Here is a paragraph not unlike the close of dozens of letters that you read every week:
"Trusting that we may hear from you in the near future and hoping we will have the pleasure of numbering you among our customers, we are,"
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Such a close invites delay in answering. It is an order killer; it smothers interest, it delays action. But here is a close that is likely to bring the order if the desire has been created.
"Simply wrap a $1.00 bill in this letter and send to us at our risk."
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A writer who does not understand the psychology of suggestion writes this unfortunate closing paragraph:
"Will you not advise us at an early date whether or not you are interested in our proposition? As you have not replied to our previous letters, we begin to fear that you do not intend to avail yourself of this wonderful opportunity, and we would be very glad to have you write us if this is a fact."
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How foolish to help along one's indifference by the suggestion that he is not interested. Just as long as you spend postage on a prospect treat him as a probable customer. Assume that he is interested; take it for granted that there is some reason why he has not replied and present new arguments, new persuasion, new inducements for ordering now.