“ To
neglect to plan your work is to invite failure.
On the other hand
if you have built your plan and have made your preparation, you
have confidence in yourself, the corset and in the service you have
to offer.
You, therefore, approach the prospective client with con-
fidence.
12. The method of procedure will vary somewhat according to
the locality in which you live. If you are calling an your nearest
friend or neighbor, she, no doubt, is acquainted with the fact that
you are the Spirella corsetiere in that district. ”

“ If you have a thorough knowledge of the merits of the Spi-
rella corset, the stay and your service, and are able to adapt them
to the client's particular needs, then you have only to, get her defi-
nite consent for you to order a corset for her.
9. OBTAINING THE ORDER. Women are already convinced
that corsets are a necessity; it is your part to convince the client
that the Spirella corset, plus your service, will give her better satis-
faction than she can get elsewhere. ”

“ Proceed to take her measurements and write them down in
the "Memorandum Order Book." when you have studied her figure
and decided upon the corset necessary, take the book of materials
and open it to the sample of an attractive material of suitable
quality; holding the sample book open toward the client, with the
thumb and finger and say: "we have a very good selection of
beautiful materials, Mrs. B. A corset in this material would cost
$—."
21.
Should the client say, "Oh, I cannot afford to pay that much
for my corset," answer:
"Price must be in proportion to value received ”