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It's referred to as "cold calling" for a good reason. People are so bombarded with ads and solicitations - from magazines and newspapers, TV and radio, telephone calls and faxes, billboards and bus signs, and more - that they tend to give everyone a "cold shoulder". But when it's an American icon, practically, like Fuller Brush and Stanley, the customer usually thaws rapidly as soon as it sinks in what you are talking about. When you introduce yourself as a Fuller Brush rep, they may automatically respond that they don't know Fuller. They probably do, they just haven't seen a distributor in a while. Ask, "What about Stanley Home Products?" as many have used that "sister" line instead of Fuller. If the response is still a big no, ask: "Do you remember the muliti-color wool dust mop from Stanley? Or the brown Fuller Broom? Or the famous half round Lusterbrushes or Lady Catherine hairbrushes?" (In Spanish, we ask, "What about 'la rubia'?" - the wall brush). Usually that gets an "Oh, yeah, I remember now!". If not, tell them "I bet your mother or grandmother used them! Remember?" And that's the truth. Visits from the Fuller Brush Man (or lady for the past 40+ years since Lucille Ball did it) were looked forward to, as were the Stanley Home Parties. One of the above questions or statements almost always gets your "foot in the door", even when finding customers in your area on the telephone. Bess W. Metcalf  |
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