The Seattle post-intelligencer. [volume] (Seattle, Wash. Terr. [Wash.]) 1888-1914, 1899-11-18
4 GREAT DEAL N 4 NAnE
1T SOUNDS WE'LL WHEN SPOKEN ny
A STRANGER.
wen Like to he Addressed by Their
Names-lt Plays Upon Their yaa-
tty. ard the Weakness In Known
TO Politicians and Confidence Men

1t is wise and successful politician who
does not forget she names Of his sorsti-
iuents- II Is weakness that men have 10
IKE 10 near their names spoken by strang-
ers. II gives them a sense Of their import
ance. The play upon this weakness mas
raised many "A man above the station in
which his natural abilities would otherwise
place aim. OF course. even while man
may know that the person who speaks mis-
name only does II for a purpose, and
knows, furthermore. that tire man under
stands that II Is oaiy a piece Of naftery
sIill IL is pleasant
When man takes sea. In tire dining
room OF q hoiet and the waiter comes up
TO him. bowling and smiling. and says.
What win you have for hsach today,
Msstah Jones. sahr' Jones feels fattered
although there is no particular reason why
be should. This walter has seen him he-
fore and heard some one cali him Jones',
and has remembered ii. That Is the sort OF
waiter that gets tipped a quarter or half
daiiar. And he has made Jones dinner taste
better and digest better for his little bit 1t
obvious fsattsry.
When man goes travelling and pulls up
in front of Pullman car az the depot i,
does his heart good 10 have the porter take
his bag, saying al the same time. Coin up
to Chicago. Mr.. Brownf' Brown replies
cheerfully that he is. and locks around 10
see the effect of the porters question on his
feIlow travellers de remembers the porter
as the one who was on the train the only
time he ever travelled on a pass and he
knows the porter has not forgotten the
name he say on that interesting piece OF
paper He holds his head little higher
and throws out his chest and tries to look
like the general manager of q railroad
But when the train conductor comes
around and says: How do you do, Mr..
Brown? Going up TO Chicago with us to-
night?' in the hearing OF car full OF
people. Browns heart near bursts with
joy and pride. The conductor also remem-
beers the name from the previous pass. and
when he sees that Brown only carries a
ticket this time his cheerful familiarity falls
off a shade or two, much to Browns dis
gust. 1t Is quite the proper thing for con-
duciors and porters TO remember your name
and call 1t when you come aboard. II makes
you Eel! very important and helps the road,
for you cannot but feel friendly TO a con-
Germ in which you are important enough 10
be remembered and called by name.
The book agents understand the value
of knowing a mans name and calling him
by it, In the confessions of woman who
was once a very successful book agent, she
said:
II never lost sale after / discovered
the potency of knowing and using mans
name when addressing him. But IT Is
fatal when you pick out the man who does
not own the name. or TX you ask some one
in his hearing. Which is Mr.. SMITH
When ! wanted to sell man book
learned his name and Identified him with
Ii. Then ! approached him and said: Mr..
Smith, / was recommended to come to you
and show you a book have and which
am offering to only three of the leading
lawyers Smith Is a lawyer, you know.
II he had been shoe dealer l should have
substituted that for lawyer. I under
stand. Mr.. Smith. that you have one of the
best and most interesting and unique
libraries In town. and | know that after
YOU have seen my book you cannot AFFORD
To leave II out of your fine collection
Smith probably has about ten hooks, but II
is a library 10 him. and he IL seldom honest
enough TO let you go away with the truth.
So, II you manage Ii properly. you VIII
land Smith. At all events, IL Is your own
fault If you do not, because you have got
his attention and respect and interest by
calling him by his name, instead of having
TO ask him what IL IS. This is an cid
trick. but Il works nine times out Of tsn
II would seem that all men must know it
by this time, but whether they do or not
aud no matter how often II has been work
ed on them, they always bite when the
bait Ia thrown TO them again | like to
he called by my name myself when some
one. a stranger. drops in on me. I believe
Ia buy book myself IL a book agent
were 10 walk IN and say Miss Conner. l
was recommended. ETC. ard I've been in
the business. That's the secret OF tha
whole thing"
How good it makes an unimportant per-
son feel when he goes into shop 10 buy
something and the clerk In addressing him
uses his name. That clerk has made firm
customer for the place. and has laid one
more stone in the edifice OF his success.
If a clerk or fcorwaiker wants 10 make
q success he should begin by learning the
names of all those who come to the stofe
and use them whenever he can.
4 man once went 20 London. He was a
good, sensible American chap and above
small batteries He was q good 'tollier''
himself. AMI knew the vaiue Of small at
tsnsions When he stepped from the train
in London "A cahuan STEPPED up To him,
ard, touching bis hat very deferentially.
he said: Gao. Mr.. Robinson" Robinson
nearly blew the top af his own head OF
ne was SO suddenly swelled with his i'm
porianee.
Good heavens thought he How in
the world couid London cahman know
nay name. or was IL merely lucky guess?''
Then ne thought more about Il while tf3e
ca AMMAN loaded hts baggage on tho xeat IN
front of him. and. 10, upon the end 81 his
bag was painted In nice. legtlsie letters.
'tW. r Robinson" TIE ca8uan had read
the name % course. and used II in getting
a customer. And when Robinson paid him
and threw in an extra sailing or two for
his ciAwerness. the eahFnan again touched
his nat ard said. Thank ye. me iua.' This
nearfy anashea Robinson. although shs OBJ
vf1us fsattery Of ''me lid had not nearly
AZ much effect Oh ElfTn rs had the mere
mention ~ his name, stranger rs he was
n London.
But IL Is the truth that man likes 70 be
called by his mans where ne least expects
TO hear IL. for tt shows thar he IL batter
knnwr than nc thnMgh'. L = 4 weakaess