The Point of Contact

By JACK DIONNE

The other dav I went into a prace of business to cail on itr manager. The pliace war modin. i"t""."ting,.:ttriltir.. signs of industry were ever5rwhere. -The first impression *"" spb]idia. - : -

At the d'oor sat a yourg worhan with_an_',Information, sign at her erbow. she looked rne over as t istea r* ttr. Cigr, rr"grl..fr1*J'** no welcorne in her glance. when assured that ttr" t"a-"r i[""rr".,""'*ilJ r."uv trre person I want&l.to see, she frowned *ittt "-"rt*tr, ri"oo";*t;;olone attachment over her head. oushed a button,-waited' a_f_ew moments, puliid [" G;;;;; ofi,- fi'g it from her with ai'a&",1i'-*-;;;l;;'k-l;"#;; her desk worlr, and from the corner of her -o.rth ttHe's not in.,t

No more. Not a word as to where he -was, when he would be in, wouldnrt I see someone elre. what courd tt "v-J" riit ,-J, i'irri""g] Jrut prain, frank discorrtesy.

I was arnused. I had. seen the ty_pe befo-re. And aq I wondered how rittle the firm must think 9f -$. art of "iti,"-."Jip t";;fi; iir-""u.r to so rude a ttpoint of contactttwith the firm, ttre -".r"g*" carne in.

He was courteous, business-like, friendlyr-all right.

And I wished that-I knewhim well enowh to have uttered before leaving, a few thoughts on salesrnanship, with th" ,,poirrt of contactrr as a text.

Mr. B'sinesr Man, regardlesr of how large or how smalr your b'siness may be, what line vou are in,1r what you """ tiiigi"-;;;;;ii"illn".u. to this:

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

DON'T overlook that point. The -person who rneets yo.r calle* FIRsr is one of the most important per_sons Lt "-"y ;i"";r;;Jiior". If you will rtop to think, vou will quickly iealize the high "J"" "i Frnsiinapnrssions; and the firct impreesion your businers gi;;th;-;r*,'['ti*r"gr, the first person who addresses him.

And the morg yoqr Euc-ceEE- depends rpon its standing with the pubric, the rnore necessary is it that the right personlorm your ..point oico,ntact."

In the modern buil{ing storer- for instancg the man who meets tlre trade at the door is decidedlv -ou "bl" to help ; h*t th; ;;;;rr, than ,is the rnanager in the back office. MUCH nxrre so.

Think it over. Is the contact person in. yow place of business-regardlesr of _where or what it is-srtart enough t" -a[q E, -;k-see that he is welcome, and to put him at his ease?- agd if yo'r"point of contact" m,akes the caller glad that he carnq he has rendered your business a valuable service-

--r-oq-'jn-o!qt of contact" should have just one thing in view: To MAKE THE CALLER FEEL THAT HE IS A _CUNST iN YIJUR FLACE.

It rnakes no difie'rence whether he is a big prospective clienf or just a bill collector. He should be treated the same *.y.