April–June, 2008
You’ve read the stories, heard the experiences, have friends who’ve canvassed, maybe even worked with a colporteur, or knocked on a few doors yourself! If so, you maybe didn’t know what to say—you stumbled and stammered until the person politely closed the door with a “no-thank-you”—if they were nice. The barking dogs and crying children totally distracted you. Some people only peeked through the window and would motion for you to leave. When someone did open the door to you, all you could think to say was … “This is a really good book.” Another person yelled at you and told you to get a real job, or never come back again.
If you haven’t experienced these things yourself, a good-willed friend probably shared their canvassing “horror” stories. (My friends related more than their share!) The same person probably tried to convince you that Literature Evangelism is a great experience—“you should try it.” Maybe you have felt God’s conviction tugging on your heart as you’ve read the past articles in this series. You might be nervous or scared, maybe excited. Any way, you want to give this work a try. How do you get started? Join me on a practical, step-by-step journey I am going to call Literature Evangelism 101.
WARNING! You are going to be extremely tempted to think that some of the things that I tell you are vital are really not that important after all. Resist that temptation, and just for a short time consider that maybe these principles or methods work. Maybe, just maybe, the advice and training based on the experience of many equally-human beings that have done this before you will prove effective. And, if after you have tested these methods for a reasonable amount of time and they fail for you (which they won’t!), then try your own way. Deal?
Just in case the exciting stories you have heard have given you an inclination to think that you don’t need any training, let me share something with you. There is a quote that reminds me why I should consider training in any line before I expect to be successful in it. Evangelism, p. 474 says, One worker who has been trained and educated for the work [in the cause of God], who is controlled by the Spirit of Christ, will accomplish far more than ten laborers who go out deficient in knowledge and weak in the faith.”
PROMISE! My introduction and others’ stories may have scared you, BUT, I promise you that canvassing isn’t THAT hard, frightening, or life-threatening if you will carefully study and apply what I am going to share with you in this and the following articles. Most bad experiences you hear are because of lack of preparation and training.
What is literature evangelism? Just that!—A means of reaching out and spreading the gospel to people through books, booklets, and pamphlets.
We’re going to bypass an explanation of why Literature Evangelism is so important. I am trusting that you have read the previous articles and stories in this series—they were foundational to this. If you haven’t, please do! Stories of my own experience have helped me realize that miracles still happen to real people and that God is a very personal God—He’s even interested in my day-to-day life. Stories like “The King Who Couldn’t Preach” give me the courage to know that God has a place for everyone in His vineyard—no matter what your weaknesses and seeming failures happen to be. The stories and experiences of my students should make you happy to know that many others have gone before you—and haven’t died from it! The Colporteur Ministry, by E. G. White, is a book you need to pick up and begin to read. It’s powerful! It will convict you. If you need one quick reason to canvass, I’ll share my absolute favorite canvassing quote with you. It says, in p. 151, “God will soon do great things for us if we lie humble and believing at His feet. . . . More than one thousand will soon be converted in one day, most of whom will trace their first convictions to the reading of our publications.”
If you didn’t say an “Amen” at least inside your head, then read it again. You may not have been concentrating. This statement should convict you. If you are reading this article out of boredom or curiosity, rather than out of a desire to learn how to do this work, this quote alone should have convicted you to do something to spread our publications containing truth.
All right, ready to get started?
QUESTION: Ladies, if you were going to bake an apple pie, would you consider a pie plate helpful? Gentlemen, if you were going to change the car oil, would you find an oil pan handy? Of course you would! Now, which would be more important: having a pie plate or an oil pan, or the fact that you can eat, breathe, sleep, and have a heart that beats, and a brain that works?
You’ve got my point. There are some things in life you just can’t do without: like eating, breathing, sleeping, a beating heart, and a working brain. Some things are so important to success that not doing them can far outweigh the impact of a lot of other things done well. Seventy-five percent of your canvassing potential hangs on your mastery of these next 5 things that I will share with you. In other words, everything I share with you will be important, but you would be better off to master these and forget the 50 other things I teach you, than to remember the 50 other things I teach you and forget 2 of these 5. You’ve got the point. ϑ When I said 5 MOST IMPORTANT things, I wasn’t kidding—Christians are to let their words be “yea yea, and nay nay.”
Lest there be any lack of clarity, “Know Your Canvass” means “memorize the canvass word-for-word.” The canvass is a set form of words that you memorize and say for the introduction, a brief explanation of each book, and the close of the sale, and so on. The canvass is based on about 18 years of canvassing experience, and brings out the key points that will catch the interest of your audience the most.
Why is it so important to memorize the canvass, and word-for-word at that?
Active listening – to what the person is saying and not saying.
Observation – of their body language, physical surroundings, and the like.
Constant prayer – God has never asked you to do this alone!
A quality canvass – that will personally apply to the life of the customer.
All said, the #1 killer to your canvass is DEAD AIR SPACE! This is best described as that time when no one is saying anything and there is an uncomfortable silence. It is a very uncomfortable experience, even if the silence is only two seconds. It gives the devil a chance to work and whisper (or scream!) into the ear of your customer all the reasons why NOT to buy your books. Throughout the canvass they hear the excuses and need the continual reminder of the benefits, which your canvass contains. You will definitely experience a major amount of dead-air-space if you do not know your canvass.
The human mind is too worn down by 6,000 years of sin to listen well, observe well, pray well, and create a quality canvass well simultaneously. If you don’t know your canvass, one or more of these have to go, and the lack of any of these is fatal to your success. You need a subconscious canvass.
The canvass is built to get rid of questions and answer objections before they come. Not knowing the canvass raises objections. Objections cause more trouble once they are spoken. Know your canvass!
The canvass contains powerful thoughts created by words. It covers all the main necessary points in a way that will impact your listener, but just one change in the wording can totally change its meaning. If you ALMOST know your canvass there are many powerful little things you will say that can totally undo what you are trying to accomplish.
The canvass gives you credibility. When you can speak smoothly and without hesitation because you know your canvass, while still fluctuating your voice so it’s real and you don’t sound like a robot—you will sound really confident. That is what causes people to believe in what you have—because you sound like you believe in it yourself. You will often hear, “You have an answer for everything!”
Your canvass is a tool in your hand – only when you know it so well that you can be saying it well while listening, observing, and sending up a silent prayer.
In another article we will talk about diversions from your canvass for the purpose of making friends. Be open to the Holy Spirit, and while you use your canvass word-for-word, the Holy Spirit will give you questions to ask and comments to make in addition to the canvass you know so well. E-mail me at kylajayne@yahoo.com for a copy of the canvass.
Say you were walking down the last aisle of the grocery store, picking up that last item off your shopping list, and a total stranger coming by reaches into your cart, takes the box of raisins and joyfully exclaims, “Here are the raisins I have been looking for!” How would you feel? Maybe, “What is he doing? Those are my raisins!” But are they yours? Did you pay for them? No. Then why do you think they are yours and not his? Because they were in your possession.
When you put the book into the hands of the customers, they get a partial sense of ownership. Unless they have this sense they will not feel that they are seriously interested, listen well to your canvass, ask questions, or buy! So, as you finish your introduction and begin to talk about the book, get the book in the hand!
How?
Invade personal space. What I am not telling you to do is to forcefully push the book into someone’s hands by hitting them in the stomach with the book. Don’t do that! Once something comes within a few inches of your body, the natural response is to put out your hands to take it. Experiment on one of your friends without telling them what you are doing. It works! Still respect people’s space –put the book in their space, but not yourself!
Hand it confidently! Hand the book with purpose, without hesitation, and while standing within a reasonable distance from them. If you are standing so far away from the person that you have to stretch to hand them the book you will appear hesitant and uncertain. While you hand them the book confidently, be sure to do it gently so you don’t scare them!
No window shopping! Hand the book on an angle—usually with the spine facing up. If you hand it to them with the cover facing them, there is less of a need for them to take it. They can see what it is without touching it.
Getting the book can be more than a simple accomplishment when there are such things as closed screen doors, dirty or full hands, and so on. Here’s what to do.
Through a screen door. When it is slightly open, slip it through the crack. When it is completely closed, put it (on an angle!) where the hand should be—to the doorknob or handle, and glance at it like they are going to take it. If they still do not get the point say, “Go ahead and take a look.” You might add, with a smile, “…I promise it won’t bite.”
Dirty or full hands. Use the power of permission. “I can give you a minute if you would like to clean/empty your hands.” If that is not possible at the time, find the nearest flat surface to use as a substitute—such as the hood of a car, a table, the arm of their chair, or other surfaces. If you cannot get the book in their hand, at least you want it out of yours. If you are speaking with a mother with a baby in her arms, don’t assume she can’t hold the baby and look at the books at the same time! Hand the book to her spare finger and turn the pages for her. Do not be the one to mention that the customer’s hands are dirty or full. They will notice in good time and realize they need to do something about it and it will be at their initiative. If all else fails, take a chance—most dirt washes off.
LEAVE the book in the hand. Once it is in their possession, DON’T TAKE IT BACK! Don’t even support the book with your hands, unless it is totally necessary—it removes the feeling of ownership and the desire to buy.
Use your canvass word-for-word.
If they hand the book back there are a couple things you can do. First, you can ignore the fact that they are trying to hand it to you unless it becomes really obvious. Second, take it back, open up to a new page, hand it back to them and show them something you haven’t mentioned yet. Third, just show them a different book. Fourth, remember the power of permission? Tell them “you can go ahead and hold on to that for now.” Some people think that you want the book back.
If you can’t get or keep the books in the hand because they WON’T take them, treat it as if they are not interested. Still give them a chance, but be quick and do not waste your time. It might be simpler (if you are a considerable way through the canvass already) to ask if they are not interested since taking the book is the First step in acceptance.
If you can’t get or keep the book in their hand because they CAN’T, canvass the book in your own hands, be sure to flip pages, make it brief, and close quickly. If they are really interested they will eventually find a means of emptying their hands.
Finally, NEVER close without the books in the hand if they are just refusing to take them. Some people think you are taking orders or want the book back. Use lines like “go ahead and take a look” and “we leave the books with you today (so there is no hassle of ordering).”
It recommends the truth. It says, “You would want this if you only knew!” Christians are the happiest people in the world—a very cold and stoic person is not a Christian. People are miserable enough and don’t need more misery!
It’s attractive and the most contagious thing in the world. Since it is contagious, you will notice that when you smile, a lot of people will smile back at you. If you are meeting a lot of miserable people, check your countenance!
It’s a trust factor. Most of our non-verbal communication is through our face. There are “microexpressions” which are miniscule movements of facial muscles. Wikipedia defines microexpression as a “brief facial expression that lasts less than a quarter of a second. They often occur involuntarily, and can reveal emotions not deliberately expressed.” There is a fascinating test at http://www.cio.com/article/facial-expressions-test. Trained persons focus on these expressions to determine honesty. These expressions happen so quickly we don’t consciously perceive them—in fact, they are what we perceive as “gut reactions.” You have probably said something like, “That guy is creepy,” “I don’t know … but I wouldn’t trust him,” and “I really like that guy.” Our judgment is based on these non-verbal cues. Your character and disposition are determined by your facial expression. People don’t listen to details, but they see them. Smile!
It creates your attitude and disposition. Attitude is everything! Cultivate a positive attitude—one that always looks on the bright side. If you think about it, it’s just a choice. And … it is really attractive.
It sells books. Without a smile, no matter how well you know your canvass, or get the book in the other person’s hand, you will not sell any books. Your high-sales days are the ones you smile the most. Smile to balance your days—nothing brings such a positive change to your day like your own smile.
Just make sure that is a real smile—the kind that comes from the inside and includes your whole face. A forced smile is better than none, but ask God to give you the joy of the Lord which is your strength.
Don’t concentrate so hard you lose your smile! Another reason to know your canvass! A forced smile fades as you speak—and fades to whatever you are feeling. What is your neutral expression—the one you have when you aren’t concentrating on it? Smile between doors. Choose to be happy, and you will make those around you happy as well.
When should you smile? Always! Even when you are standing at the door waiting for them to open, they might be looking at you through the peephole. It looks very fake when the miserable-looking person they saw when they were looking out their window as you walked by or when they were looking through their peephole, all of a sudden shines for a few seconds when the door opens. Between doors, sing and pray.
When should you smile? Always!
Did I say always? Well, your face is a tool—don’t smile at the wrong times. Be serious when necessary. For example, when they are telling of a sad experience, or you are relating The Great Controversy canvass, you don’t need to be beaming from ear to ear when you ask “Why would a God of love allow so much sin and suffering?”
What is the first verse that comes to mind when you think about prayer? Maybe 1 Thessalonians 5:17, “Pray without ceasing.” Ephesians 6:12 says, “For we wrestle not against flesh and blood, but against principalities, against powers, against the rulers of the darkness of this world, against spiritual wickedness in high places.” We’re in a spiritual warfare. God never asks you to go to doors alone—He promises to be with you, and when you constantly uplift your thoughts to Him in prayer, His power will be manifest. Testimonies, vol. 6, p. 319, says:
“Humble, fervent prayer would do more in behalf of the circulation of our books than all the expensive embellishments in the world.”
What kind of prayer? It’s a prayer full of faith—a kind of prayer Abraham prayed. Speaking of him, Romans 4:20 says, “He staggered not at the promise of God through unbelief; but was strong in faith, giving glory to God.” This is a prayer that stands on God’s promises—that thanks and praises God even before the blessings are visible! It causes us to “talk and act as if your faith was invincible” (Christ’s Object Lessons, p. 147).
What can you pray for when you are working door-to-door? Here are just a few:
Quick Rejections. From the people who aren’t interested so you can get to the next doors quickly where people are interested. More doors, more people, more sales, more souls. So don’t be discouraged when those quick rejections come!
The right person to come to the door. Not everyone in the house may be equally open—there are many types of people even in the same household.
Generous donations. It is God’s will that you have the money you need to cover your expenses. Also, people are blessed by giving. The more they give the more likely they are to read the books.
God to speak through you. That you can say just the right thing at just the right time to reach their hearts.
To know what books to show. You don’t show the same books to everyone. Everyone has different needs.
Divine appointments. This is when God brings people to you, allows someone to be homesick, have a car break-down, or walk by just at the right time so you can meet and bring them the gospel! So don’t neglect the mailman walking by.
God to bring the people home. That you can canvass them!
Our daily prayer. From The Ministry of Healing, p. 474:
“Our daily prayer should be, ‘Lord, help me to do my best. Teach me how to do better work. Give me energy and cheerfulness. Help me to bring into my service the loving ministry of the Saviour.’ ”
Pray with people. Before you leave homes ask, “Would you like me to say a quick prayer with you before I leave?” If the response is positive, ask, “Is there anything in specific you would like me to pray for?” This is often the point where hearts melt, tears flow, and real ministry happens. When you leave, some people will wonder if you were an angel—and never know!
Running or walking fast between doors has many benefits:
Increases your circulation. With more oxygen to your brain your memory and general mental faculties will be clearer and quicker.
Helps your attitude. It increases your “feel good” endorphins.
Gets you to more doors. More doors, more people, more sales, more souls!
God’s secret for success. It is “human effort + divine power = success.” The divine power is waiting for your fullest effort!
The 5 most important things are indeed important—vital to your success as a colporteur. So know your canvass, get the book in the hand, smile, pray, and walk fast!
Just remember something. Christ’s Object Lessons, p. 146, says:
“It is not the capabilities you now possess or ever will have that will give you success. It is that which the Lord can do for you. We need to have far less confidence in what man can do and far more confidence in what God can do for every believing soul. He longs to have you reach after Him by faith. He longs to have you expect great things from Him. He longs to give you understanding in temporal as well as in spiritual matters. He can sharpen the intellect. He can give tact and skill. Put your talents into the work, ask God for wisdom, and it will be given you.”