Years ago, I read Dale Carnegie’s book on How to Win Friends and Influence People. It was copyrighted 1936, yet the principles he espoused then, are still as relevant today in 2016.
The simplest of his many suggestions, but also the most powerful was his Rule #3: “Remember that a man’s name is to him the sweetest and most important sound in any language.” Yet, how many of us do this? Half the time we are introduced to a stranger, we chat a few minutes and then can’t remember her name when we say good-bye.
Think about how it makes you feel when someone remembers your name. It makes you feel important, right? People are so proud of their names that they strive to perpetuate them at any cost. Look at the names on college buildings, libraries, and museums. Check out the stained glass windows in churches that commemorate the names of donors.
If we want to build loyal customers, the first step will be to remember their name. Here is a tip on how: When you interact with a new customer, give your name first and what you do before you ask if you might be able to help them. By giving out your name, you have extended yourself by offering the most important information anyone can give. Then ask for their name and you can do this by simply saying: “And your name is?” If you don’t hear the name distinctly, then say “I’m sorry, I didn’t get your name clearly, can you tell me it again?” If it is an unusual name, I will ask the person how it is spelled.
During your conversation, try to repeat the name several times and associate it with the person’s features, expression, and general appearance. This will require some extra effort on your part, but it is definitely worth it. Watch the customer’s reaction. I promise you it will make a difference.