You may advertise a spurious article, and induce many people to call and
buy it once, but they will denounce you as an impostor and swindler, and
your business will gradually die out and leave you poor. This is right.
Few people can safely depend upon chance custom. You all need to have
your customers return and purchase again. A man said to me, "I have
tried advertising and did not succeed; yet I have a good article."

I replied, "My friend, there may be exceptions to a general rule. But
how do you advertise?"

"I put it in a weekly newspaper three times, and paid a dollar and a
half for it." I replied: "Sir, advertising is like learning--'a little
is a dangerous thing!'"

A French writer says that "The reader of a newspaper does not see the
first mention of an ordinary advertisement; the second insertion he
sees, but does not read; the third insertion he reads; the fourth
insertion, he looks at the price; the fifth insertion, he speaks of it
to his wife; the sixth insertion, he is ready to purchase, and the
seventh insertion, he purchases." Your object in advertising is to make
the public understand what you have got to sell, and if you have not the
pluck to keep advertising, until you have imparted that information, all
the money you have spent is lost. You are like the fellow who told the
gentleman if he would give him ten cents it would save him a dollar.
"How can I help you so much with so small a sum?" asked the gentleman in
surprise. "I started out this morning (hiccuped the fellow) with the
full determination to get drunk, and I have spent my only dollar to
accomplish the object, and it has not quite done it. Ten cents worth
more of whiskey would just do it, and in this manner I should save the