The Point of Contact

Bv

JA.CK DIONNE

The other day I went into a place of buriners to call on its manager. The place war modern, interesting, attractive. Signs of industry were ever5rwhere. The first impression was splendid.

At the door sat a young woman with an "Information" sign at her elbow. She looked me oyer as I asked for the High Mosul. There wa8 no welcome in her glance. When assured that the head of the house was really the person I wanted to 8ee, she frowned with emphasia, slapped the tphone attachment over lrer head, pushed a button, waited a few moments, pulled the headpeace off, fung it from her with dirdain, turned her back to renew her desk work, and from the corner of her mouth came the information, Srudgingly giventtHett not in."

No more. Not a word ag to where he was, when he would be in, wouldntt I see someone else, what could they do for me, or a thing. Just plain, frank diecourtery.

I was amus€d. I had seen the type before. And as I wondered how little the firm must think of the art of raleamanship to expoae its callers to so rude a "point of contacCt with the firm, the manager came in'

He war courteous, business-like, friendlyr-all right'

And I wished that I knew him well enough to hale uttered before leaviog, " few thoughta on ralesmanship, with the "point of contact" as a text.

Mr. Burinegr Man, regardless of how la4ge or how small your burineos may be, what line yo.t "". in, or whal you are trying to arccomplirh, lirten to this: ft i"t it over. Is the person who enters your place of business-regardlegs of where or what it is-smart enough to make the caller ree that he is welcome, and to put him at hig ease?

STUDY THE POINT OF CONTACT BETWEEN YOUR BUSINESS AND YOUR CALLERS.

DON'T overlook that point. The person who meets your callers FIRST is one of the mort importattt pe"toos in your entire organization. If yorr will stop to think, you willquickly realize the high value of FIRSTIMPRESSIONS; ani the first impression your business gives the cdler, is through the first person who addresses him.

And the more your 8uccess dependa upon its standing with the publict the more nqcessary is it that the right person form your "point of contact".

In the modern building store, for inrtance, the man who meets the trade at the door is decidedly more able to help and hurt the concern, than is the manager in the back ofiice. MUCH more ao.

Your "point of contact" should have just one thing in view: TO MAKE THE CALLER FEEL THAT HE IS A GUEST IN YOUR PLACE.

It makes no difrerence whether he is a big prospective clie,nt, or just a bill collector. He should be treated the same way.

And if your "point of contacttt makes the caller glad that he tame, he has rendered your business a valuable senrice.