davidaulloa/AmericanStories huggingface dataset:
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
HOW FAR APART IN TIME SHOULD
LETTERS GO?

The time between follow-up letters
is very important. Lists OF names will
not stand indefinite continuous work
ing They wear out and time must be
allowed to lapse before another letter
will pull properly. When time has
passed, letters will begin to pull
again
At the same time, when first at
tempt is being made, letters should
usually be very close together, so as
to concentrate the blows and try to
get some advantage from the success
sion, and from taking advantage of in
terest while it is aroused. 1t often hap
pens that two or three letters coming
right on top of each other will accom-
plish what no one letter alone would
accomplish, but in that case the let
tiers should be very close together, not
over a week apart, and sometimes
only three or four days apart.
In other cases more time should be
allowed to elapse, month being a
common period, and then three
mon>hs. or even four months. In the
end one letter year may be all that
will pay.
Usually this is about the proper ar
rangement:
A large list made up from Dun or
Bradstreets is taken up to be worked
for inquiries. 4 postal card inquiry
comes back, and the inquiries are fol
lowed up closely with long, hard let
tiers.
The answer to the inquiry will be as
full q letter as can be written. II
should be a long and strong letter
Within a week the inquiry should have
a second letter. and ten days later q
third. perhaps. with fourth month
later. and then follow-up letters at in
tervals of two or three months. Others
REQUIRE six or eight letters one after
the other in quick succession.
AS the inquiries are cleaned VI
through getting some answer they are
checked off. and there will be Ger
tain residuum of names from which il
is impossible TO get anything at all
They are usually dead ones and should
be thrown out altogether.
Those that replied and show they
are alive may be put in special lis
nv themselves and given a specia
follow-up from time TO time indefinite
lv But everything depends on the re
turns.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
HOW TO FOLLOW UP BY LETTER.

The correct principle for arranging
follow-up letters is to consider that
certain letter in a certain vein, from
certain percentage of the entire list,
and make very little or no impression
on the rest of the list
The first follow-up letter should be
made to appeal to another class, and
be arranged from a different point
OF view, but otherwise should cover
the same ground substantially as the
first letter All the important ele
ments of a sales letter should be pres
ent in this follow up
The main thing is to keep all the
elements well in hand in every letter
instead of considering that the GUS
toner will have in mind what you
forgotten it, or he never paid any
attention to it, or it remains so
vague in his mind you do not get your
complete effect unless you restate all
the salient principles.
Yet OF course the follow-up letter
must be really a fresh one. If man
looks it over and says: why. l saw
that before," he is likely to throw it
in the wastebasket without reading it.
If it is fresh he may take interest in
seeing what more you have to say.
but it is more the new manner OF say
ing it than the substance that af-
fects him. Driving the old points
home is not Objectionable to a man
! if the manner is fresh.
When circumstances are such that
the previous letters must be referred
to, this should be done as briefly as
possible and wholly without worrying
the customer or seeming to find fault
with him for not having responded
There should always, if possible, be
some fresh circular matter to go with
each new letter, and when practicable
the stationery and wording on the
letterhead should be changed so as
to make the outer appearance as at
tractive as possible, and as fresh
looking
The essential thought should be the
same. but the dress should be fresh
| The old arguments should be put in
in new form. That is the important
element.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
EOLLOW-UP LETTERS.

There is sort of fetch attached to
the term "follow-up letters by many
persons. who have an impression
there is something magic about them.
Others think you will get orders If
Won keep after people long enough
and hard enough. just as the book
agent gets orders from people who
nav TO get rid of the agent.
Letters cannot be used to worry
ANYBODY into anything. 1t is too easy
70 throw the letter in the wastebas-
ket. The only possible hope is to ex-
cite interest
The idea that you will get an or
der if YOU keep at it long enough is,
therefore. also fallacious. The first
letrer may not close an order. II the
omount involved is large. One letter
win not sell a piano or threshlng
machine. But the first letter is most
,,relv 10 excite interest and get re-
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
The Right Way to Write Letters
By SherWin Cody
author OF the Cody System Pull

small advertisement in a big maya
zine, inquiries by mail, or sales to
large dealers through clever letters set
ting forth the merits of the article.
Those who succeed with these spe-
cialties, and there are many who do
succeed and make small fortunes,
nearly always begin very near at home.
TIE man with the improved pick goes
to every contractor in his immediate
neighborhood and tries to interest him.
If ne can't interest a man he can see
and talk to, he can't interest those far
away, to whom he can only write.
When he has got a LOT of his neighbors
TO using his pick, he finds he is begin
ming to make a little profit out of his
sales. though the article is not known
80 miles away and the big country has
never been touched. But the enthusi-
astic Endorsement of his nearby friends
he puts into neatly printed circular,
and writes a strong, enthusiastic per-
sonal letter to those who are so far
away he can't go to see them. He gets
only three orders from a hundred let
tiers, but that is enough to show a
profit on the first sales, and he knows
that future sales will pay him hand
somely And so the enthusiasm of his
/ first customer grows until it reaches
, far and big interests take him up and
. help him to carry the good news every
where. in return for a liberal share in
the profits.
The druggist first tells his own pat
rOns about his tasteless castor oil
They are so much pleased that be
writes to a number of druggist friends
in other towns, and because they are
his friends they try his discovery. The
merits of the thing create enthusiasm
in each of these points, testimonial
come in of their own accord, and thu
spontaneous enthusiasm of those Wit
are pleased is little by little spread
farther and farther. He doesn't bank
rupt himself by trying to do too much
he feels his way step by step and lette
by letter He tries over and owe
again TO tell his story till he has foun
the best way, and after while tn
volume of orders coming in every da
shows fine profit.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
Door for the Chicken Run.

The small door opening on the
chicken run. and for the use of the
fowls only. may be arranged to open
and close from the front without the
necessity of going inside the house.
To make this possible the door
should be put in so as to slide easily
up and down Through the top of
the door fasten a strong wire, termi-
mating with a weight, the wire run
ming straight up and over small iron
pulley which is fastened in the ceiling
directly over the door The we il
then carried across the ceiling and
down possibly over another pulley.
depending on the height of the cell
ing), coming out through a hole bored
in the front of the building near the
large door Tor wherever is most con-
venientl and where the end is finished
with a wooden button
To open the door pull the wire out.
then down to the full length of the
wire. and slip it under a couple OF
nails farther down on the outside OF
the building. To close it remove the
button from its lower fastening and
allow it to slide back to the place OF
exit. and the weight fastened over the
little door will carry it down to posi-
tiop.-M. E S. Hymers-
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
HOW TO ADVERTISE A SPECIALITY

There are probably very few bust
ness men who do not at some time or
other have some little thing of their
own invention or conception, or some
thing that somebody else has invented
OF conceived. which they would like to
advertise if they knew how.
A certain druggist | know has a
tasteless castor oil. Everybody would
rather castor oil didn't taste so bitter
when it has TO be taken: but how shall
the news be distributed? A farmer has
an improved pick, or an AK handle.
Each and all dream of fortune if they
can get their discovery upon the mar
ket. and usually they look as far away
from home as possible. They think of
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
HOW MANY FOLLOW-UP LETTERS
SHOULD BE SENT.

There is an impression that about
three follow-up letters is right in most
cases. So a series of three is put into
operation and the names dropped
when these are exhausted.
This series of three is arranged to
refer back from the second and third
to the first letter, and l have already
shown the folly Of this. But there is
no magic in the number three.
In some businesses the first letter
cleans up everything that it will pay
to go after. Returns from any follow
up letters must be closely watched,
and if the results do not pay. of course
they should be dropped
AS long as letters can be made to
pay there is no reason why they
should stop at all. | know of one
case where follow-up letters were sent
out at intervals for six years. with a
total of over fifty, and yet each letter
paid its one per cent. TO five per cent
Results were watched. and each letter
was worked on till it was demon
sVated that it would pay When it
was proved to be payer it was sent
out widely In drug business | know
a series of ten letters ito dealerS) is
used, and every one is known to be
payer Many others have been tried
and found to bring no business.
There is absolutely no magic num-
Der of follow-up letters. Unless let
ter shows some results Immediately.
or within thirty days, ii ought to be
looked on as dead one and cut out.
AS long as the letter writer can see a
way of making up letter that ON test
shows orders he should continue his
series.
When one argument is given in one
letter. and then the next letter takes
up some other phase of the matter, it
J is clear that soon all sides of the case
will have been covered. But when
every letter is made. to cover the
whole argument. and effort is directed
toward getting new dress or setting
for the old arguments. it is largely a
matter OF the writer's command of
I language and Illustration. or the devel-
opment OF new points in the progress
of the business.
Every new big or special order
might be the occasion for a new let
ter. Every specially good testimonial,
every improvement in the quality.
every change in the price. and changes
in the special premium offers or dis
counts give new excuses for new ver-
sions of the single perfect sales let
ter.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

ply. If the first letter does not de-
yelop interest, one can safely con-
clude that something is the matter
with the letter and better one must
be found If the first letter does
not DO something, none Of the ordi-
nary follow-up letters are likely to.
1t happens, however, that the first
letter usually gets some favorable re-
suit if the business amounts to any
thing in itself. The case is stated
fully and fairly in that first letter,
spond.
In planning letters to follow up a
good first letter, the first thing that
the average man does is to ask if the
first letter has been received and to
express surprise that nothing has re-
suited
Nothing could be more foolish. AS
| said at the beginning, people can
not be worried into doing business
through nagging letters
phe only fair way is simply to con
clude that the first letter made nc
1 impression, and was thrown away and
Z forgotten. Make the following letter
as complete a soliciting letter as the
first one. Try all over again, restat
/ ing the entire case, sending circular
and the like. The second letter should
attack a customer from a new poini
Of view, that is all. There should be
no direct reference whatever lin mos
cases. to any preceding letter Ii {
catalogue has been sent, inclose {
small circular in the second letter
and offer to send another copy of thu
catalogue if the first one sent is no
on hand. Never worry or imagine
the first letter has been CAREFUL,
laid away. Start fresh each time.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
HOW TO MAKE A LETTER SHORT
YET STRONG.


lhere is wide impression on the
part OF business men that letters must
De very short if they are to be read
instead OF thrown in the wastebasket.
ana as consequence they are often
MADE SO short that the reader does
not know what they are about and
the Important points that should he
impressed on his mind are not made
at al The short letter may be read
more widely, but still il may convince
FEWER IN the end than a long letter
that is read by only a very few but
really conyinces them.
Inc secret Of making letter short
yet strong. lies in selecting repre-
sentative points-one point that will
give the effect Of half dozen. II is
matter OF judgment as to what will
nave most effect. what is really typi-
cal and representative of the case.
The man who knows his business thor
oughly has mass OF facts from
which he must select. He should take
those which are simplest. most direct.
and most closely related to the or
binary habit of thought of the person
who IS TO read the letter or adyer-
tisement
or example, man came into my
Office the other day with baking pow
der which he wished to make com
pete in his own immediate vicinity
with a well-known brand. | asked
MIN ii he had any unique features in
the manufacture which he thought
made his powder better than the
other. He mentioned half a dozen
minor technical points in the manufac
ture, and finally said: "Of course VIC
deliver baking powder fresh every
day, while the other is made 81,
months in advance" We immediate
ly recognized simple point which
every one would see, and which would
be sufficient as far as manufacture
was concerned. More would be accom-
plished by emphasizing this poin
strongly and letting the others go thai
trying to cover all. Stating one typi
cal point and then referring brief,
to scores of others is the right wa,
to produce conviction But the on,
point must be good one. Some
times two, three, or even four point
may be stated. In general, Their
should be one point for each featur'
or phase of the case.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
Unpatented Device That Noted Writer
Suggested Might Be Useful
to Authors.

But, of course, ii happens with
everyone that the brain is sluggish
sometimes. and | have invented q lit
tie spur for such occasions. VIII you
Just help yourself to that square of
cardboard on that chair over there
that's it.
You see. | have two dials set side
by side. On one of them is printed.
in round robin form, a list of sub
jects for paintings: Windmill. old
church, hay meadows, stone steps at
Capri, Alhambra, Coney Island, Notre
Dame, and so forth. On the other
dial is printed a list of weather or
time conditions, like moonlight. sun
rise, haze, snowstorm, windy day. June
clouds, and so forth. You'll notice that
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
HOW ARTIST GETS SUBJECTS

only one subject at time is shown
through the little slit that | have cut
in the paper that covers my dials
Now turn the left-hand dial"
turned it and came on Oxford"
Now spin the other one for the
atmospheric conditions.
This brought me June clouds
You see; Oxford, in June. Very
easy to paint Magdalen gardens I'M
der June clouds-and so it goes. But
seldom have to use my machine,
as my mind is full of places / have
seen"
Wonderful man, If men had never
humored their laziness we would have
had no great inventions, Why could
not authors have a plot dial and 4
character dial? 1t might change the
style of stories now current-Charles
Battel LOOMS. in Success Magazine.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

a narrow piece of board is nailed.
back of which the nest is made
To set the trap simply raise the Stats
inward from the bottom eight or nine
inches high and place small stick
under one of the Stats. AS the hen
enters the door is raised of the stick.
which falls to the floor There sncnld
be about FIVE Stats for a box IL or IA
inches in width, Stats close against
inch strip at bottom
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

THAT prima donna has wonder
fully sweet voice" remarked the opera
goer.
''Yes," answered the manager, sadly,
"She sings we'll But you should hear
voice when she comes to discuss sal
ary."
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
FISHING LESSON.

Won do when you start 10 hsh
vour heart and make a WISH
at your bait and give 1t a
kund to bring a catty back:
BIZ you do
bsh and wish
+ your heart
You start to fish.
Won do is to crotch a stick
on the bank where the grass
| thick;
I mole in the crotch, while the
wings free,
YOUR back gin the trunk or
hing to do
Iii there and sleep
BUN goes down
! shadows creep.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
Results.

where are you going?"
"Out to make my fortune. But where
are you going?"
"Oh, I've been out to make my for
tune, and l am just getting home.
Could you let me have quarter till
you come back?'
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
IN THE POULTRY YARD.

Impure water is a fruitful cause Of
disease.
The Indian Runner duck does not
fatten so readily as other varieties.
If we'll fed and cared for a Pekin
duck win nearly reach its matured
weight at ten weeks of age
Better poultry and more profit may
mean smaller flocks Most farm nocks
are too large.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
pw's Crown of Sorrow.

bw's Crown of Sorrow.
b happening around after
10 had passed)-Yo occupy
lat, Ell? And the wind car
the roof as slick as a
but without hurting any
Tell, it might have been
am.
Fit was worse, sir; a great
be. After the storm had
could hear the monograph
BID below still grinding away.
Poor Johnny.
why do you pass all your
hese stairs?" asked Johnny's
tairs weren't made to play
ghere can | go? Papa sends
|rs and mamma sends me
kems to me I've got to stay
somewhere. Penny Maya
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

"He isn't one who hides his hgh'
under a bushel,' is he?'
ION the contrary. He thinks mes
the whole electric light plant, and that
the whole place would be dark II ne
shut down for a minute.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

Patience-She said she never saw
jig-saw puzzle she couldn't do.
Patrice-Well, let me cut up tnis
railroad timetable and see II she can
make anything out of it'-fonkers
Statesman.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
In the Forefront.

The Boss-Im afraid I'll have to let
you go.
The Employe-I thought you said |
was in line of promotion?
The Boss-You misunderstood me-
You were right in the firing line.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

"You want job?"
Eyes, sir"
Experienced"
eyes, sir"
How much pay do you want?'
about 800 a week"
"What,?,?"
That's what | want About $3.50 I.
what | expect"
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
What Friuhtened Him,

Sim the town council is a little
worried about this Salome act you're
booked fer the op'ry house"
"Oh I've cut out the Objectionable
features
That's just it. We wuz afeerd you
would"
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
PLAN FOR SIMPLE TRAP NEST
One Can Be Made cheapIy Out a
Common Box by Following Oirec-
tions Herewith Given.

The accompanying plan of trap nest
is quite simple and can be made from
a box of suitable size 1t should b
u or IA inches square by 20 or ~
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

isn't it awful when you ma ena'
Won cant trust your best friend!
mot so awful as when you ii'iu 'n".
you can't get your best friend TO trust
YOU"
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
The NernaI Semester.

The merry springtime smiles once more,
The south winds rustic mid the trees
Yet mournful is the troubadour.
He cannot sing. he has TO sneeze.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
HOUSE FOR HUNDRED HENS.
Good Poultry Shed Can Be construc4-
ed for $100-Pians by an Ex-
pert for Its Erection.

T. E. Orr, tie poultry expert, says
good poultry house for 100 hens can
be built for 800. He suggests that
it should be 48 feet long, IL feeE
wife, Az feet high at the rear, 5A
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
Whisky or Bullets7

1u-but it's a fact, sir, Just
ou' whisky kills more men
is does.
res NJ yes'm, but | hope
.ee' hurt, madam. for me
a'ner be full of whisky than
time.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

do you permit your wife to have
her own way?"
mo; she has it without my permits
sion"
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
|ore Nature Eakino

picard is a useful bird.
mas no sense of humor;
ambition is it stirred
Pm to be, upon my word,
ultimate consumer.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

Hewitt-Is your wife fond OF gen.
tlemen's society?
Jewett-l guess so; she says tna'
am no gentleman
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

erlcan-You bet, I'll rattle
sure But what I've been
10 see ever since | was knee
erasshopper is the Church
'-Punch.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

inches long. The stats should be
nailed TO a crosspiece about one
quarter the distance from the top. A
couple OF nails are driven through the
box and into the crosspiece to swing
on Half way back. on the inside.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
Wanted to See It.

0'eCO 20 SCe TX.
0lergyman-And when you
~ondon, my dear lady, don't
81 Pauls and Westminster
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
! opoil Water SUNNY

H. O"hPly.
~es-say, pard, tell me how
ou get such rich handouts
0ee'steak at every gate you
eorge-Sh! It's a secret. I
uey don't give me de best
''o de towns reservoir.
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31
~ the Calf NI.,h

30 pack from your trip
Yes.
you md the links in Ger
'ausage"-Yonkers States
The silver messenger. (Challis, Idaho) 1890-1912, 1909-08-31

A., NiO0C.
a' curlous-looking charm
on your watch
q new lcoat-of-arms-
a M policeman couch.
- 'ne peace expectant."
n Washington.
INKS LINKS was elected because
bo "a horny-handed son of
''cure shop"
Gainesville daily sun. (Gainesville, Fla.) 190?-1938, 1909-11-07
BOTH FLORIDA TEAMS
LOSE OUT SATURDAY
sTETsoN PLAYED ALL AROUND
BOYS ~ SCORE OF &c TO o.
Even the Jacksonville High School
Lads Defeated the Second
U, Of E. Team.

The University lads were small PEG.
pie In the two games OF football play.
ed Saturday at DeI4and and Jackson.
vile, for in both instances they we're
shut out, not even being allowed one
score.
None Of the particulars regarding
the game were learned IN this city
only the bare statement announelns
the result, and II was rather blue 4,
he many admirers OF the uniyerslt,
which has made such an excellent star,
in the athletic line 10 see them defeat.
I'd by such an immense score.
Stetson il credited with %. while
the Varsity boys received 0. and IN
the game at Jacksonville between the
second eleven aud the Duyal County
High School the jacksonville boy
we're yictors by a score OF 5 to 0,
There Is a return game coming and
The consolation Is that they Will make
an even break at this time.