| see if she could be an addition to their store. This took a great deal of time. She worked |
| out a script that she went over repeatedly. One thing she avoided was asking a question |
| to which the person could say no. |
| The script went something like this. "Hi, my name is Suzanne. I am a close up |
| magician specializing in tableside entertainment in restaurants. I would like to drop in |
| some time and talk about performing at your restaurant. I have this day open. What |
| time would work for you?" While this is not the exact script, it was something like this. |
| She then rehearsed the script repeatedly. |
| Her next task was to call and talk to the general managers. She called each on the list |
| and three fourths accepted an appointment to talk to her. She went to each and talked to |
| the manager. She was prepared to talk to 13 stores. She interviewed 7. During the |
| conversations, she got two gigs one day per week. She had to call the other managers |
| and cancel those meetings. Note an important point here. She did not approach one |
| place and wait for a response. She hit many at the same time. This put probability of |
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