The Anaconda standard. [volume] (Anaconda, Mont.) 1889-1970, 1899-03-03

DOCKS. lie sells sets generally, and they
range in price from so to several hun
dred dollars. He
rs it always he? How about she?"
She generally handles cheaper
books. Why? We'll. IL woman of the
refinement and intelligence required in
a solicitor for an expensive work hates
TO do the work. So does man of that
stamp, too. 1t isn't always pleasant"
grimly. Still, if man has education,
refinement, good clHhes, nerve, tact.
judgment. is quick reader of charac
| ter, has finesse, dignity, presence of
mind and a few other desirable quail
ties he may get along successfully.
| 1 think there is growing tendency
to appeal to men rather than to women
| for orders for books. Maybe that is true
only of expensive books 1t isn't every
woman who can subscribe for such
books even If she wants to. So the So
licitor tackles the men. Right there,
| however" with reflective smile, was
| where l was different from the run of
| agents. l suppose honestly, that l was
the most successful man in the business
| when 1T came to dealing with women.
How did go to work? Well, in the
first place | always wore good clothes.
That is a vital necessity. Next, when
ever 1t was possible. | found out some
thing about the woman in whom I
hoped to find customer. l remember
| once went to see IA woman who was
living at the ---hutel. You know
what sort of place hat is. Swell, ex-
elusive. the kind NJ place where the
management looks out for the comfort
or its guests and tries to stand between
them and annoyance. II l had gone in
there with prospectus in my hand
I'd never have reached Mrs. Blank. The
prospectus is generally thin. but too
large to slip into the pocket Here's
one, Tor instance, about II by IA inches.
Pretty big, you see; still it is essential
that it be kept out Of sight. Well, had
a strap made which buttoned onto the
right shoulder of my waistcoat, and
again at the lower edge on the same
side. slipped my prospectus under
this strap, buttoned up my coat and
there I was.
ON this occasion. | went in, gave
my card to bellboy and said to take
it up to Mrs. Blank. Don't go to the
desk and ask if Mrs. Blank is in. You
may get stalled at that very point Send
up card; not business card, but a
regulation visiting card. Pretty soon
the boy came down and said that Mrs.
Blank would see me. | went up in the
elevator, rang at the door of her apart
ments and was ushered in by the maid
who said, as maids generally do, that
Mrs. Blank would like to know Mr..
Sellers business. | said I would ex-
plain that to Mrs. Blank herself.
In a few minutes Mrs. Blank came
in; and here let me tell you that the
first two or three minutes after you
are actually face to face with the wo-
man Is the critical time of the whole
interview. Your conduct then will make
or mar your success
This is Mr.. Seller?' said Mrs.
Blank, trying to place me.
Yes, Mrs. Blank Then I plunge
right in. Mrs. Blank, 1 understand
you have a son at Princeton.
Oh, yes!' she brightens up right
away, You see. | have done this thing
so often that ] cant help telling it in
the present tense.
We have heard of your son and
his work at college and have been
thinking about seeing him in regard to
a very important reference work we
are getting out. 1t is the most import
ant work of the kind ever published
and will be practically Indispensable
to the up-to- date student. We thought,
however, that before seeing him it
might be better to consult you about
it.
Don't you see? She is half won over
at the very start by the appeal to her
pride and interest She thinks
it wonderful thing that people have
neard of her boy and wonders just how
they did hear. and
We'll, how did you?" asked the re-
porter.
ooh, we always have the college
lists" saiu Mr.. Seller dryly. I'VE make
1t point to find out the proud parents |
of promising-or unpromising--coleg-
ians."
But suppose the woman hasn't a son
in college?"
We'll, she may have brother or a |
nephew, or grandson. If she hasn't |
anybody in college, why, she has some
body just out; or somebody just mar
ried and furnishing a house; somebody |
who loves books or somebody who ought |
to be encouraged to love books. Oh, |
heavens! there is always some handle |
by which to reach her. That's where |
the cleVerness of the solicitor comes in. |
He must find the handle
But do you never go to the house |
of people you know nothing about?"
oh, yes"
How would you get in?"
We'll, suppose | wanted to go to that
house over there. / don't know who |
lives there 1t simply won't do for me |
to go to the door and ask for the mad |
am or the mistress or the lady of the |
house I'll never get by the servant
at the door. What shall I do? All!
there's a grocery at the corner. I go |
in there and ! say:
II beg your pardon, but can you tell
me the name of the people in No 211? |
I've come up to call and can't find the |
card fumbling in my pockets. I think |
the number was 211, but I can't for the |
life of me remember the name. Do you |
happen to know it? I'll recognize it if l |
hear it.
Say, Charley calling to the delivery
clerk, who lives in two-'leven?'
:" Mrs. Green.
" No. that isn't it, say. 1T must be |
213. l know it was an odd number
" It's Mrs. Brown in two-thirteen,'
says Charley.
" Try again say laughingly. Tn |
sorry to trouble you, but I'll get it pref
ty soon. Who's in 209?'
." Mrs. White says Charley.
That's it, l exclaim and go out |
in the possession of three
Il +1,A hood -.