A few years ago, Leil attended a political fund-raising event in the heart of the Midwest. Among the eclectic mix of guests, one individual stood out like a puzzle. His behavior was intriguing, to say the least. Leil couldn’t help but notice that he would engage in animated conversations with one group of people and then abruptly switch to standing alone, jotting something down on a card clutched in his hand. Moments later, he’d rejoin another conversation as if nothing had happened, only to return to his scribbling. This pattern repeated itself for over an hour, leaving Leil curious as a cat at a mouse hole.
As the evening progressed, Leil found herself standing alone by the refreshment table. Suddenly, this enigmatic guest approached her with a broad smile and a warm handshake. “Hi, I’m Joe Smith,” he introduced himself. Polite and engaging, he inquired about Leil’s drink of choice, and they delved into a discussion about preferences. In the course of their conversation, Leil happened to mention that her favorite white wine was Sancerre.
Curiosity gnawed at Leil, and she had to suppress the urge to ask him about his cryptic note-taking. A few minutes later, she spotted a friend across the room and used it as an excuse to step away. Joe asked for Leil’s business card, and as she walked away, she sneaked a peek over her shoulder. There he was, scribbling on her card. The opportunity had presented itself. Leil turned back, attempting to pass her inquiry off as a jest, and said, “Hey, I didn’t give you my measurements. What’s that you’re writing?”
Joe responded with a hearty laugh, acknowledging Leil’s playful inquiry. He turned her card over, revealing a single word scrawled on it: “Sancerre.” To quell Leil’s lingering suspicion, he emptied his pocket, revealing a collection of business cards with scribbles on the back. It appeared to be Joe’s unique system to help him remember people. Little did Leil know the genius behind his method until months later.
One morning, Leil opened her mailbox to find a personal postcard from Joe. In it, he shared the exciting news that he was running for state senator. At the bottom of the card, he had penned, “Had any good Sancerre lately?” It was a simple, thoughtful touch that won Leil’s heart. If she had been a resident of his state, a gesture like that could have swayed her vote in his favor.
The Business Card Dossier
The technique Joe employed that night is known as the “Business Card Dossier.” It involves taking immediate action after an interaction with someone, particularly at social events or networking gatherings. Here’s how it works:
- Capture Notes: As soon as you’ve had a conversation with someone and exchanged business cards, discreetly take out your pen. On the back of their business card, jot down pertinent notes that will help you remember the conversation. These notes can include details such as their favorite restaurant, sport, movie, drink, hometown, high school honors, or even a memorable joke they shared.
- Next Communication: When you engage with this person again, whether it’s through email, a phone call, or another in-person meeting, incorporate the notes you’ve made into your conversation. Mentioning these details from your previous encounter not only demonstrates your attentiveness but also fosters a sense of connection.
- Personal Touch: The key to the Business Card Dossier technique is to provide a personal touch in your interactions. By referencing the information you’ve gathered about the other person, you make them feel seen and valued. It creates a bond beyond the superficial, leaving a lasting impression.
Creating a Special Kinship
The essence of this technique lies in its ability to make the person you’re communicating with feel like a star. Regardless of their status or prominence, they will remember you as someone who genuinely cares about more than just their well-known accomplishments. It’s about recognizing the individual behind the façade.
Politicians, who are in a perpetual state of self-promotion, understand the value of creating these personal connections. To grasp what motivates people and tailor their promises effectively, they employ the next super sales technique known as “Eyeball Selling.”