Oddly enough, name dropping can work.
Studies have shown over and over that most of us are unconsciously swayed by authority figures and celebrities. If done correctly, you can persuade or impress with tactful name dropping.
One interesting study involves college students in Australia.
Researchers took one man, who was about 5-foot-10, into five different classrooms. In one class, he was introduced as an observer. In a second class, as an administrator. In a third class, as a research assistant. In a fourth class, as a new professor. And in the fifth class, as a famous professor from another university.
In other words, same guy – five different descriptions.
The next day, researchers asked the students to guess how tall the man was. In the first three classrooms, the average was pretty close to the man's actual height. But the students who believed him to be a new professor thought he was six feet tall. And the students who were told he was famous estimated his height at 6-foot-2.
This study showed how someone can 'grow' in people's eyes when he is notable or famous.
If you have an association with a notable individual and selectively drop that information into your "pitch," you might be pleasantly surprised by how the other person reacts. If the person you're trying to impress is like most of us, he/she will think you "taller" because of your relationship with the well-known individual.
Be careful to not go too far, however. At some point, people see this tactic as transparent. You don't want to develop a reputation as a "name dropper."
The objective is a discriminate and subtle reference to a relationship that adds glow to you and what you do.
Read more about networking, or check out the work-in-progress book 'Street Smarts 101: Lessons Textbooks Miss.'
You can also find out more about the book The Skinny On Networking.
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