Several years ago, I attended a political fund-raising event in a
Midwestern state. One guest intrigued me. Sometimes I'd see him
in animated conversation with several people. Other times, he'd
be standing alone scribbling something on a card in his hand.
Then the next time I'd look up, he'd be chatting it up with someone else. The next minute, he'd be scribbling in his hand again.
He repeated this pattern for over an hour. I became as curious as
a nosy neighbor. Who was this fellow?
At one point during the evening, I was standing alone by the
refreshment table. He came up to me with a big smile, a warm
handshake, and introduced himself. "Hi, I'm Joe Smith." He asked
me what I was drinking. I told him white wine and we started discussing preferences. I happened to mention my favorite white was
Sancerre. While we talked, I had to bite my tongue to resist asking him what he'd been up to with the feverish note taking.
A few minutes later, I spotted a friend across the room and
excused myself. He asked for my card and, as I walked away, I
peeked over my shoulder. I knew it! There he was, scribbling on
my card. That was my opening. I turned back and, trying to pass
my inquiry off as a joke, said, "Hey, I didn't give you my measurements. What's that you're writing?"
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How to Amaze Them
with What You
Remember About Them
✰76
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Copyright 2003 by Leil Lowndes. Click Here for Terms of Use.
He gave a hearty laugh at my tasteless joke and said, "You
caught me!" He turned over my card and I saw one word written
on it: Sancerre. Then, to assuage my paranoia, he emptied his
pocketful of people's business cards to show me scribbles on the
back of each. I assumed it was just Joe's little system to help him
remember people. It wasn't until months later that I saw the
method to his madness.
One morning I went to my mailbox and found a personal
postcard from Joe. He told me he was running for state senator.
Then at the bottom of the card, he'd written, "Had any good
Sancerre lately?" That won my heart. Had I lived in his state, a little touch like that might have swayed my vote to him.
They may not jump up and down asking, "How did you
remember that?" Nevertheless, they will remember you. No
matter how important the VIP, he or she senses a special kinship
286 How to Talk to Anyone
Technique #76
The Business Card Dossier
Right after you've talked to someone at a party, take
out your pen. On the back of his or her business card
write notes to remind you of the conversation: his
favorite restaurant, sport, movie, or drink; whom she
admires, where she grew up, a high school honor; or
maybe a joke he told.
In your next communication, toss off a reference to
the favorite restaurant, sport, movie, drink, hometown,
high school honor. Or reprieve the laugh over the great
joke.
08 (265-292) part eight 8/14/03 9:19 AM Page 286
with the person who refers to other than their usual well-known
accomplishments.
Politicians are constantly selling themselves. (If you've ever
wondered why America is called "The Land of Promise," just keep
your ears open in election year.) But, of course, to know what to
promise people, politicians use the next super sales technique called
"Eyeball Selling