KNOWING ONE'S NAME IS POWERFUL

In the last 10 years, I have toured over 150 business with owners and presidents. But in those tours, rarely do workers get recognized. During today's tour of Northeast Laser, I observed an owner saying hello to every operator, followed by an introduction to me with some background. "Alan, meet Jacob.  He is a recent graduate of Housatonic College and is expert at XYZ." NAME & PRAISE is motivating.

When visiting or talking on the phone with customers, take note of everybody's name and ask them what they do. On the next contact, using those names, even with assistants, will add to building trust.