78 THE IRRIGA TION A OE 



laid in the grave; and yet these men do not accomplish much never 

 attain success. They do not work intelligently. There is no method or 

 system in their labor, no effort made to lighten or lessen it, no at- 

 tempt to use head as well as hands. Such men would not succeed in 

 the well- making business where, especially, intelligent effort and 

 practical work are demanded. Some well drillers will diligently 

 "turn cable" all day while their machines pound away on a stratum of 

 flintstone without making any impression. Others will find out the 

 character of the stone, sharpen their bits accordingly and, in a few 

 hours' time, will have cut through the stratum. The man in the well- 

 making business must learn to work to advantage, must learn to dis- 

 criminate when, how and what tools and appliances to use. He must 

 not only ivork but do his work intelligently. 



The man in the well business must also be a good salesman. That 

 is, he has wells to sell, and must find purchasers for them. "Good 

 salesmen are born, not made." That may be true, yet most any man 

 can improve his qualifications and increase his ability as a salesman. 

 In starting out, remember three things: 



Be always courteous and good natured, yet firm and persistent. 



Tell the truth, keep your promises and appointments. 



Adapt yourself to the man with whom you want to do business; 

 don't try to sell a three hundred dollar well to a man who can't spend 

 over a hundred dollars for one. 



You will find that experience is a good teacher for the salesman. 

 Don't get discouraged, but keep at it. If you can't secure plenty of 

 work in one locality, try another. Establish a reputation and add to 

 it as fast as you can. In a short time your customers will be seeking 

 you, and your final success is then almost assured. 



The well maker must also be a good "business man." He has 

 contracts to make, settlements to adjust, credits to pass upon, notes 

 and securities to obtain from delinquent debtors; besides, obligations 

 of his own to pay or arrange for, and the one hundred and one things 

 that every business man must attend to, no matter in what line he is 

 engaged. Therefore, every man who is in the well-making business, 

 or about to enter it, should strive for a good business education, not 

 necessarily in schools, but in every way possible. Read and study 

 some book on business law (Parson's is good), and consult a good at- 

 torney as to the proper form of contracts to use in different localities. 

 When you have' decided upon the proper form to use, have blanks 

 printed, and always use them. Of all the wells that are make for hire, 

 probably not over one-half are ever paid or settled for. For a large 

 part of these, payments and settlements could have been enforced, if 

 the contract for making them had been full and explicit in its terms 

 and agreements. 



