceptional and impressive, then it’s a different matter. Moreover, visitors attracted by your salesmen already know something of the opportunity involved. You might consider a hotel meeting room. The only disadvantage is in recruiting women. The ladies are a little reluctant to turn out for hotel meetings. An attractive woman stated, “I was invited to an evening meeting at a hotel and told that I’d be shown how to make $1,000 per month. I replied, ‘Sir, I’m a lady/ ” Some Chambers of Commerce have meeting facilities. Such rooms are ideal because they make your proposition appear to be accepted by the business leaders of the city. Y.M.C.A. and Y.W.C.A. meeting rooms have also been used to good advantage. They indicate that your business is “on the up and up” and that the people behind it are of good moral fiber. The “Y’s” in Oklahoma City and Tulsa have been used for meeting rooms for many years.

How to receive the prospective salespeople?

Upon arrival at the meeting place, visitors are inclined to ask questions. Some seem to be looking for an excuse to forego the meeting.

“Oh, it’s canvassing? Straight commission? That’s not for me!”

Station a few of your best people at the door. Advise everyone, especially those at the door, to give no information. When asked about the opportunity to be presented, your representatives should say, “We’ll find out about it in just a few minutes. The meeting will start right away. Incidentally, I’m Jim Brown. And what is your name, please? I’m glad to know you, Mr. Jones. Take any chair that you like.”

Most companies have the guest sign a register as he enters. This produces a businesslike atmosphere. The address and telephone number are included in registration. You are then able to make follow-up contact easily. People arriving late will see the meeting in progress and feel that they’ve already missed their chance. Many will depart without attempting to enter. They’re embarrassed. Therefore, you should station someone outside the door. He can reassure them, usher them in though the meeting is already in progress.

“For a year or more I lost most of the late comers/’ stated a St. Paul house-wares executive. “I finally realized that many were too shy to barge in. A fellow looking for work is on the defensive anyway.
“Now I have someone outside the door. We’re definitely getting some people we might have continued losing.”

Keywords: Sales, Marketing, Business, Sales Training

7.* Employment agencies can be quite helpful. This goes for both state and private agencies. If your salespeople are compensated on a commission basis, you may have difficulty with a private agency. Reason: in the past they’ve placed salespeople who’ve sold little or nothing. In such cases, the agency has not received a satisfactory placement fee for its services, since it is due a percent of the first month’s earnings. There’s a means of solving this problem, however. Tell the private agency, “It takes a salesperson a month or two to get started. So you won’t receive a satisfactory fee on the basis of first month earnings. But collect it anyway. Then, in addition, I’ll pay your regular rate on second-month earnings. The two fees should be more than ample.”

State agencies are most co-operative. They’ll give you names from their files. Also, they will provide a gratis desk and telephone if you care to interview applicants at the office of the state employment commission. Naturally, your proposition is made to look quite bona fide when you conduct interviews at the state office. If there’s a problem in making contact through state employment commissions, it’s that the applicants are substandard. However, most direct selling companies do not expect to recruit people who are accustomed to large incomes.

8.* Most cities have a Sales Executive Club. Such an organization is composed of sales supervisors from the various business firms in that town. These men band together to exchange ideas and upgrade their selling practices. The Sales Executives Club has its finger on the pulse of sales activities in its area. When a group of salespeople are “laid off,” the secretary of the Club usually knows about it. From time to time, he also knows of individual salesmen who are available. Contact the Club secretary. Better still-join the Club! In addition to recruiting, membership is helpful in many ways. The Clubs in the larger cities have placement bureaus. People looking for sales jobs may register and be placed without charge. Both members and non-members are permitted to hire these applicants. If there’s a placement service in connection with the Sales Executives’ Club in your city, be sure that you make the most of it.

Some of the outstanding people in direct selling have wangled invitations to speak at Club meetings. This has often resulted in prospective salespeople, either directly or indirectly. In some cities, a direct sales supervisor of exceptional caliber has become president of the local Sales Executives Club. This has given unusual publicity to his company, his product, and the fact that he can use more salesmen. As you can see, there are many ways to make contact with salespeople. Having made contact, you can invite them to your recruiting meeting.

At least half of those whom you expect will not appear. Why? Because the average person who needs a job is not highly motivated. If he were highly motivated, he probably wouldn’t need a job! “New York City is different from Myrtle Beach, South Carolina,” averred an experienced recruiter. “In a large city, such as New York, an applicant must get to the meeting ‘on his own hook/ but in a smaller town, I’d pick him up. He’s much more likely to keep the ‘date’ if he knows I’m driving to his home to get him.”

Keywords: Sales, Marketing, Business, Sales Training

5.* Your sales staff can bring prospective salespeople to your recruiting meetings. Get everybody to bring a friend-or two. Many companies pay a finder’s fee. The salesman who finds another person to sell for the company is rewarded for finding him. The finder’s fee might be $10 . . . or $25 . . . or more.
Under certain marketing plans, the finder receives a continuing override on sales made by people he has recruited. In such cases, however, the finder is usually responsible for training and motivating the people he has recruited.
The point is this: your salesmen know many people. They can influence some of those people to attend recruiting meetings. Urge them to do it. This is one of the best ways to build attendance.
A Tulsa man reported, “I had each of my men write down the name of every acquaintance who might like to join our sales staff. The next step was to invite the acquaintances to a recruiting meeting. I offered a prize to the man who could turn out the greatest number of his friends.
“A total of 31 new people showed up. Thirteen have been signed as salespeople! And we’re still signing up people from that meeting.”

6.* Bulletin boards can help spread the word. Use them.
For example, there are bulletin boards in many town halls, public libraries, and state employment commissions. Supermarkets in most sections of the country are attempting to become focal points of the community. They, too, have bulletin boards.
For best results, use a printed notice. If nothing else, a typewritten notice will do.
Keep it simple. Also, keep it “blind,” so as not to cheapen your product or the opportunity to represent it.

* * LOOKING FOR A JOB?
* * EITHER PART-TIME OR FULL-TIME?
* * CALL MR. ADAMS AT CLOVER 6-2184

An enterprising direct sales supervisor confided, “I go to real estate offices where tracts are being sold. Such an office is usually located in the subdivision itself. Invariably there’s a bulletin board.”
He continued, “I ask the real estate people if some of their prospects argue that they cannot afford to buy new homes. Then I show how to overcome that objection. My notice on the bulletin board shows the prospect that employment is immediately available. Employment means income. It’s as simple as that! I’ve obtained some very good salespeople in this way!”

Keywords: Sales, Marketing, Business, Sales Training

3.* By sending postcards, bulletins or letters you can get prospective salespeople to a recruiting meeting. Two things should be considered: what does the mailing piece say and to whom is it sent? Good results have been obtained with one-page bulletins. An excellent mimeographed job is okay. If the quality of the mimeographing is subject to question, use printed bulletins. Be sure there’s some art work on your bulletin. Dress it up! Further information on bulletins can be found in the chapter on “How To Publicize Your Sales Meeting.”
A San Angelo, Texas, direct salesman said, “I’ve used postcards with good results. Try them.”

* * June 16, 1960
* * We have several openings. If you are interested in either part-time or full-time work, report to 3609 Lynndale at 2 P.M. on Tuesday, June 21st. Please be prompt. William Crane Hassell Company

To whom should mailings be sent? That’s the BIG question . . .
Some companies have used the telephone directory with fair results, but nothing to scream about. Mailings are made to everyone. You can also purchase mailing lists containing names and addresses of salespeople in your general area. To find a firm that sells mailing lists, look in the classified section of your telephone directory.

4. City directories are quite helpful. There the occupation of each person is shown. Simply check to see which people are already in the selling profession. Then direct your mailing to those people. “It’s much easier to recruit a man who’s already in sales work,” remarked a Cheyenne businessman. “You don’t have to sell him on sales work as a career. He’s already sold on it. You merely need to attract him to the opportunity in selling, that you have to offer.” People found in the city directory must not necessarily be contacted by mail. Telephone them. Or go to see them!

Keywords: Sales, Marketing, Business, Sales Training

Many companies use sales meetings as a means of recruiting sales people. For instance, nearly all of the direct selling companies conduct recruiting meetings, because recruiting is the life blood of direct selling. There must be constant, continual recruiting. Therefore, companies selling through outside sales people usually conduct regular recruiting meetings.

You’ve heard of such companies. Their salespeople have knocked on your door. Here are the products they sell:

Special insurance policies* Albums
Mutual funds* * * Photograph coupons
Vitamins* * * Pre-need cemetery plots
Cosmetics* * * Real Estate promotion
Brushes* * * * Freezer food plans
Housewares* * * Cookware
Water softeners* * * Chinaware
Books* * * * Silverware

Mass recruiting requires a great degree of skill.
In effect, a recruiting meeting is a group selling job. Instead of selling a product or service, you sell a business opportunity. The Gist objective in staging a recruiting meeting is to get prospective salespeople to attend. Unless there s an audience, it’s all to no avail. An officer of the National Association of Direct Selling Companies stated, “A recruiting meeting can be no more successful than the promotion of attendance for it. There’s no reason to kid ourselves. It’s difficult to get prospective salespeople to attend a recruiting meeting.”

Eight Ways to Get Prospective Salespeople to a Recruiting Meeting

1. Newspaper advertising is an old stand-by. It costs money, but it gives such good results that some direct selling companies run a recruiting ad in certain newspapers every day of the year! Most of this type of advertising is in the classified section. Display ads are so expensive they’re usually reserved for special recruiting campaigns. Your classified ad may invite the reader to write or telephone. Upon receipt of the letter or phone call, reveal as little as possible. Try only to get the individual to your recruiting meeting.

“You can’t sell an opportunity by letter or over the telephone/’ averred a Chicago man. “If they want to smell the fragrance of a rose, they should go to the smelling place! Get ‘em to the meeting. Then you can tell the whole story.” A Los Angeles lady who’s an outstanding sales executive said, “When they call, I tell them nothing except the time and place of the meeting. When they ask questions, I reply with a laugh, ‘You don’t expect to get married over the telephone, and you don’t expect to find a business career over the telephone. You’ll be given full details tomorrow night at the meeting. It’s an opportunity of a lifetime! I’ll see you there.’”

Of course, other ads instruct the reader to reply by attending the meeting. In such cases, the time, date, and place of the meeting are specified. If you’re looking for anybody and everybody, your ad should simply ask the reader to show up at the meeting. If you want to qualify him, on the other hand, the ad should ask him to write or call. “Blind” ads work best, ads that do not name the product or company. The fact that you’re selling direct to the consumer should not yet be revealed. It would scare too many people away.

The following ads have worked well for certain direct selling companies:

* * SALESMAN. For the greatest item to hit the American market in 50 years. No competition. Call FRontier 8-2010.

* * Distinguished person to represent distinguished product. Compensation well above average. Apply 10 A.M. on Monday at 212 Jones St.

Why aren’t earnings mentioned in the foregoing ads? Because of legal complications. When a specific figure is named you must be able to prove that your average salesman makes that much. Otherwise, you may have difficulty with the Federal Trade Commission.

2.* The next method of getting prospective salespeople to your recruiting meeting also involves advertising.
Look under the “Situations Wanted” column in the classified section. People seeking jobs often advertise for them. Many are not seeking sales jobs, but some of them are. And some who are not will accept sales jobs if shown a good opportunity. Contact them solely for an interview. Don’t tell all in a letter or in a telephone conversation.
Be sure to hold the psychological upper hand. Don’t beg them. Make them try to qualify for a chance to attend your recruiting meeting. You already have a good opportunity. It’s the other fellow who’s seeking work!
Reason for this attitude on your part-you could make it sound too easy. The fellow who advertised thinks, “It must be one of those fly-by-night deals on a straight commission basis. It’s probably door-to-door! They’ll take anyone they can get, or else they wouldn’t be so eager.”

Keywords: Sales, Marketing, Business, Sales Training