Page 68 - One Thousand Ways to Make $1000

getting business. In my desire to impress durability and wearing qualities, I
had been making a comparison of my garments to overalls. I had completely
overlooked one of the strongest selling points in connection with the uniform.

“These concerns do not want overalls. They want a uniform which looks
neat, is properly styled, and in some cases, tailored, and which lends dignity
to the appearance of the workman. Gasoline stations were particular on this
point. ‘Our men come in constant contact with the public,’ I was told by a big
chain buyer, ‘and we must insist that they have an alert, snappy appearance in
dress. An appearance that may be kept uniform in all stations is necessary to
identify attendants of this company.’ Here then, was the new idea I was
seeking. I took the answers to my questions and made up a sales talk, using
the buyer’s own arguments and showing where my uniforms served every
requirement. I photographed some gasoline service station attendants who
were wearing the uniforms. I showed these photographs, together with
drawings in my portfolio, to the buyers for other companies. I added
photographs of doctors, druggists, and others to make the collection
complete. I didn’t pay a lot of money for these pictures, but took a small
kodak with me everywhere I went. When I recognized one of our uniforms
on an employee, I stepped up and got a snapshot.

“All this proved to be valuable when closing a sale. Some big companies
want to see what a uniform looks like when a man is wearing it. I can quickly
show a photograph, which is just as good as showing a uniform. They get the
idea.”

It might be pointed out that Burton finds little competition in his sales work,
and has systematized his calls to make the most of his time every day. His
average daily earnings are close to $17, and he calls on about twelve
companies each day. There appears to be no real reason why any aggressive
and ambitious person should fail to make money with this line.

Five Dollars Starts Stamp Exchange

W
HEN James Wallen was graduated from high school, he went out to look for