[Sidenote:  Artificial Methods Never Deceive The Heart]

If you try to develop particular traits, only because you believe they will attract other men to you, you will not make your nature likable.  Such artificial methods of making yourself attractive never deceive heart intuitions.  You will not become popular by proceeding selfishly.  But if you develop within yourself a heartfelt interest in your fellow men, if you are full of genuine desire to serve them with your friendship, you will attract the liking of nearly all the people you meet.  They will want to know you better and to be your friends.

[Sidenote:  No Insulation Against Human Magnetism]

There is “no sich critter” as a natural grouch.  A man who has that reputation is repressing his natural emotions—­that is all.  He does not express his true feelings.  He attempts to deny that he has them. But they are inside him, and you can pull them toward you if you bring your likableness to bear upon his heart.  He will feel the tug, and will be drawn to you by your magnetic power. There is no insulation that can prevent the pull of human magnetism.  So treat the crab with a feeling of real liking for the human nature inside, and don’t be discouraged by his shell.  Be more than ordinarily likable when you have to deal with a surly prospect.  Exert all the magnetism you have.  He will feel drawn to you.  You will get yourself wanted.

J. Pierpont Morgan, Senior, was noted for being unapproachable.  But it is said that he took a great liking to a certain newsboy who never acted afraid of him and who treated him as an ordinary mortal.  This gamin always had a cheery word for everybody.  That he made no exception in Mr. Morgan’s case won the heart of the austere financier, who helped the boy to get an education and to start in business.

[Sidenote:  Do Not Over-sell Likability]

The emphasis placed on the importance of likableness as the principal factor in getting yourself wanted may have made you forget the primary necessity of showing your prospect a real lack in his business, and that you are capable of filling it.  It is possible to attract an employer’s liking for you, whether he has a place for you or not.  But his liking will do you no good unless you can also make him see he has a need for you.

Success is not to be won by getting in where you are not wanted, however likable you may be.  You must sell the idea of your service value as well as the ideas that your services would be liked.  You cannot over-develop the quality of likableness, but you can over-sell it, to the detriment of your own best interest.

[Sidenote:  A Winning Personality Sometimes Fails]