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There are many things we can spend time and effort on to improve. There is, though, one thing that will distinguish you from everyone else. It’s you! It’s your ability to connect with others. You are your greatest asset.

People do business with people they like. Yes, some may debunk that idea. There are always exceptions to rules. What we are discussing is that competitive advantage. That comes down to you, and whether or not you are liked by the person you are dealing with. At worst, it’s a great place to start.

As an example, how often has your dinner out been less than satisfying because you didn’t like the server? Have you said you won’t go back to a certain store because of the way you were reated? The opposite can be true. We might pay a little more for a product or service because we like the people who work there. Banks call it “relationship banking”.

All of this applies to us as individuals. Recognize that it is a learnable skill. Start off by considering what is the most important sound someone can hear. It’s the sound that will grab their attention, get them to stop in their tracks and look you in the eye. It’s the sound, that when you say it after not seeing them for some time, will let them know you care about them. It seemingly can be heard by them from across a crowded room.

It is the sound of their own name. That sound separates them from everyone else. With that in mind, the question is, what are we doing about it? Are we in the practice of making the effort to remember people’s names? Or do we just resign ourselves to calling everyone ‘Bud’, ‘Big Guy’, ‘Hon’,’ Hey you’?

That being said, why not get in the practice of remembering names? It starts with a mental attitude. What I mean by that is, knowing the importance of doing so. We have no problem recalling our friend’s names. That’s because we took an interest in them, got to know them and care for them. Make it a point, therefore, to connect with the person you are meeting. It’s not fake or over the top. It must be genuine. A friend of mine who has been a trainer for years, Gary Castellano, say’s “If you are in sales and you don’t like people, you need to get out of sales and find a job you love”.

Take an interest in the person who is standing in front of you regardless if you have 20 seconds or 20 minutes. The second part of the equation is to LISTEN to the name. Is this the easiest step? Maybe, maybe not. It IS the shortest step. It only takes a couple of seconds. Discipline yourself to listen and think only about that key information you need to know – their name!

Unfortunately, we think about everything but that. We think about their clothing, jewelry, hair (or in my case – lack of), what they are going to say, what we are going to say. In other words, we are not paying attention to the identifying mark of who they are, their name.

Making an effort shows you care, and it will automatically make you better at this. Not doing this will put you in the position of that embarrassing situation when you’re having a conversation with someone whom you should know, but not having a clue what his or her name is. Painful! Why not start making the effort to eliminate this costly situation.

A little effort goes a long way in separating yourself from others in the industry. The greatest asset you have is yourself. Make the time, and put the effort into improving yourself every day. Remember the names of your clients and industry -related connections. It will pay you back countless ways.