We all depend, more or less, upon the public for our support. We all
trade with the public--lawyers, doctors, shoemakers, artists,
blacksmiths, showmen, opera stagers, railroad presidents, and college
professors. Those who deal with the public must be careful that their
goods are valuable; that they are genuine, and will give satisfaction.
When you get an article which you know is going to please your
customers, and that when they have tried it, they will feel they have
got their money's worth, then let the fact be known that you have got
it. Be careful to advertise it in some shape or other because it is
evident that if a man has ever so good an article for sale, and nobody
knows it, it will bring him no return. In a country like this, where
nearly everybody reads, and where newspapers are issued and circulated
in editions of five thousand to two hundred thousand, it would be very
unwise if this channel was not taken advantage of to reach the public in
advertising. A newspaper goes into the family, and is read by wife and
children, as well as the head of the home; hence hundreds and thousands
of people may read your advertisement, while you are attending to your
routine business. Many, perhaps, read it while you are asleep. The whole
philosophy of life is, first "sow," then "reap." That is the way the
farmer does; he plants his potatoes and corn, and sows his grain, and
then goes about something else, and the time comes when he reaps. But he
never reaps first and sows afterwards. This principle applies to all
kinds of business, and to nothing more eminently than to advertising. If
a man has a genuine article, there is no way in which he can reap more
advantageously than by "sowing" to the public in this way. He must, of
course, have a really good article, and one which will please his
customers; anything spurious will not succeed permanently because the
public is wiser than many imagine. Men and women are selfish, and we all
prefer purchasing where we can get the most for our money and we try to
find out where we can most surely do so.