Where to conduct meeting and how to receive salespeople.

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

Tags: sales meeting

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