I recall an office boy who was always ready to perform little extra services.  He held his employer’s overcoat one day, and the boss rather absent-mindedly handed him a tip.  The boy shook his head and declined the dime.

“I didn’t do that for a tip.  You always treat me fine, and I just like to show you I appreciate it.”

The boy’s heart had spoken, and the employer’s heart responded at once with an especial liking for the lad.  The seed of personal interest having been planted in the heart of the president, his liking grew.  The boy was advanced to better and better positions.  He made good on his merits, but he was helped very much because his employer wanted him to succeed.

[Sidenote:  The Common Heart of Man]

Reference has previously been made to the fundamental likeness of all men at heart and to their differences in mind.  Send out with your voice an appeal to only the minds of your audience—­read a table of statistics, for example—­and it will affect all your hearers differently, depending on the mental characteristics of each individual.  But tell a story of great courage, of self-sacrifice, of love—­the same fundamental effect will be produced on all the hearts in the audience; though, of course, the various individuals will respond with different degrees of emotional intensity.

As has been said before, in order to look into the heart of another man you need but see clearly into your own.  There you will find all the emotions of human nature, no matter how you may differ from other men in mentality.  Hence if you would prompt the heart of another man to want your services, just do the things he would need to do to win your liking for him.  Imagine the cases reversed, and be guided in your selling process by what you see.

[Sidenote:  Popular Men]

To look at this step from another angle—­if you would be likable, you must find other men likable.  If you like people only within a limited range, you will similarly narrow your own likableness.  If, however, you genuinely like all men—­like them for their faults and frailties as well as for their merits—­you will appeal to the intuitive heart of any other man.  You will draw out his liking for you because the magnetic power of your own heart will not be restricted to pulling your way the friendly feelings of only a few people.  Instead, you will be a “popular” man, a man who is generally well liked.

You meet certain men whom you like at sight.  You desire further acquaintance, or friendship with them.  But these men have not prepared themselves to suit you in particular.  Most other people who meet them have the same feeling toward them that you experience.  The men you like at sight, and who make friends wherever they go have developed in themselves feelings of friendliness for all men.  As like breeds like, liking draws liking.