How to handle and develop your own business; tested plans and methods that build success in business and profession, ways to make new profits, how to cut down the load of profitless detail work

This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1918 Excerpt: ...pull better results. One insurance man who has been more than usually successful in getting results from postage, tells how he does it in these words: "Well-written letters are a most effective means for the cultivation of prospects. I usually begin by sending a brief letter enclosing my folder, request a reply, and await the result for 10 days. If none follows, I continue with a carefully arranged follow-up, consisting of other printed matter, letters, cards, testimonials, and the like. Although it is more expensive, I always prefer to send as few pieces as possible under a single cover. Often the most effective envelop contains but a one-page letter into which are worked extracts from two or three strong testimonials. If more testimonials or other important information accompany the letter, they are printed on the back of the letter sheet. Some firms use a narrow column at the left of the letter page for testimonials. I had one lot of letters printed in this way, but the effect seemed too crowded and the type divided attention with the letter. I prefer, therefore, to omit testimonials entirely from the letter sheet, or print them on the back. "The advantage of single-sheet enclosures is apparent when soliciting business men. A single sheet in a sealed envelop will be read by a busy man, when an unsealed letter, or one bulging with printed matter, will pass into the waste basket or over to a more convenient time. I make it a rule when soliciting business men (and that means all men who occupy positions of trust in any sort of commercial or educational institution) to condense both in words and sheets of enclosure. I prefer a straight-to-the-point letter stating what I can do for them in a single line of insurance. I decide upon the type of insura...