122 Forty Yeaks' Experience of a Practical Hog Man. 



never to fail to answer correspondence promptly and in an 

 intelligent manner. It is not necessary to use all the ad- 

 jectives that one can scrape together in describing what he 

 has to offer the inquirer; better be a little modest along 

 this line, simply stating the breeding and a true description 

 of what you have to sell, with the price. 



The style and quality of stationery one uses is also one 

 of the things that makes an impression on the inquirer. 

 A neat, plain letter head, with as little printing on it as 

 possible, and paper of good quality, speaks well for the 

 breeder and impresses his correspondent with the belief 

 that this man is not making any extra flourishes. A good 

 judge of human nature can quite readily determine some- 

 thing as to the character of a man by his stationery, and 

 still riiore by the letter he writes. -We have never found 

 it necessary in our business to cover very much paper in 

 replying to a letter. However, we often receive letters 

 that contain quite a number of pages, which after reading 

 and trying to digest, it is hard to really know just what 

 t»he man wants, further than that he seems to want an 

 animal that will score upwards to 100 points, and then wants 

 it for an extremelj^ low price, with all the guarantees he 

 can think of, added. 



There is another matter that is quite important in the 

 way of advertising; always have your home grounds, 

 hog quarters and other parts of the equipment of the hog 

 establishment, as well as the hogs themselves, in shipshape 

 for visitors. Do not feel obliged when a man suddenly 

 appears on your farm to inspect your herd, to commence 

 apologizing for the condition of things in general. Always 

 have them so that a good impression may be made on the 

 mind of a visitor, for he is taking all things in as he passes 

 down the line, and you certainly wish to make a good and 

 not a bad impression. 



First impressions are lasting and these should be as fav- 

 orable as one can offer. 



When writing advertisements one should try and be as 

 concise as possible, and not say too much, but say it in a 

 way that will attract the attention of the reader. The 

 writing of advertisements is an art. 



