If the salesman cannot depend upon his friends, then he must find his customers among strangers. I remember a man selling children's shoes, out in Oregon, who had not been able to get a looker even in the town. He was talking to a little bunch of us, enumerating those on whom he had called. The last one he spoke of was the big shoeman of the town. He said, "But I can't do anything with that fellow; why, his brother, who is his partner, sells shoes on the road."
"I'm all through with my business," spoke up a drygoods man, "but I'll bet the cigars that I can make Hoover (the shoeman) come and look at your stuff. That is, I'll make out to him that I'm selling shoes and I bet you that I'll bring him to my sample room."
"Well, I'll just take that bet," said the shoeman.
About this time I left for the depot. The next time I saw the drygoods man I asked him how he came out on that bet.
"Oh, I'd forgotten all about that," said he. "Well, I'll tell you. Just after you left I went right down to the shoeman's store. I found him back in his office writing some letters. I walked right up to him —you know I didn't have anything to lose except the cigars and their having the laugh on me—and I said, 'You are Mr. Hoover, I am sure. Now, sir, you are busy and what little I have to say I shall make very short to you, sir. My house gives its entire energy to the manufacture of foot covers for little folks. My line is complete and my prices are right. If you have money and are able to buy for cash on delivery, I should be glad to show you my line.'
"'I have bought everything for this season,' said Hoover.
"'Perhaps you think you have, Mr. Hoover, but do you wish to hold a blind bridle over your eyes and not see what's going on in your business? Do I not talk as if my firm were first class? I have come straight to you without any beating around the bush. I don't intend to offer any suggestions as to how you should run your business, but ask yourself if you can afford to pass up looking at a representative line. You've heard of my firm, have you not? And I made up some firm name for him.
"'No, I have not. I'm not interested in any new houses.'
"'Not interested in any new houses!' said I. 'The very fact that you don't even know the name of my firm is all the greater reason why you should come and see what sort of stuff they turn out.'
"'Yes, but I've bought; what's the use?' said he.