[Sidenote:  Service Value is Appreciated]

You have revealed to your prospect a lack in his business, and have pictured yourself filling it to his satisfaction.  You have done him a double service.  It is human nature to appreciate such a genuine service, and to want more like it.  The first service is accepted with appreciation, but when the square man wants more he makes a move to get it, and expects to pay for it.  As soon as you have shown the lack and your ability to fill it, and have pictured yourself “on the job,” it will be natural for your prospect to want you there in fact.

The colored porter who washed the windows and scrubbed floors in the general offices of a manufacturing corporation was ambitious to rise in the social scale and to earn a larger salary.  One evening he went to the private office of the president, and presented for sale an idea of his capability for a different job.

[Sidenote:  Official Welcomer Wanted]

“Boss,” he began, “You-all ain’t got nobody dere to de front doah to make folks feel welcome-like when dey comes in heah.  Down in Virginny my ol’ gran-pap useter weah a dress suit ever’ day an’ jist Stan’ in de front hall of his ol’ massa’s house, a-waitin’ to bow an’ smile to comp’ny whad’d come in.  If you’ll jist rent me one o’ dem dar suits, Boss, I could stan’ out in the front office an’ make folks feel we wuz glad to see ‘um, lak’ mah gran’pap did.  When ennybody comes heah now, dey ain’t nobody pays much ’tention to ’um.  You’d orter git somebody on dat job, Boss; an’ I reckon I’m jist ’bout cut out foh it, suh.”

The colored man compelled attention by presenting himself at the door of the sanctum.  He induced interest in his proposal.  Then, in addition, he pointed out a lack and that he could fill it.  Immediately the president visioned the old darkey as an official welcomer, and wanted him. He reached right out for the service offered.  The sale was closed at once, and the colored man shone in his new glories within a week.

[Sidenote:  Conflict of Heart and Mind]

Often a man desires with his heart things that his mind does not approve.  Therefore when you work to get yourself wanted, appeal to the heart of your prospect, rather than to his mind.  Then if his mind raises objections to his desire for your services, your mind at a later stage of the selling process will overcome or get around his mental opposition.  When the time for that step arrives, his heart will already have been won as your ally, and will help you dispose of the objections his mind has raised.

[Sidenote:  Get Yourself Liked]

As a preliminary to getting yourself wanted, get yourself liked.  Make such an impression, do and say such things, as will draw out of the heart of your prospect a friendly feeling for you.  You know of people who have been boosted to notable successes because influential men took personal interest in their advancement.