It is not always easy for an agent or canvasser to gain an entrance to a private house, unless he uses some trick or wile to fit the occasion. Usually I found it the best plan to leave a sample volume at my first call, never offering to go beyond the door, and stating to the lady that it was for her husband to look at, but it would be a gratification if she would examine it herself. If the book excites the least interest the way will be opened for a subsequent call. I have appeared at the door, when my ring was answered, as just drawing a big bunch of letters from my pocket. Accidently dropping two or three of them on the porch, I would politely ask the lady of the house if I could not assort them on a table. Believing that I had one for her she would invite me in. I was the inventor, I believe, of the envelope addressed to “the lady of the house,” but I always had my little sample package, or nicely printed table of contents, addressed to the lady personally. Having gained an entrance, I presented this and then stated my business, finding little trouble in securing an audience. Once, when I was trying to sell some books to a man, I had him interested, as I thought, but could not close the deal. While talking to him he pulled out his pipe and prepared for a smoke. Taking a cigar from my pocket I said, “My friend, try a twenty-five cent cigar.” The thought of smoking a twenty-five cent cigar pleased him. He took it with a smile; the weed did the work; I got the order. After that I always carried a few good cigars in my pocket. Another time I remember going into a place of business and telling the proprietor I had just come from Hartsburg, his former home—I posted myself on the points before calling—and that while there I had met General Ball, who sent his regards. He had requested me to call and show his old friend what I had so interested the people of Hartsburg. In fact, he had given me a note of introduction—here I fumbled unsuccessfully in my pocket—but it seemed to have been mislaid, over which I appeared to be very much distressed. But I went through my canvass all right. I had gained the man’s attention and sold him a set of encyclopedias.