How to Sell Intangibles

When i was in the patent medicine business and we were trying to advertise, we had no money. So i had to be able to go to radio stations, television stations, newspapers, magazines with unsold advertising under a undersold parts of their pages. And i had to convince them of two things: Number one, that allowing us to do it would produce sales because we were offering our products direct by mail order. And that those sales would make them a lot of money on their share. But it taught me how to sell intangibles, how to sell the future, how to gain trust and good will. Then when I was in the the shaver business, we had to be