# Spirella Manual (1913)/Section 4
## SECTION 4.SECTION 4.
### Obtaining An Interview.

44. INTRODUCTORY CARDS.—We have outlined a model method for introducing yourself in Section 3, "How to Proceed." That method is good for the average case, in meeting the average customer. There are cases where the method outlined would fail to obtain an interview. What you want is an interview in practically every case you attempt. If you fail it is usually your own fault. You should size up the situation cor­rectly the moment the door is opened. You must learn to judge quickly and adapt yourself naturally, and at once, to the conditions. In short, you must be a master of yourself and master of the situation at every step of the way, if success is your desire.
45. When starting in any territory, it is best to secure your first few orders among the ladies of prominence and influence. In strange towns take a little time to find out who will be the most desirable people to head your list, and go to them first. Some one prominent lady may be the key to the whole situation.
In calling upon her, use the testimonials in the Manual and others taken from our "Spirella Monthly." Also use any you may have from near​by towns. Make your effort here a strenuous one, for much depends upon its outcome.
46. After you have secured one or two influential names, have these ladies give you cards of introduction to their friends.
We give below a good form to use in an introductory card. The words in script are to be written on your card by party introducing you.
* To Mrs Ira V. Jones,
* Address No 49 The Terrace.
* This will introduce to you
* Mrs. S. T. Wylie.
* Any courtesy extended will be appreciated by
* Yours very truly,
* Mrs S. M Jefferson.
[NOTE.—We furnish the above introductory card printed in blank. 500 for 75c.]
This system is to be carried out especially among the most influential people of the city—those most difficult to approach. When the lady comes to the door, ask:
"Is this Mrs. James?"
If she says it is, present your card of introduction, and say:
"Mrs. Wilie, introduced by Mrs. Jefferson."
If a maid comes to the door present your card of introduction, saying pleasantly that you wish to see Mrs. James.
This method well carried out will take you into the best homes.
It can be used but not so effectively among a class of people not so formal. There is a large middle class of polite people who can best be approached by the method outlined in Section 3.
47. THE BEST DRESSMAKERS WILL GLADLY INTRODUCE YOU to their customers by use of this card system. It is well when starting in a new city to cultivate the best dressmakers and secure their co-opera­tion in this way. It is sometimes necessary to make one or two of the best dressmakers a present of a corset for their personal wear, and so win their hearty co-operation, which will be worth to you several times the cost of the corset, especially if they will make out cards for you to all ​their prominent customers. Only dressmakers of the best reputations should be cultivated in this way. An introduction from a dressmaker whose reputation is not first-class, will be of very little value.
48. There is another class of honest well-meaning people, who lack refinement, and on whom extreme politeness and the brief expectant pause is lost.
Politeness, but of a different character should be your manner here. Always learn the lady's name before calling and address her by it when she comes to the door. Learn, if possible, some of her peculiarities, and whether she has any trouble with her corset, and what it is. Learn also how many ladies reside in the house who might be interested in your line.
It creates more or less healthful curiosity to do this. Come to her level at once. Adopt a style a little more on the familiar and act perfectly at home and at ease. It is the mark of a real lady or gentleman to be able to adapt one's self to the circumstances and conditions of all classes.
49. Local personal influence and local testimonials will be your greatest leverage in opening up a new town They will help you in going over your territory each time thereafter. Remember that you are build­ing up a permanent business, so in your first work lay a firm foundation. Make friends with everyone, no matter whether she buys or not. Never by word or manner show resentment if a lady does not buy. Make a friend of her by treating her pleasantly. She will doubtless be a willing cus­tomer of yours later on when Spirella has been demonstrated to be a suc­cess in your town.
50. Put your entire self into the work when showing your goods to the ladies whose names you desire to head your list. Make them feel the ease and comfort of a Spirella Corset. The effect of these names will be very valuable and the more thoroughly you convert them, the more profitable they will be to you.
A strong concentration of your mind on the subject will in some de­gree produce the desired effect upon your prospective buyers.
Show your goods with a strong determination to secure the order. Have confidence in yourself and what you say. TO CAPTURE THOSE ALMOST PERSUADED, YOU MUST USE ALL THE TACT, CON­CENTRATION AND POWER AT YOUR COMMAND.
Your manner must be entirely natural. Many a saleswoman starts out with the idea that to be most effective she must assume to be what she really is not. Others mistake noise for intensity and enthusiasm. Affectation is deformity, pretense is sham HYPOCRISY. Rather be candid, frank, TRUE. Always choose to be, rather than to seem, and enter your work determined to win. Above all, be natural.
51. DIRECT ADDRESS.—When calling where several ladies are together, do not address them as a crowd—single out one and address your­self to her. Pay no attention to your surroundings. Try to work for one ​order at a time. It may be necessary for you to leave the party addressed first, but in doing so, address yourself to another of the party directly, and then return to number one after securing an order from number two. Endeavor to single out the leader or strongest-minded woman in the party when making a direct address. If you win the leader all the rest will follow.
It is said that Patrick Henry's great success lay in his skill to win each individual man upon the jury. He addressed each man separately, if necessary, until he won him.