Finding a customer does not mean simply inducing him to look over what you have to sell. It means actually inducing him to make a purchase, and satisfying him so thoroughly that he will continue to do business with you. It is because finding the customer is so vitally important that the selling end of a business continues to be, by long odds, the most important department.
No better advice can be given, to sum up, than this: If you would find customers, study all the means and ways in your power; keep thinking, thinking, thinking, and the right thoughts will come, then act, act, act. Never wait for to-morrow. “To-morrow” is a loser. It will never find customers.
CHAPTER XXII
WHEN YOU ARE DISCOURAGED
The man who has acquired the power of keeping his mind filled with the thoughts which uplift and encourage, the optimistic thought, the cheerful, hopeful thought, has solved one of the great riddles of life.
“Don’t hunt after trouble, but look for success,
You’ll find what you look for, don’t look for distress;
If you see but your shadow, remember, I pray,
That the sun is still shining, but you’re in the way;