Marketing Lessions from a Mall Kiosk Vendor

...of when I opened my first business office YARS ago;

The 2nd day in biz in pops a 19yr old kid selling Fuller Brush products.

This kid was amazing. He was a MASTER at grabbing your attention...getting you interested in the BENEFITS of his products and then he would CLOSE you on buying the Giant-Economy size, which also included a smaller version as a bonus plus a few other "bonuses".

For the next year I kept trying to hire this kid to sell my burglar and fire alarms but...his goal was to have his own cleaning products company. Which he did a year later and went on to become very successful.

And...the kid that replaced him was almost as good.

Fuller Brush had a HIGHLY SUCCESSFUL way of finding and training those young kids. They had a "formula for success"....like the kid selling eyeglass cleaner...they were able to GRAB your attention and get you INTERESTED...fast.

And...they KNEW how to "read body language" that would tell them what to say and do next. PLUS, they were GREAT CLOSERS. They KNEW how to get the orders.

Thanks for mentioning this.

Don Alm

> I love to go to the local Mall and browse
> the wares of the kiosk vendors. On busy
> Saturdays there is almost a carnival
> atmosphere.

> Last Saturday one particular vendor caught
> my attention. He was a young man about
> college age. Now, if you notice most kiosk
> venders just sit back and wait for customers
> to come and start looking at their products.
> Not this guy. His was out there talking to
> people as they walked by and roping them in.

> He was selling a glass cleaning and
> polishing product. What he would do is look
> for people wearing glasses and right before
> they got to his kiosk he would step up to
> them and say, "Excuse me Sir. (or Ms.)
> your glasses look scratched. If you will
> allow me to polish them I think I can remove
> the scratches." Most people hand him
> their glasses and he sprays a few drops from
> a spray bottle and then quickly polishes the
> glasses with a cloth, hands them back to the
> owner and says, "There you go. Good as
> new. Check for yourself." Of course
> everyone put's their glasses back on and are
> amazed to find that the scratches are gone.
> The first thing they say is "what is
> that stuff?" And you know what? At that
> point he's got them. He doesn't even have to
> ask for the sale. They have sold themselves.
> It now just becomes a matter of whether they
> will buy the small bottle or the large
> bottle. Of course if they buy the large
> bottle (at $29.99!!!) they get this bonus
> and that bonus and oh, I'll throw in a small
> bottle as well. This young guy was marketing
> master.

> I watched him for about 15 minutes and then
> got to talking to him. He said he used to
> work for a distributer and sold the stuff
> door to door. He eventually wised up and
> contacted the manufacturer himself. The
> manufacturer gave him the idea to put up a
> kiosk in a high traffic mall.

> Incidently, I was curious what kind of rent
> he paid and he told me it was $2000.00 a
> month. I commented that he must have to sell
> a lot of bottles to cover that expense and
> he grined and said he makes that much on one
> Saturday.




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