On-Campus Table Approach 2014
Created by CRM Amanda Skawski
Sherri Dickie sdickie@cutco.com
Hi, I’m __________, what’s your name? Well (name), what we are doing here today is just giving
information about the positions we have available and then taking information for those who are
interested. Ok?
What we have available is an entry level customer sales and service position. What you would be doing
specifically, if selected, is sitting down 1 on 1 with customers, explaining products, answering questions,
and helping them to place orders. We don’t do any door to door sales or telemarketing. Everyone we see
has an appointment scheduled to see the product, so it is a lot more fun and low key. Do you like working
with people? (Build a little rapport about what kind of work they have done)
The product is called Cutco. Have you ever heard of it?
If No: Cutco is a line of housewares, mainly things for the kitchen, like cutlery forks and spoons, pots and
pans, other kitchen gadgets. We started in 1949, so we have been in business for over 65 years now. And
since the product is housewares, our representatives are seeing mainly parents all day. Do you feel
comfortable dealing with the average mom or dad?
If Yes: Cool. How have you heard of it? (If they don’t know much about it go into the if no answer. If they do
skip it.)
The starting pay is_______, and that is a base rate per appointment. What that means is it’s guaranteed for
every time our reps see a customer whether they buy anything or not, so the pay is not based solely on
sales or a commission. That’s great because they get a paycheque for the work they do and they don’t have
to worry about pressuring a customer to buy.
When I first started, my favorite part about the position was the flexible schedules. I started as a student at
(your school) and loved that I got to sit down each week with my manager and make my schedule around
all my other commitments. SO during weeks where I was super busy, like finals, if I didn’t want to work very
much that was ok. Then weeks when I was on break if I wanted to work a lot, I could.
( Pick up clipboard with info sheet on it and hand it to them with a pen) What I’ll have you do is read
through the top half of this, it will give you a little more detail. Then if the position sounds like something
you are interested in, you can fill out the info sheet at the bottom so we can get you some more
information.
(TIP: Wait until they read through the paragraph and start writing. This way they have mentally committed
to filling it out, then start building rapport as they fill it out .. How long in the area? What are they studying?
How do they like it so far? Etc… Share third party stories…)
Once they are finished: Great (name), let me go over this with you. (quickly look through to make sure it’s
all filled out. Go over anything else you hadn’t talked while building rapport)
On-Campus Table Approach 2014
Created by CRM Amanda Skawski
Sherri Dickie sdickie@cutco.com
Well (name) , this all looks good so far, so what I would like to do is invite you to come in to our local office
for an interview. This way we can see you in a little more professional setting, go over all the details of the
position and answer any questions you have. Does that sound good?
"My only challenge __________, is we’re accepting people on a first come-first considered basis and
already taken _____________ applications, so I’d like to get you in today.” (Causing a sense of urgency)
I can get you in (day and time), how does that sound?
Hand them directions and fill in interview info on leaving piece trifold, go over what time to arrive, who
they will be meeting with, dress professional (unless they are coming straight from campus), allow up to 90
minutes if all goes well.
Setting strong expectations at the table, “So when you get to the office today, I’ll be there personally to
greet you at _________,” (Harder to flake on person, easier to flake on a company. App feels connected.)
Alright (name) , we’ll see you (day and time). I hope everything goes well for you!
TIPS:
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Know your approach. Having it memorized creates confidence, which comes across to the
applicant.
Your demeanor should be friendly but professional. They should want to work with you, but believe
you will lead them to success.
Business casual is the attire to wear. Be dressed nicer than they are but not so nice it is intimidating
for them to walk up to you in their jeans/ sweats/ whatever they went to school in.
Make a connection with the applicant through:
o Building rapport
o Using 3rd party stories to offer social proof that people like them do well.
o Find a common ground. Don’t be afraid to chat with the applicant about something you
have in common with them. This makes them feel a personal connection to you.
o Make good eye contact and use their name as much as possible.
Make applicants feel comfortable:
o Pick out an interview time that actually works for them, don’t just try to push them into
where you want them to go.
o Provide good, clear directions with a map.
o Walk them through what to expect when they come in to the office and some tips.
o Tell them it is super simple to get to the office and make it clear how easy the process of
interviewing will be.