How Letters Can Increase Your Sales

Always remember that your letter is your representative.
Therefore, dress it up. Make it neat in appearance. You cer-
tainly would not call on a prospect in dirty, sloppy, working
clothes, so why send a sloppy representative?
Use clean, fresh stationery. Try to eliminate blots, blurs,
and erasures. Make your letter as neat and dignified as pos-
sible.

As a salesman, you can acquire the art of writing a good
letter. You can become adept at visualizing thoughts and
ideas through the written word. In writing a letter, you
have all to gain and nothing to lose. There is absolutely no
need to get tense and rigid, and to think that you are pass-ing the Last Act of Congress. Just relax, be yourself, cut
loose, and try to be perfectly natural. Get rid of all rigid-
ness, tenseness, and formality. These retard your easy man-
ner so essential in writing a good, friendly letter. Try to
write as though the person to whom you are writing is sit-
ting right across from you. Writing good letters is a practical
means of helping you enlarge your power to sell. It will
broaden your influence. It is a means to arouse the curiosity
of the prospect and give you a chance to satisfy it with a
sale.

Shakespeare said: "Brevity is the soul of wit/' Brevity is
the best way I know of creating a favorable impression and
illiciting a favorable reply. So do not be dull and tell the
prospect everything in the letter. Just tell him enough to
keep him wondering until you can tell him all.