Five Magic Words to Make People Like You
When you meet someone new, you want them to like you. You want them to trust you. If it’s an in-person interaction, this works like magic! Check out the video…or read on.
The Door-knocking Team
Let’s start with this scenario: I have a home in Texas with a huge evergreen tree in my front yard. Of the thousands of homes in this neighborhood, no one has anything like it. It is truly unique. The neighborhood has No Solicitation signs up, but people still knock on our door, trying to sell a product or service.
They all do it wrong!
We put lights and garland outside at Christmas. Two young guys knocked on my door. The one who spoke did a good job, but not good enough. And, he did not mention the tree.
“Hello, Sir,” he said. “I apologize if I’m disturbing you. See, we are talking to folks here in your neighborhood about our services, but, before I get into that, I love the garland you have around your entrance. Never seen anything like it!” I thought he was doing it right—until he did it wrong. I expected to hear some form of the five magic words to make people like you. Nope!
I said, “Thanks.” That was it. I didn’t really pay attention to what they were offering. The two guys went on their way. They did it wrong!
Though our house is not old, I have made appointments with different service and product providers. They come to my home. I invite them in. Then guess what?
They all do it wrong!
The Warm-up
In home improvement sales, we call the first step in the process of selling—our “warm-up.” Whether it’s knocking on doors to schedule appointments or the salesman hoping to spend a couple hours with the homeowners and walk away with a contract for tens of thousands of dollars, they need to be instantly likeable.
We have a nine-foot-tall artificial palm tree in our great room. It’s huge! Under those palm fronds we have an eight-foot-tall leather giraffe, a five-foot-tall leather giraffe, and one just two feet tall. This grouping fills the corner of the room. It’s impossible to ignore, you would think.
Of the dozens of people who we have invited into our home to talk about their products or services, all of them should have at least made a comment about the giraffes, right? How many do you imagine brought up the giraffes?
None!
Use the Five Magic Words
Here’s how I would handle the giraffes if I were the salesperson:
“Wow! Giraffes and a beautiful palm tree. Awesome!”
Keep in mind, your comments must be sincere. No BS with this!
I would follow that with those five magic words (six if you count the apostrophe s):
“What’s the story behind that?”
Most people display things they are proud of in a prominent place in their homes. Those giraffes didn’t just show up one day. The huge evergreen in our front yard didn’t just appear. Even that garland was unusual. There is a story behind each of them, a story that’s important to me!
When you see something impressive, say something positive about it, and then use those five magic words to get people talking. Ask, “What’s the story behind that?” Then listen. Show genuine interest in their story. Don’t you like people who are interested in you and what you have to say? Sure!
Even when a person comes into your place of business, use those five words. Find something you can genuinely compliment and add, “What’s the story behind that?”
You will be amazed at how quickly people warm up to you!
