uoted. It is right for you
to make sure in advance about your full worth. However, the obligation
to render service is the principal element of right salesmanship, and
should come before the objective of a good price. _Prepare then
primarily to serve your prospect._ Demonstrate your true service
purpose, and he will give secondary consideration to the cost of
engaging your qualifications for his business.

[Sidenote: Pleasing Character]

You can serve best if you _please_ in rendering service. Therefore
prepare your _self_, your _knowledge_, and all your _methods_ so that
from the moment you make your first impression on a prospective
employer, you will please him. Do not prepare for the interview with the
purpose of pleasing yourself. What _you_ like may be distasteful to the
man you want to impress.

Since you cannot tell in advance when or where you may encounter a
prospective buyer of your services, you will not be safeguarding every
possible chance to succeed unless you wear your "company manners" all
the time. You always should dress carefully, act with painstaking
courtesy, and conduct yourself as if you might meet a rich relation at
any moment. You certainly can expect more wealth from "making yourself
solid" with Opportunity than you ever are likely to be willed by a
millionaire uncle. It will pay you much better to please Opportunity in
general than to ingratiate yourself with any person in particular.

[Sidenote: Please Everybody Everywhere Always]

"Company manners" that are just "put on" temporarily may be left off on
the very occasion when you would want to appear at your best if you only
knew that "The Golden Chance" was to be met. Therefore prepare to be
_characteristically_ pleasing to _everybody, everywhere, and all the
time._ Then, no matter where or when or in what guise you come upon
Opportunity, you will be sure to please with your _genuineness_.

Innumerable great successes have begun with the making of a pleasing
impression on some one whose presence and notice were unknown. You
realize that your success is practically impossible if you displease.
Preparation to please is of first importance in getting ready to
succeed. Your success in the field of your especial ambition will be
assured if you win your first chance there by making an _initial_
pleasing impression and then _keep right on pleasing_.

Cultivate grace in your movements--for grace is pleasing to everyone.
Carry your body natur