se one or two of the city papers near you, taking the publisher's
advice as to the best day of the week on which to run the
advertisement, the size and the position of the "ad." The first cost
of getting your customers may seem high, but with good products you
could soon build up a list of people to whom sales can be made year
after year.

This form of advertising has many advantages. If your advertising copy
is clever and you have some novelty to offer, you ought to receive
many orders. If orders come, you get the full retail price, the
shipping charges are paid by the customer, and cash comes with every
order. And it means, if your customers are pleased, that you have
permanent customers. The initial cost is great and there is a risk,
but remember "it pays to advertise."

There are millions of city women who never can a jar of fruit or put
up a single glass of preserves or jelly who will be glad to have you
send your goods direct to them by parcel post. But you must get in
touch with these women either through wayside advertising, magazine
and paper advertising or by direct salesmanship, although very few
women have the time for personal calls.

Considerable business can be done by letter writing to stores,
restaurants and boarding-houses in distant cities. It may be
impossible for you to go personally, in which case letters often bring
the desired results. Make your letters business-like and typewrite
them. Do not be discouraged if you do not get many replies at first as
there are at least fifty per cent who pay no attention to such
letters. But this form of advertising usually pays.

Another method followed by many home canners is that of marketing
direct to the retail grocers, care being taken, of course, to protect
these grocers by not selling to more than one member in a community.
One of the great advantages, of this direct salesmanship is that
little selling effort is required on your part after the first
arrangements have been made. The nearby market plan is greatly to be
recommended because you can keep in touch with your selling concern,
build up a line of desirable goods and promote its sale by
advertising.

Of course you can get more money for your goods if you have time and
the opportunity to sell _direct to_ the consumers. You will of
necessity have to sell cheaper to the grocers because they too must
make their profit. Marketing direct to the consumer has a special
appeal to many people. Where ti