Show 4 x Anther r o 0 of Rosa to Win Wan Friends t a and nd Influence n People I fJ APPRECIATION rrT 0 PAYS I Here Her e IB Is how one ana man applied a asle rind and increased increased in- in dingle bit lilt of oC psychology j 1 creased creased his hie business ten per Pr cent In InI I I throe three weeks That man Is 19 Frank H H. Drake of Huntingdon Pennsyl I vania rania i lie Ile put his savings saving's Into a small filling station But no sooner had he moved In than a big filling station sta station sta- sta tion located near him him then another t A A price war started winter came glue 1 Mr Drake worked hard Ho gave e ellent service O tr T-tr was ns polite I But his business i went i t down i vl hill lIe He grew crew desperate Ho didn't know what to do The ne next i. i day ay when a customer drew up Mr Drake filled fille the tank thanked the thc customer for patronizing ing shim him Ho Imo had thanked ot other customers before but ho he put a little extra fervor fenor into this He appreciated the mans man's trade and he made mado I him realize that he did The man was about to start his car Instead d he waited alted a moment and talked Mr Drake realized that the man had haa been responsive because his thanks had been sincere He decided to I. I use the same principle in dealing with his other customers third One One One- of his Business came cameto to him through courtesy cards furnished tarnished tar fur Ir by the tho oil company So he I II I I decided that ho would di dl more than would He merely say Thank you I II make a special appeal He copied their names and addresses and a aday aday aday I day or two after they had called I sent them a letter of appreciation It was a letter lotter of real appreciation I too for every customer Mr tIr Drake got ot meant he lie was as staving off oft time end that much longer The result far Car exceeded his c e. e ex c- c vc drove in pur- pur purposely purposely to thank than him for his letter Not hot only local people but some somo from Crom as for far awn away as fiS Harrisburg one all the way from Elmira New York Then he tried out a letter Letter CI of or his old customers b Is letter exactly as he wrote i It are arc one of my best I certainly a appreciate e it It y Yo boa ie t i I count is as good as money r bank hank I would to hav have hare accounts as good as yours tf i you'll be bo good enough h to I IVill help j Will Vill you give Ivo tie anc the name r of I friends who arc aro as reliable as t s self elf Here Is Isa a u stamped a aj nd ed dressed envelope en I wm write rl t und and tell them you tare bre a cc tk of or mine and nd ask as k thorn thom If it the th M. give e me a Q try And you again t n. n k O Of course It work worked jj lie He I II many of or his old cU customers customer I sc lor tor him and In Jn ing three wee ti Increased his 1115 business ten pe per re Every one values sincerity you ou really appreciate the tho tra trade ja 1 comes to you your pour I ual will stick to you through throng t V Vana thin But and ana dont don't try m mare h make impression I an There Is t ting t tIng Ing that will till more moro quickly I contempt |