Coin Machine Review (& Pacific ...)

Tested "Approaches" in
Location Soliciting
DEFENSE
By James Kent
The Gallup Poll Man! The Census
Taker! Never hear of any doors being;
slammed in those faces do you? Because
th ere's something important-sounding about
a "SURVEY" and people feel flattered
when they're approached to help on it!
Well-why not HAVE A LITTLE SUR-
VEY IN YOUR BUSINESS! Getting loca-
tions can be a mighty difficult proposition
or it can be an enjoyable business venture,
depends on how you make your approach_
And the survey angle makes it one of the
most enjoyable.
Simply go to a difficult location prospect
and explain, frankly, that you would like
to "survey" his premises and traffic. Agree
tv spend considerable time so that your
analysis will be an expert one. If results
,how that you and the owner can work
together for profit, you'll be glad to make
a proposi'tion, otherwise he won't be obli-
gated. It isn't difficult to sell the survey-
and that takes care of lining up the deal!
Of course, to paraphrase an old epic
phrase, you can make use of the expres-
sion, "He couldn't say 'No'." As a sa,l(lple,
if you walk up to a prospect and say, How
would you like to make an additional $60_00
a month without a cent of investment and
no collection worries?" you've got him in
the above mentioned state. If he's sophisti-
cated enough, he'll worm his way neatly out
of the corner by retorting, "Qui t your kid-
ding" or "Sure, I'd like to-or $1,000 a
month." But, at least he hasn't said "No"
so you've got a little glimmer of assistance,
enough to answer and your answer is t,he
opening wedge of a sales talk. Assure him
that you're serious, ask if you can't sit
Quietly down wi'th him and show him how
it can be done. The merchant or hotel man
who would have turned you down cold
with the opportunity to say "No" after your
first words "Coin Machine", usu~lly reacts
to the more subtle a pproach in a reasonable
manner-which means a listening one.
Then. there is the reassuring method:
"I have nothing to sell" (he draws a breath
of relief on that one) "but I can show you
a way to make some fine profits!" That's a
pleasant word to any ears-"profit"-so he
listens.
If you're lucky enough to know a mutual
friend or acquaintance, there is the old
stand-by "Hello, Mr. Brown. My name is
________________________________________ , and I have dropped
in to see you at the request of your friend
over in Mason City, Bill Black. Bill asked
me to send his regards." Your prospect
asks about Bill, you turn Winchell to re-
veal Bill's success and failure in life and
your listener, being courteous thus far, isn't
going to change his theme of conversation.
It's surprising how that old "drummer"
trick still works, too. You know-smile
confidently as you march in to a prospect
and say "How are you, Mr. Carson? It's
mighty good to see you! How have things
been going lately?"
While Mr_ Carson pulls his scattered wits
together to decide whether he should be
glad to see you, he'll take the safe course
ilnd be friendly. At the properly mellow
moment in your chummy conversation, YOll
present your proposition. If, finally, he
bhould ask "Just when did I ever meet
you ?", just be indefinite and pass the ques-
tion off.
...
BUY ·
A SHARE IN
AMERICA
The new United States Defense
Savings Bonds and Stamps give all
of us a way to take a direct part in
building the defenses of our country.
This is the American way
to provide the billions
needed so urgently for
National Defense.
*
*
United States
DEFENSE SAVINGS
BONDS and STAMPS
COIN
MACHINE
REVIEW
27
fOR
JUNE
1942
But-remember that whatever approach
you use, there are three things you must
have with you always-Poise! Confidence!
FREE •.•
To Review Subscribers
THE REVIEW has prepared
three outstanding blotters, in
multi-color, of paramount inter-
est to all Americans. All three
are free to subscribers who would
like to receive them. Here they
are:
1. SINK THE JAP NAVY. A
listing of all war vessels, includ-
ing submarines, cruisers, battle-
ships, aircraft carriers and de-
stroyers, with their names and
pertinent data. Space permits
marking them off as we sink 'em.
2. HOW TO IDENTIFY MEN
IN SERVICE. A complete listing
of men in the army and navy,
decorations, salaries, and insig-
nias.
3. 1942 LICENSE PLATES.
License plates, in the right color
conlbinations, of all of the 48
states and the provinces of Can-
ada.
Anyone, two or thrc:e of these
special blotters are available to
REVIEW subscribers as long as
the supply lasts. Just mail your
request and we'll send you the
blotters, postage paid.
Courtesy! A gentleman, cheerfully acting
though he were sure his prospect would
be glad to talk to him, makes that prospect
decide "This is one man to whom I should
listen."
HS
Form "H" Proves Popular
NEW YORK.-Charles Fleischmann of
The Baltimore Salesbook Co., who has been
,recializing in forms for coin-operated ma-
chines, reports that his business is con-
siderably ahead of last year.
The Form "H" Handyset Location Agree-
ment which he designed to serve for all
types of machines is proving very popular
with operators thruout the country. He re-
ports, "Operators are becoming more inde-
"en dent today and are starting to develop
the good habit of making every location
sign an Agreement for one or two years_
It is a swell way to prevent chiseling and
,tabilize earnings." Now that machines are
getting scarcer every day and locations can't
afford the loss of whatever income is de-
rived from coin-operated machines, i't is
just the time to insist on signed written
agreements. Operators always should have
had this added protection, but due to keen
competition were afraid of losing locations
if they were too strict. Responsible op-
erators, however, are now getting more
signed Agreements as they believe th at the
present time is most opportune to change
the arrangements made with locations to
meet higher operating costs and, _ at the
same time, they can insist on a Location
Agreement being signed. When the war is
ever those operators who have signed
Agreements will surely be in a better posi-
6on."
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