CHAPTER VII.

THE CORRESPONDENCE FILE. Proper Handling of 103 Correspondence One of the Vital Essentials to Success—Life Blood of the Specialist’s Practice—Right Kind of Correspondence Clerk an Indispensable Ally—Method of Keeping Letters on File So as to Secure Best Results—Sample Letters that Bring Large Financial Returns—Methods of a Competent Correspondence Clerk—How He Makes Money for His Employer—Tracing the Financial Rating of Strangers—Securing Names and Addresses of Prospective Patients—Utilization of Newspaper Clippings—“Follow-up” Systems—Advantage of Using Plain Envelopes in Writing to Strangers—Obtaining Testimonial Letters from Patients—Use of These Letters in Attracting New Comers—Conducting Correspondence With People in Small Towns—Purpose in Avoiding Duplication of Testimonials