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Make it Easy for Them to Remember Your Name
Developing new business is always a challenge. Bob Weiss advises that a simple gesture may make the difference between a forgotten exchange and the beginning of a successful relationship.
I met a university chancellor during a business meeting last week. As I shook his hand I said my name in introduction and handed him my card. He said “hello” in return-and not a word more.
This was the first time we’d met. I knew his name, first and last, but by failing to introduce himself to me I had no idea how to address him during the meeting. (Is he Robert, Bob or Bobby?) Nor did I know how to address a note thanking him for taking the time to meet with us. (So, we had to call his office afterward and get all of that information. Business cards weren’t part of his meeting repertoire either.)
Perhaps a university chancellor can get away with doing this because so many people are seeking the time and favor of a chief executive. However, a lawyer, accountant or any other professional who depends on word-of-mouth referrals simply cannot.
So always say your name clearly and slowly when meeting people, even those you have met once or twice before. And introduce yourself this way: “Good morning, I’m Bob (pause) Bob Weiss.”
Repeating your first name increases the likelihood those with whom you are developing relationships will commit it to memory. And after meeting someone for the first time, send them a short personal note. 
- Bob Weiss is president of Alyn-Weiss and Associates, Inc., a Denver-based marketing consulting group which has worked with both corporate, transactional and defense firms and contingent fee practices nationwide for more than 20 years.
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