PLAN No. 795. HOW TO GET CUSTOMERS
This is a question that is most important to the farmer. All his profits depend on his ability to secure customers. The following experience will save much time as well as money to the farmer. Here is a successful method which has been followed by a group of farmers who joined forces to market their crops. The same plan can be used by the individual farmer as well.
This group of farmers named one of their members to act as the Secretary Treasurer. This man attended to all soliciting by mail and distributed the first orders and all following orders were filled by the member who shipped the first order.
The first question was how to get the names of prospective customers. A rate and telephone book were secured. The classes they thought would be most easily interested were written to. Their reason for using the phone book was that a person should be so connected in a business and social way with the city as to have a phone before they be given consideration. This list others trusted and such people they too could afford to trust. With this list there was practically no loss.
To such, a general letter was sent outlining their service—what they had to sell and what they would have for future delivery each month in the year. These letters in about 10 days were followed up with other letters giving a special group of products.
The different seasons of the year are considered. It may be canning time or near Thanksgiving or Xmas. If it is near Thanksgiving, then a list of dressed turkey, an assortment of fancy vegetables, hams, honey, nuts and pecans. And the prices are such as to interest the consumer. The farmer has not the overhead expense of the middle man—hence they can give a much better price.
A card file was kept which gave complete information as well as prospects and customers. Card gave names, address, business connection, salary and rating of each person. When a customer is made out of the prospect a red slip is attached to the top of the card, and a number is given, it corresponding to a page in order book where shipment record is kept.
This office is conducted by the Secretary Treasurer.
When orders come in for which they cannot themselves fill, they hustle out to other farmers and purchase the product and thus fill their customers orders. In connection with this article read over the parcel post service and apply same to your shipments.