Page 76 - One Thousand Ways to Make $1000

near going off the road. Naturally, he welcomed a cigarette case such as I was
selling. It is quite a different matter in his home or office, however. The
motorist at home forgets all about the inconvenience of lighting a cigarette
while driving, and when in his office his mind is on other things. Thus, the
best place to catch him is at one of the many gasoline stations at busy
intersections. The gas station attendants usually don’t mind having me hang
around. There’s always some little thing I can do to help around there, and I
am someone to talk to when business slumps off.”

Lehman sells as high as sixteen cigarette cases daily, netting him a profit of
$17.37. On days when the traffic is unusually heavy, he sells as many as
thirty-five cases. The selling price, $2.50, does not seem too high to
prospects.

Lehman’s success with this case is typical of the success of many specialty
men, once they find the right spot to sell their products, and the right way of
introducing and demonstrating them.

Greeting Cards Made Money forEttinger

L

AST year, James J. Ettinger needed some extra money. He knew that
hundreds of men and women make good money around the holidays selling
greeting cards. But instead of trying to sell his cards house to house, he
concentrated on two special fields—the professional and the service station
field. By concentrating his calls on these types of prospects, he not only made
a maximum number of calls in a minimum of time, but he spent his efforts on
two practically unworked fields.

His campaign was mapped out to cover only the office buildings in his town
—particularly those buildings which housed doctors’ and dentists’ offices.
For these prospects, he carried two kinds of cards—one for personal and
another for business use. In order to get in to see the doctor, he concentrated
on selling the office girl first. When he had sold her, he would ask to see the
doctor or the dentist. Usually the office girl was impressed with his sincerity