Evening star. [volume] (Washington, D.C.) 1854-1972, 1899-10-25
WASHINGTON. d. C.
WHATS IN A NAMEf
1T Sounds Well when spoken by an
Entire Stranger.

Entire Stranger.
From the Kansas City Star
1t is a wise and successful politician who
does not forget the names Of his constitu-
ents. 1t is q weakness that men have TO
like to hear their names spoken by stran-
gers. 1t gives them a sense Of their imp1r-
tance. The play upon this weakness has
raised many man above the station in
which his natural abilities would otherwise
place him. OF course, even while a man
may know that the person who speaks his
name only does it for purpose, and knows,
Furthermore, that the man understands that
ii is only piece of flattery, still il is pleas
ant.
When a man takes a seat in the dining
room Of a hotel and the waiter comes up
TO him, bowling and smiling, and says:
What will you have for lunch today Mis-
tab Jones, sah?' Jones feels fattered, al
though there is no particular reason why
he should This waiter has seen him he
fore and heard some one call him Jones.
and has remembered II. That is the sort
of waiter that gets tipped quarter
half dollar. And he has made Jones' din
ner taste better and digest better for mis-
little bit of obvious fiattcry.
When a man goes travelling and pulls up
in front of q Pullman car at the depot II
does his heart good to have the porter
take his bag. saying at the same time.
Coin up to Chicago. Mr.. Brown Brown
replies cheerfully that he is, and looks
around to see the effect of the porter's
question on his fellow-travelers. lie re-
members 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 saw on tat inter-
eStlng piece Of paper. He holds his head a
little higher and throws out his chest and
tries to look like the general manager Of
a railroad.
But when the train conductor comes
around and says: How do you do, Mr..
TR.1r II,
night?" in the hearing Of car fun of pco-
pie, Browns heart near bursts vita joy aud
pride The conductor also remembers the
name from the previous pass 3nU when he
sees that Brown only carries a ticket this
time his cheerful familiarity falls OF a
shade or two. much TO Browns disgust. Il
is quite the proper thing for CONDUCTORS and
pOrters to remember your name aud caG il
when you come aboard. IT makes YOU feel
very important and helps the rod I, for You
cannot but feel friendly to 4 concern IN
which you are important enough 10 bc re-
membered and called by name.
The book agents understand the value Of
knowing mans name and calling him by
it. In the confessions Of a woman who was
once a very successful book agent she
said.
Il never lost a sale after discovered the
potency Of knowing and using a mans
name when addressing him. But Il Is fatal
when you pick out the man VINO does not
own the name, or il you ask some one in
his hearing Which is Mr.. Smith?
When l wanted to sell a man a book /
learned his name and identified him with IT,
Then l approached him and said: Mr
Smith. was recommended to come to you
and show you book ] have, and which I
am offering to only three of the leading
lawyers Mr.. Smith is lawyer, You
know. If he had been a shoe dealer /
should have submitted that for lawyer. I
understand, Mr.. Smith, that you have one
of the best and most interesting and unique
libraries in town. and 1 know that after
I1NT. Il
to leave it out Of your fine collection
Smith probably has about ten books but Il
is a library to him, and he is seldom honest
enough TO let you go away with the ruth.
SO. If you manage il properly. you will land
Smith. At all events, it is your own fault
if you do not, because you have got his at
tention and respect and interest by calling
him by his name. instead of having to ask
him what IL is. This is m old trick but il
works nine times out Of ten. 1t would
seem that all men must Know Il by this
time, but whether they do OF not. and 40
matter how often il has been worked on
them. they always bite when the bat IS
. thrown TO them again. | like 10 be called
by my name myself when some one, a
stranger. drops in on me. l believe Ia buy
book myself if book agent were To walk
in and say: Miss Connor I was racum-
mended. etc and I've been in the business
That's the secret of the whole thing"
How good it makes an unimportaut per
son feel when he goes into a shop to buy
something, and the clerk in addressing him
uses his name. That clerk has made ID firm
customer for the place. and has laid one
more stone in the edifice of his success IL
a clerk or floor walker wants to make
success. he should begin by learning the
names of all those who come To the store.
and use them whenever he can.
A man once went to London. He was 4
good. sensible American chap. and above
small batteries. He was a good ''jollier'
himself. and knew the value Of small at
tentlons. When he stepped from the train
in London q cabman stepped up to Kim,
and, touching his hat very deferentiaIiy he
said, cab, Mr.. ROBINSON Robinson
nearly blew the top of his own head on he
was so suddenly swelled with his import
ance.
Good heavens" thought he. How in
the world could a London cabman know
my name, or was it merely lucky guess?''
Then he thought more about it while the
cabman loaded his baggage into the vehicle
and drove away. Robinson looked at his
baggage on the seat in front OF him and.
10. upon the end of his bag was pain,c in
nice, legible letters, Nv. T. Robinson" The
cabman had read the name, Of course, aid
used ii in getting a customer. And when
Robinson paid him and threw in an ey ira
shilling or two for his cleyerness the cab
man again touched his hat and said
Thank We, me lud." This nearly finished
Robinson. although the obvious flattorv ~
me lud" had not nearly as much effect on
him as had the mere mention of his name,
stranger as he was in London
But II Is the truth that a man likes 10 be
called by his name where re least expects
to hear il, for II shows that he is better
known than he thought. 1t is a weakness
of mankind, be he laborer or peer