How to Remember the Names of Business Contacts
Improved Memory Enhances Business Networking and Profitability
Dec 16, 2008
People commonly assert that they are terrible at remembering names, which is why it is a competitive advantage to recall them. There is no sweeter music to a person’s ears than his or her own name, but few business networkers have mastered the memory game. They are prevented by a combination of bad listening, poor memory association skills, and a belief that remembering names is very difficult. The person who knows everyone in the room becomes the power broker, a very useful position for business.
Names Don’t Remember Themselves
Most introductions fail because the person didn’t hear the name properly in the first place. At networking events name tags minimize the discomfort, but a proper introduction makes recalling the person’s name much easier.
- Shake hands while saying the person’s name aloud.
- Ask for the name again if it wasn’t heard properly the first time. Don’t be embarrassed, it really happens all the time.
- Make eye contact during the introduction and study the person’s features.
- Use the name three times during the first conversation.
- Write the name down on the back of their business card as soon as possible.
Writing down the name is another form of repetition, and using the person’s own business card reinforces it. Write down a short phrase as well, giving a reason to contact the person again.
Use Visual Cues
Business networker Tom Weber warns that “...memory works through image, action, and emotion.” He suggests anchoring names to visual cues, such as:
- Facial features
- Names of companions
- Mental images that rhyme with the person’s identity
However, Weber cautions that some memory anchors can shift. Associate a person with a companion may make it difficult to remember that individual when alone, for example. Hair and clothing are usually bad associations for this reason.
Audible Name Games
Names can also be associated with words, particularly ones that rhyme or are linked to that person’s profession. Weber gives the example of associating Barbara with barbed wire. One might encounter Patrick the PC guy, mortgage commitment Monica, or Vic the Volvo mechanic at a business card exchange. Executive coach Chris Witt links the audio and visual cues in his name association tips; however, it’s best to keep these tricks private: Martin Peck doesn’t need to know he’s a pain in the neck for his name to be remembered.
People are more likely to do business with those they know, like and trust. Remembering the names of business contacts makes it that much easier to know them.
