You have now established the extremes. It is time to make a definite appeal, and it must be definite.

9. Set that appeal two and one-half times higher than the amount you really expect. Say, if it is true, "the committee," "the organization,"-some "they"-have assigned that sum as the amount expected from you.

10. Present your pledge card or other papers for signature.

11. Do not ask for money, or for a check. Remember, it is easy to sign one's name, but it is hard to give money.

When your canvassing does not involve money, follow the same general methods.

Learn this summary:

1. Arrange names by addresses.

2. Lay out a route.

3. Avoid anything except the most general talk with persons other than the ones you wish to see.

4. Explain, in a single sentence, the general nature of your errand.

5. Give supporting details.

6. Tell what has been done by persons from whom nothing might have been expected.

7. Tell what has been done by the most enthusiastic.

8. Name a definite amount, or action, as a "committee expectation."

9. Present your pledge or paper.

PROBLEM.

You are making a canvass in the interests of your college. Think out the steps of your talk to a fellow alumnus.

LESSON 89.

How to Make Public Appeals

KEY WORDS: IN MAKING PUBLIC APPEALS BASE YOUR TALK UPON A COMMON BOND OF SELFINTEREST.

One of my neighbors, a clever lawyer, recently gave a notable example of the art of making public appeals.

A company proposed to build a public garage in our neighborhood. The lawyer objected. Unable to accomplish anything by letters or by other means, he appealed to the public.

The lawyer is a trained thinker. He proceeded in a psychological way, and he succeeded in his purpose. This is how he did it:

He came to my house, and to the house of every one in the neighborhood. He spoke as follows:

"You have a valuable property here."

"Yes."

"You would like the property to increase in value."

"Yes."

"Your children have a safe place in which to play."

"Yes."

"You wish it kept safe for your children."

"Yes."

"You would agree to all this anywhere, wouldn't you?"

"Yes."

Notice in the lawyer's talk how he appealed to my selfinterest, and how he made me answer positively.

"The neighbors are going to meet tomorrow evening at eight to say just what you've been saying."

He assumed that I had been doing the talking.

"You are as important as your neighbors. You'll be there."

"Well, what's it all about?"

Here, at last, he came to the point.

"They actually propose to build a garage on our street!"

The result was that I went to the meeting. More than that, that clever lawyer talked me into addressing the meeting. A lawyer knows the psychology of talk. He lives by it.

Follow his example in any public appeal, perhaps for orphans in France, for destitute people in Poland, for homeless Belgians, for flood sufferers, for any public appeal.

1. Appeal to several dominating points of self-interest.

2. Avoid any question that leads to a negative answer. 3. Appeal for an active agreement with your basic theme.

4. Appeal to your hearer's sense of his community value.

5. Last of all, present your definite appeal, wording it clearly and briefly.

PROBLEM.

Go through the steps of a public appeal in the interests of sufferers from Infantile Paralysis.