Page 264 - One Thousand Ways to Make $1000

explaining the kind of service I was offering. These didn’t bring me any
immediate orders, however, and the time for the first payment on the machine
was drawing near. I called back upon my first customers then, and asked
them if they could send me to some friends. One woman said that she would
see some of her friends the next day, and let me know. Two days later, she
phoned that a friend on the other side of town wanted her rug cleaned, and
promised if I did as good as claimed to get me additional business. I lost no
time getting over to do the job, and was rewarded with three additional
orders. Then I wrote the manufacturer and asked if there was a better way to
get business than I was using. The company sent me a good deal of solid
instruction in salesmanship, which I carefully digested. I found that my
method of getting the business was too “high pressure.” I was antagonistic
when people didn’t agree with me. I changed these tactics, and the difference
in my reception was amazing. In two months, I was becoming known for my
pleasant manner and uniform good nature. A courteous manner toward
prospects made them listen to me.

“Politeness also smoothed a path for me in approaching the managers of
office buildings and hotels. One hotel manager with whom I quarreled the
first time I called on him gave me a job cleaning the carpets in the corridors
of the hotel. This work brought me ninety-three dollars, and took thirteen
hours to complete. I didn’t get that order on the second or the fifth call,
however. But I was as polite and courteous as I could be each time I called
back on him. I had learned my lesson. In one office building, after many calls
upon the manager, I was able to get orders from tenants totaling $107,
besides twelve dollars’ worth of work from the building owners.”

Anderson’s experience has convinced him that the value of courtesy and
politeness in sales work cannot be overemphasized. He charges one dollar
and fifty cents for cleaning a nine by twelve rug, and does the job in twelve
minutes. Daily profits average about sixteen dollars. The machine operates
from a light socket with electric current, on the rotary brush principle, and is
fully guaranteed to do satisfactory work by the manufacturer. This machine
washes the carpet with soap and water, which are fed into the brushes by a
patented process. However, it is impossible for the machine to spill water or
soap upon the floor, or injure the rugs in any way. Anderson’s total