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Inspiration

What was your name again?

e've all experienced it. We encounter some- What to do when memory fails
one we met recently at a networking event
or meeting, but can't remember the person's In some situations, for example, when you're introduced
W name. People tend to chalk this off to poor to dozens of people at a networking event, it may not be
memory, but inability to recall someone's name most likely possible to recall the name of everyone you meet, despite
indicates lack of interest, not lack of brain ability, according employing the best techniques for doing so. Or sometimes,
to research conducted at Kansas State University. you may be under the weather or distracted by something
important, which impairs your ability to pay attention. Not
"Some people, perhaps those who are more socially aware, to worry, here are a few things to try when you are face to
are just more interested in people, more interested in face with someone whose name you cannot recall:
relationships," said Richard Harris, Professor of Psychology • Ask the person for a business card.
at the university. "They would be more motivated to • Ask the individual to enter his or her phone number
remember somebody's name."
in your phone.
As ISOs, merchant level salespeople (MLSs) and others • Ask how to spell the person's name (and write it
making a living in the payments industry, we are among down).
those who are highly motivated to remember names, yet • Ask the person for his or her preferred nickname.
some of us fall back on the old excuse: I'm no good with
names. • Remind the individual of your name first, and
then ask for his or hers. For example, you could
Techniques for remembering say, "It is delightful to see you again. My name is
___________. What is your name again?"
In Good Selling! SM: The Basics, Paul H. Green encourages
MLSs not to fall back on excuses and offers the following • Wait for the conversation to end and ask a friend
tips for enhancing memory when meeting new people: for the person's name.
• Stay focused during introductions. Don't let • Suggest you compare driver's license photos or
your attention wander when you are being some other activity in which names would be
introduced. Make direct eye contact with the revealed as a matter of course.
person you're meeting and treat them as though • Fess up and admit you forgot the person's name.
they are the most important person in the room.
They might be! All in all, it's what you do once you get past this awkward
• Listen carefully to the name and repeat it moment that will make all the difference. Express genuine
immediately. Verbal repetition will reinforce the interest in the people you're greeting, make them feel good
new name, allow you to rehearse it, and give you about themselves, and they'll remember that, not your
a simple way to clarify difficult pronunciations. initial inability to remember their names.
• Create a correspondence. Thinking of a favorite
friend, relative or famous personality with the
same name will give you a memory jogger.
• Use the name. Throughout your conversation,
say the name often. Using the prospect's name Kate Gillespie, President and CEO
builds rapport and strengthens your memory.

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