Page 61 - One Thousand Ways to Make $1000

in Milwaukee doing a big business but not getting much profit. Then I
interested a woman in boosting my flavoring extracts to friends, promising
her four bottles and the special dessert free for each five she sold for me. This
worked out so well that I made the same offer to another woman living two
blocks away. She promptly got busy on the telephone and turned in orders for
39 specials in less than a week. I rewarded her by giving her a pair of silk
stockings in addition to the promised bottles of extract.

“After that experience, I made more effort to secure customer cooperation
than I did to make direct sales. In two months, I had established 34
cooperating customers on this plan in the Milwaukee area, each of whom
averaged 12 sales a week for me. I gave them some inexpensive prizes for
their efforts.

“I have discovered that women will gladly do their best to recommend a
worth-while product if they feel their efforts are appreciated. They like to
believe you are not going to forget them. A card at Easter and Christmas was
sufficient to line up several women who had fallen out of the habit of
cooperating with me last year. One woman, who had been very active helping
me get business, but who had given up for several weeks, was once more
added to the active list when I sent her little girl a birthday card.”

Angle has always been a hard-working salesman, but admits that without the
cooperation of his women customers, he would never have climbed out of the
small earning class. He points out that the cost of the gifts distributed to the
women cooperators seldom exceeds one-third of the commission, an amount
he can well afford to pay. He declares that were he to appoint these same
women as subagents, however, they would not secure the same amount of
business for him.

The extracts and flavoring Angle sells are of good quality. He buys at
wholesale, and the bottles come in special containers. He is not required to
buy any definite quantity to secure the wholesale price. The company
supplying him gladly ships in any quantity, regardless of the size. For this
reason, Angle, without capital, has been able to build up a good business.
Today, there are 46 women boosting his sales in, and near, Milwaukee. They