ASTD
MPI

Several years ago, Max Gunther authored a book entitled, "The Luck Factor"  For twenty years, he researched and studied successful people on all levels and from many walks of life. His objective was to determine whether there is truly such a thing as "luck."

What his research proved, was it wasn't so much the "luck" factor that gave them their success, but it was more due to the fact that an overwhelming majority of those he studied possessed the "Like Factor."   He found that people who were friendly, outgoing, and had a great sense of humor had the odds in their favor to achieve success in both their business lives and personal lives.

In Gunther's words, "These people make themselves known to many other people, usually without thinking about it. They're gregarious. They go out of their way to be friendly. They talk to strangers, and are joyous meeters and greeters.

They start conversations. The guy who sells them their newspaper is more than just a face."

He compares people we may consider as "lucky," to a spider. "A spider strings many lines to catch passing flies and the bigger her web, the better she eats.  So it is with those who would catch good luck.  In general. . .the luckiest men and women are those who have taken the trouble to form a great many friendly contacts with others."

If you are in sales, you know for certain that sales success is never only due the brilliance of your sales presentation or your gift of gab.  Great sales trainers will tell you the customer is not always buying your product or service, more often they're buying YOU.  It's your personality and how you conduct yourself that becomes a major factor in the buying decision. You must possess the "Like Factor" to influence customers to BUY.

Remember to follow the example of the spider and spin your web strong. The bigger you spin it, the more chances you'll have to catch customers' orders! Look at a spider's sticky web and remember that good old fashioned "stick-to-itiveness" too. Stick to making those sales calls and striving to get their business. Work hard at developing mutually beneficial relationships and reinforce your "likeability" with every customer encounter. 

Success as a entrepreneur, executive, manager, supervisor, foreman, or team leader, is not only due to the brilliance of your strategic planning, your ability to communicate your vision, and your level of expertise.  It has to do with your ability to keep your people motivated and influence them to follow your lead. Here again, the Like Factor comes into play.  If you are a great person to work with (notice I said WITH not FOR) and your employees LIKE you, you'll be "lucky" and successful at what you do. Remember the Number One cause for job dissatisfaction in America today is working for a bad boss. If you possess the "Like Factor," the odds are in your favor that your people will be productive and want to perform for you. 

Whatever job position you hold, and whatever you wish to accomplish in life, below are ten ways you can begin right now, today to increase your likeability.

1. Go out of your way to say hello and to greet people.  Make sure you ignore no one. Make a conscious effort to be more outgoing. Extend a firm handshake when you do, and call people by their name.

2. Focus on the positive in everyone you encounter and make positive comments. In doing so, you'll bring out the best in them, and make them feel good about themselves.

3. Master the art of being "YOU FOCUSED." Be sensitive to others.  Make it a habit to ask people questions about themselves, their jobs, their families, and their hobbies. You'll make them feel that you CARE about them. Ask for their opinions and ideas. You'll make them feel important. 

4.  Display class and professionalism at all times. Be ethical, honest, and upfront. Remember your manners, appearance, and social skills too. People will judge you in a negative way if you don't stay on your toes in those areas.

5.  Say these words or phrases at least ten times a day. "I appreciate..." "Thank you for..." "My pleasure." "Please" "Would you be so kind." Ask this question often: "Is there anything I can do for you?" Ask this one at least ten times a day in your daily interaction with others:  "How are you?"

6.  Maintain a good sense of humor and laugh a lot. Each time you laugh, you put a surge of POSITIVE ENERGY into your body.  Everyone loves a person with a hearty laugh.  And   Smile a lot. You'll make others smile too.

7.  Be compassionate and considerate of others at all times. Deliver unexpected kindnesses and courtesies. Small things can mean a lot.

8.  Develop the ability to put yourself in their position, and communicate from their perspective--"What's important to you about this project?"

9.  Maintain eye contact and LISTEN. Give people your undivided attention. One of the greatest gifts you can give to others is rapt attention.

10. Give everyone in your business and personal life, especially your children, the precious gift every human being deserves:  the gift of self esteem.

Christine Corelli is an international business speaker who speaks from EXPERIENCE, not textbook theory, and is the author of "Wake Up and Smell the Competition - They're Closer Than You Think"  - How to Compete and Win in Today's Real World" . For information on her speaking and training programs call 352-438-0261 ChristineCorelli@ExpertSpeaker.com   www.ExpertSpeaker.com/Speakers/corelli.htm
                                                             ExpertMagazine.com 

Send this article to others

Reader feedback

top of page

All articles & website © 1999-2002 Expert Magazine