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Don't stint your efforts with those you have half
sold. An inquiry means that a prospect has read your story and is
interested. He or she would like to try your product and learn more
about it.
Do what you would do if that prospect stood before you.
Cost of inquiries depends largely on how they come. Asking
people to mail the coupon brings minimum returns. Often four times as many will present that coupon for a sample at the store On a line before the writer now, sample inquiries obtained by mail average 70 cents each.
The same ads bring inquiries at from 18 cents to 22 cents each when the coupons are presented at a local store. Most people write few letters. Writing is an effort. Perhaps they have no stamps in the house. Most people will pay carfare to get a sample rather than two cents postage. Therefore, it is always best, where possible, to have samples delivered locally.
On one line three methods were offered. The woman could write
for a sample, or telephone, or call at a store. Seventy percent of the
inquiries came by telephone. The use of the telephone is more
common and convenient than the use of stamps.
Sometimes it is not possible to supply all dealers with samples.
Then we refer people to some central stores. These stores are glad to have many people come there. And other dealers do not generally object so long as they share in the sales. It is important to have these dealers send you the coupons promptly. Then you can follow up the inquiries while their interest is fresh.
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