davidaulloa/AmericanStories huggingface dataset:
The Elk Mountain pilot., 1909-06-17
By SherWin Cody

selling letters, there are plenty OF
others who will.
The logical steps of creating sale
through a letter are as follows:
First, fan up the slight or smoldering
natural longing in the customers
mind. Unless there is want to be
filed. no business can succeed. But in
its natural state the want is too feeble,
too vague. The sales letter must fan
it up and make 1t a keen and conscious
desire. a void in the mind that has got
to be filed. The place to start is with
the natural want of the customer. Not
with what you have to sell.
Second, show Just how the thing you
have fits into the natural vacancy, fills
the spontaneous and universal want.
The first appeal is to the common
sense and interested judgment of the
customer Unless he can see clearly
just why this article would be a good
thing for him individually. no further
sales effort will avail anything.
Third, offer some outside proof that
your claims are justified. You may
think your article a good thing. but
you are a prejudiced party. Has this
article actually served anybody else,
any real purchaser. and just what has
it done? Bring out a few facts such
as would make an impression on a
jury in a court of law. Don't expect
people to take your mere word. Pro-
duce facts. evidence, as a trained ad-
vocate would do.
Fourth, indicate with great clearness
and precision just what you want the
prospective customer TO do II your let
ter succeeds in interesting him. 1t is
mistake to assume he can guess
what you want. Tell him exactly. pre-
cisely. point for point. and don't expect
him to do very much-perhaps sign an
order blank all ready prepared. or mail
a postal card asking for a catalogue
and so informing you he is really open
for business.
The Elk Mountain pilot., 1909-06-17
CannihaliSm In Africa.

A grisly story-of cannibalism comes
from German East Africa. A magician
named Malukansi, his wife and two
adult sons had accustomed them
selves to the taste of human flesh. but
naturally had some difficulty in obtain
ing it. They managed. however, grad.
ualiy to draw into association with
themselves eight women, whom Ma
lukansi promised to teach his magic
arts on condition that they should sup
ply human bodies for the Qualification
Of his hideous appetite. Thus secret
cannibalistic society of 12 persons
was formed. According to the evil
dence given at the trial the victim
consumed at their loathsome repasts
were in all cases relatives, and fire.
quently children. of the eight women
whom Malukansi had got into his
tolls. Every woman of the band used
to take part in these OF les, even
though 1t was her own chill that was
being eaten. All ~ admitted to hav-
ing INDUCED in cannibalism. and some
of the women expressed their prefer
ence for the flesh of children. which
they said was beautifully tender"
Ten of these orgies were condemned
to death. and have since been exc
cuted.
The Elk Mountain pilot., 1909-06-17
THE BRUTAL pUNNINe LETTER.

Now and then n debtor is found who
is SO thick-skinned that nothing
seems to make any impression on him
but club. Unfortunately. most col
lection agencies look on all debtors
turned over to them as being such.
and make their collections by means
of club. The club often gets the
money, but 1t kills the customer at the
same time. That is why merchants
are SO slow about turning their collec-
tions over to agencies; they feel sure
they cannot hope TO do any more busi-
ness with the customers when the
agency gets done with him.
But now and then we all run across
deadbeats. When we find that out we
do not want to do any more business
with them. and do not care how we
get the money. so that we really col
lect 1t.
The usual style of brutal dunning
letter consists in threats OF lawsuits.
with its piled up costs, and the use
OF the words dishonesty" deadbeat,"
rogue" etc.
II should be borne in mind that 1t is
not legal to make any disagreeable
threat in regard to a debt in writing
on a postal card. In fact. anything
that might injure the standing OF a
person in the community, even in the
slightest degree, cannot be sent openly
on postal card.
Threats of boycotting or blacklisting
are also illegal.
Offensive or abusive letters are not
permitted to go through the mail, even
when sealed.
1t is not permissible to talk freely
about lawyers, agents. and suits at
law. and to picture the heavy expense
of such proceedings. You can make
a man feel the sting Of the words
"deadbeat," dishonest" etc. by say
ing you would not think OF placing the
person you write to In the list OF such
persons. or saying you know he Is not
that. The suggestion is enough, and
usually more effective than really call
ing names Sarcasm usually cuts
deeper than abuse on all occasions.
|, Obviously the brutal dunning letter
cannot be written In high temper. II
II is to be legal, and 1t ought not TO
be used at all except In collecting
money from a notorious deadbeat
whose trade cannot possibly be worth
anything to you at any time In the fu.
ture. 1t sometimes happens that these
thick-skinned people will pass over Of
fensive words and go on trading with
you. but It seems a lowering OF self
respect to indulge In such letters. and
/ have found that the mildly Irritating
letters will prove as effective II re-
peeted often enough.
The Elk Mountain pilot., 1909-06-17
THE LOGICAL CONSTRUCTION OF
A SALES LETTER..

Salesmanship in letters is not a mat
ter of heaven-born genius. Some will
be more successful than others, but
everyone who writes letters can and
should learn the points of salesman
ship in letters, so that every letter
written will have some selling quality
in it, little II not much. We're is the
opportunity for the girl stenographer
to get better salary, or the sub-assist-
ant bookkeeper to jump from $40 to
3i5 week. One prominent business
Ian has said, "All my clerks, stenog-
raphers and statesmen would be worth
i5 per cent. more to me II they would
learn to write good letter, and l
would raise their salaries according
ly." II your employer won't raise your
salary when you learn to write real
The Elk Mountain pilot., 1909-06-17
THE IMPORTANCE OF ENERGY IN
LETTER WRITING.

To the cool. unprejudiced onlooker.
all advertising that is really good may
seem horribly exaggerated. You ask.
what is the use in getting SO excited
about the matter?
There is a great deal OF use. The
ordinary man is too busy. too tired.
or too Indifferent to pay much atten-
ton to what you have to offer. II may
interest him. but he can't get up
enough interest to buy 1t. He doesn't
feel quite like It. The good adver.
tising writer must work up his en-
thusiasm and excitement SO that HE
WILL FEEL LIKE GIVING HIS Or
DER. The inertia must be overcome.
the natural inclination to be lazy and
let n good thing slip must be counter
acted. and the reader must be excited
to the pitch where he will not only as
sent to your arguments with his rea-
son. but actually do what you want
done.
The one way OF making man feel
like ordering is to throw contagious en-
ergy into your style.
For example. suppose you are trying
to sell a fire extinguisher for home
use--a tube OF dry powder to hang on
the wall Mt various convenient places.
You feel the energetic movement Of
words in the following:
Answer this question: In case of
fire. would your insurance really make
good your loss?
You are always the loser by fire.
however well you are insured, for in
surance does not cover injury to your
business, nor all the discomfort and
Inconvenience that go even with the
smallest fire.
And then think OF the horror o.
having your wife or daughter or
child. or even your servant. burnt to
death by reason of dresses catching
fire,
You can prevent these little acci-
dents VERY EASILY, and at small
| cost.
Blanks fire tube contains n perfect
ly harmless powder. II is just large
enough to fill the hand. and hangs on
the wall in kitchen. store. or factory.
The ring by which 1t hangs is at
tached to friction cap. All you have
to do is to catch hold of the fire tube
and give 1t jerk from the hook.
That this device is really practi
cal you may judge from the fact that
tubes of this kind are required in
every theater. in every factory, in
avery crowded department store.
That is the law. Read just a few Of
the stories of how these fire tubes
have saved thousands of dollars worth
of property and scores of lives"
Copyright. 1909 by Joseph b. Bowles.)
The Elk Mountain pilot., 1909-06-17
A GOOD SYSTEM OF COLLECTION
LETTERS.

The salesman is as free in talking
about terms as the policy of the house
will allow, or else he says as little
about payments as he can. in order to
keep attention on the desirability Of
what he has to sell.
But as soon as the sale is completed.
the order should be acknowledged
from the office in a polite letter. which
affords an excellent opportunity to
make quite clear how and when pay
ment is expected. If the customer
knows at the start what is expected of
him, it will be far easier to get money
from him later than IL any doubt or
confusion exists in his mind.
When payment is due the customer
should be notified promptly. Most peo-
pie do not pay until asked. In some
cases 1t may be sufficient to send a
simple statement. Some firms have
on the statement form Of notifica-
tion that draft will be made II pay
ment is not made on or before . set
The Elk Mountain pilot., 1909-06-17
sACEsMANsHiP AND cOLLEc-
TiONs.

Usually the man who looks after
collections thinks he has nothing to
do with salesmanship: he doesn't try
to know anything about It. and merely
sets his heart on n low record of loss
OF accounts placed in his hands.
In the first place. II the margin OF
profit is large. very free credit can be
given. 1t is better to lose few ac-
counts OF those who fail to pay. n
the amounts are small, rather than
lose n much larger volume of business
through applying strict credit rule.
A few years ago when the bicycle
craze was at its height, the largest bi.
cycle tire concern in New York had n
credit man who would not give any
dealer credit unless he was rated by
the mercantile agencies, or could offer
unqualified references. A change was
made and the new credit man gave
very free credit to all the small re-
pair shops over the country. which
had sprung up in night. and ap-
peared honest in intent, but had no
rating. and though the percentage OF
lost credits rose considerably the net
profits are said to have increase
from $3.O0O.OOO to 100000 year. A
liberal credit man had more than
doubled the profits.
II accounts are large and the mar
gin of profit small. one or two losses
will eat up the profits on many sales.
and more care must be exercised on
the credit and collection end of the
business.
We will suppose. however. that a
small storekeeper is slow pay, but
never has a large account. and buys
steadily. If he can be kept in good
humor so that his Indebtedness makes
him feel he must buy everything from
you. 1t is far better to take the risk of
losing a small amount when at last he
goes under. than to press him so hard
that he begins to place his cash busi-
ness elsewhere. in which case you
lose the small sum he owes you. and
his business for a year or SO as well.
Clever salesmanship would turn the in
debtedness into a means of clinching
a really large total volume of business.
The Elk Mountain pilot., 1909-06-17
Ignorance Aids Appetite.

Merrill E. Gates, secretary Of the
board of Indian commissioners. was
describing the splendid work that his
board is doing to wipe out the tuber-
culosis scourge which at one time
threatened to make the American In
dian extinct.
But the Indian" said Mr.. Gates,
needs to be educated in sanitation.
He is shockingly ignorant there. In
fact, he is as ignorant as an old farm
or l used to know in Warsaw.
"A friend dropped in on this old
farmer as he was frying bit of bacon.
"'Grand bacon. that said the friend.
sniffing affably.
"'Grand bacon, Well. guess 1t ID
grand bacon said the old man. turn
ing the slices in the pan. And it's
none o. yer murdered stun. neither,
That pig died natural death
Washington Post
The Elk Mountain pilot., 1909-06-17

pound. After taking one ana on9,
half bottles of the Compound. j.! am All
right again, and recommend 1t TO
every suffering woman" Mrs. MAY
DEAL, Winchester. Ind.
Hundreds of such letters from girls
and mothers expressing their gratitude
for what Lydia f. Pinkham's Vege-
table Compound has accomplished foT
them have been received by The Lydla
Z. Pinkham Medicine Company. Lynn.
Mass.
Girls who are troubled with painful
or irregular periods, backache. head
ache, dragging-down sensations, faint
ing spells or Indigestion, should take
immediate action to ward OF the seri-
GUS consequences and be restored to
health by Lydia f. Pinkham's Vege-
table Compound. Thousands have been
restored to health by its use.
If you would like special advice
about your case write . confiden:
tial letter to Mrs. Pinkham. ae
Lynn, Mass. Her advice u free,
and always helpful.
The Elk Mountain pilot., 1909-06-17
The Right Way to Write Letters
uthor of the Cody System Write

date. Others send another statement
in slightly different form If check is
not received within a few days after
the date that has been fixed. This may
be on the goth Of the month. If pay
ment is expected on the 10th or 18th
The habit of sending friendly let.
ters, half soliciting and half collection.
is another good method. One OF these
three methods should be used to make
sure that the matter is not overlooked
at the time when 1t should be attended
to. Letting things drift is the vice Of
the credit man.
When the proper time for payment
has gone by. a brief. polite letter of
reminder and inquiry should be sSlt.
The ideal letter is one full of good ma
ture and friendly interest. and there is
often much value in making this letter
also one soliciting sales, telling of
some new goods just received. or new
prices that are made. and the like.
Uniting salesmanship with collection
demands undoubtedly is the right way
to hold customers while getting the
money.
Success in getting money from very
slow payers lies in slight but fire.
quent irritation-short letters refer
~ing to courtesy. honor. honesty, good
name. fairness. personal favor. Then.
when money is secured. warm, per
sonal letter of thanks and appreciation
should be sent to smooth down the ir-
ritated feelings
The Elk Mountain pilot., 1909-06-17
People Talk About Good Things

Fourteen years ago few people knew Of
such a preparation as a Powder for the
Feet To-day after the genuine merits of
Aliens FoosEase have been told year after
year by grateful persons, it is indispens-
able to millions. II is cleanly, whole
some, healing and antiseptic and gives
rest and comfort to tired aching feet.
1t cures while you walk. Over 10000
testimonials. limitations pay the dealer
n larger profit otherwise you would never
be offered a substitute for Aliens Foot
Ease, the original foot powder. Ask for
Aliens Foot-Ease, and see that you get it.
The Elk Mountain pilot., 1909-06-17
The Selfish Invalid.

Senator Dixon. discussing a certain
tariff proposition, said:
1T is selfishness. pure selfishness.
II reminds me of George Cartwright
Of Missoula.
George Cartwright took sick and
spent week abed. He carried on
dreadfully with his groans and COM
plants. His wife said to him one
night:
We'll. George. I'd rather have the
whole family sick than you.'
Huh, SO would L. George an
swered."
The Elk Mountain pilot., 1909-06-17

Marion St. Manchester. Ia.' says:
Constant work at q sewing machine
seemed to bring on kidney trouble. The
kidney action was irregular and the
pains in my back and loins so severe
I could hardly endure 1t. Doan's Kid
ney Pills made me feel better in .
short time. and took them until en-
urely free from my trouble"
Sold by all dealers. so cents box.
Foster-Milburn Co.. Buffalo, N. Y.
The Elk Mountain pilot., 1909-06-17

II fond lovers were to talk their
eweet nothings into phonograph.
how It would shock them to hear the
reproduction ground out a few years
hence!
The Elk Mountain pilot., 1909-06-17
Not Hard to please.

woman may be uncertain and coy
remarked the boarding house philoso-
pher, but she isn't hard to please
That's where the poet is wrong"
What new light have you had on
that subject, Mr.. McGinnis?" asked the
lAndlady.
She'll put up with almost any kind
Of stick for Q husband and wear any
old thing on her head for . hat"
The Elk Mountain pilot., 1909-06-17

Division Of Musical Labor.
Knicker-Is yours . musical fam
ily?
Bocker-The cook sings about her
work. and my daughter works about
her sing.
The Elk Mountain pilot., 1909-06-17

day. Nine times out
of, ten. backachs
tells of kidney weak.
ness. The only way
to find relief is to
cure the kidneys.
Doan's Kidney Pills
have given sound
strong backs to
thousands of men
and women. Mrs.
Wesley Clemens, 81
The Elk Mountain pilot., 1909-06-17
The Brloht Side.

Does Mr.. Stormington Barnes Try
10 look on the bright side Of thingsr'
asked one actor.
Il should say So" answered the
other. Hes never content unless he
IL staring the spotlight right in the
SAce.".-Washington Star.
The Elk Mountain pilot., 1909-06-17

Over fifty year. of public confidence
and popularity. That is the record o
Hnmlins Wizard Oil. the worlds stand
ard remedy for aches ana pains. There
. reason and only onc-MERIT.
The Elk Mountain pilot., 1909-06-17

me regular, anu
thatI would event
ually have dropsy.
i would bloat, and
sufferfrombearing-
down pains, cramps
and chills, and I
could not sleep
nights. My mother
wrote to Mrs. Pink
ham for advice, and
I began to take
LydiaE. .Fnkham's
Vegetable Com
The Elk Mountain pilot., 1909-06-17
ounburnt EyelIds.

Who does not know the misery Of sun.
burnt eyelids-that crinkly and burning
condition of the skiii, Isn't it worth .
great deal to know that DR.. Mitchell's
Eye Salve applied to them upon retiring
will effect = complete cure before morning.
On sale everywhere. Price 25 cents or BY
mail, Hall l. Ruckel. New York City.
The Elk Mountain pilot., 1909-06-17
A Man?

He began again:
Gould You marry a man who was a
cigarette flend?"
She looked him over before reply
ing. Are there any?" she murmured.
He's still trying to figure out what
she meant
The Elk Mountain pilot., 1909-06-17

He who is false to duty breaks
thread in the loom. and will find the
naw when he may have forgotten the
cause-H. w. Beecher.
The Elk Mountain pilot., 1909-06-17
For ANY Disease or injury to

the eye. use PETTI1'S EYE SALNE, al
solutely harmless, acts quickly. 25c. \
druggists or Howard Bros, Buffalo, n.
The Elk Mountain pilot., 1909-06-17
PITY FOR THE TolLER.

Il hear. Limpy. dat de price Of livin'
has increased"
Yep. Gee, It must be tough to
have to work for wot feller eats"
The Elk Mountain pilot., 1909-06-17

Mrs. winslow's Soothing Syrup.
For children teething, softens the gums reduces In
Damn alton. a.ys pst .ca.ss wind colo. 2,e bottle
The Elk Mountain pilot., 1909-06-17
MOTHERS
WHO HAVE
DAUGHTERS
Find Help in Lydia E. Pink.
hams Vegetable Compound

Winchester, Ind. -Four doctors
told me that they could never mako
The Elk Mountain pilot., 1909-06-17

Red. Weak. Weary, watery Eyes
Relieved by Murine Eye Remedy. Com
pounded by Experienced Physicians. Mu-
rinc Doesn't Smart: Soothes Eye Pain.
Write Murine Eve Remedy Co, Chicago.
for illustrated Eye Book. At Druggists.
The Elk Mountain pilot., 1909-06-17
Ruling Passlor

Ruling Passion.
Hes half crazy about music"
Sure is. Even calls his price INST
Q scale OF prices"
The Elk Mountain pilot., 1909-06-17
Not Exclusive,

was It an exclusive party?"
Not at all. Some OF her relatives
were there
The Elk Mountain pilot., 1909-06-17

II you would criticise your boss ge
fully a mile away from everybody
then whisper to yourself.
The Elk Mountain pilot., 1909-06-17
BuRpENs LIFTED
From Bent Backs.

A bad back Is a heavy handicap 70
those of US who have to work every
The Elk Mountain pilot., 1909-06-17

Occasionally q dressmaker gives
her husband Ats.
The Elk Mountain pilot., 1909-06-17
On Natural Lines.

How does Miss Hilda get along
with her French conversation
classes?'
''She is making them pronounced
success" ."-Baltimore American.
The Elk Mountain pilot., 1909-06-17
lmnot,ani to ANo,heee,

0mp0Vtont TO Woth0ro.
Examine carefully every bottle OF
CASTORIA . safe and sure remedy for
Infants and children. and sec that II
Deseret evening news. [volume] (Great Salt Lake City [Utah]) 1867-1920, 1909-10-28

wet cows from the Panhandle 800 10
$50. veal calves $50 10 $50 some kiling
steers from Higglngs today AZ f.1A
stockers from farther down the Pan
handle AZ $50 20 AS. Colorado is ship
ping freely now, a big string OF vest
crn slope steers here today az 40,
Weighing i.01T pounds. feeders az $40
today. beef steers from the mountain
country ut 500. cows aS0 and 4OO, some
steers from eastern Colorado today At
i.a5 and $50. Weighing between 1000
and 100 pounds Country buyers are
active. and they find there Is Dig
crop Of corn to be gotten rid or ana
nearly 1000 car loads Of stockers ana
feeders were bought here last week
and taken TO the country
Sheep ana lambs have had "a weaker
tendency since the middle of last week,
and the market Is weak TO 10 lower
today The run Is fairly good, about
normal for October 1900 here today,
top lambs 500, bulk OF the lambs az
$50 TO 6.S5, yearlinss worth SIS, weth-
ers up 20 40. different lots OF Utah
ewes today az 800 and 400 with 42o
about the limit on range ewes. Coun-
try demand IS good and feeding lambs
find a good outlet at $50 60 SIS. breed
Ing ewes 450 to 5.2h. a good string az
the latter high figure last week. Total
receipts here for October will fall a
little below receipts same month last
year, and dealers do not expect much
change In the market soon.
Deseret evening news. [volume] (Great Salt Lake City [Utah]) 1867-1920, 1909-10-28
PASSING OF AJAX NINE.
Tntlc Property VIII soon be Absorbed
by Gold Chain.

After having produced close 10
81 600, 900 ia dividends for its stock
holders, the Ajax Mining company In
the Tintic district is shortly 10 be no
more This property which in its day
was one OF the steady members OF the
Tintic district, is TO shortly be con-
solidated with the Golden Chain Min
ing company which joins IL.
Stockholders of the company are re-
cciving notices of a meeting TO be held
on Nov 20. az 3 O'Clock In the after
noon az the cOmpany's offices. At tho
meeting the Stockholders will pass upon
the ACCESSIBILITY OF selling and convey
ing an the property OF the Ajax Min
ing company to the Gold Chain Mining
company, upon the transfer and deliv-
cry by the latter OF share for share on
All the outstanding stock OF Ajax. The
meeting Is TO also authorize the board
OF directors 10 execute a deed for all
the real and personal property Of the
company. In case the transfer Is not
authorized Il Is understood that a prop
osition viii be made for a cash sale
Of the company's property 10 the Gold
Chain. The consideration will be fixed
at the meeting.
The control Of the Ajax Mining COM
pany recently passed into the hands OF
r. &. Loose Of Provo who also con
trolls the Gold Chain property. lie in
tends TO consolidate the two properties
and work the Gold Chain through the
Ajax shaft