I made a similar observation in my new book on page 26:
[INDENT]"[I]How, though, can you make them like you even MORE within the first 5 minutes of meeting you? Simple. Just start a conversation about their favourite subject: Them.
If they are a Commercial client, ask them about their priorities, their challenges, their feats of tremendously impressive business strength! Talk about them, and ask them about what they care about in the context of their workplace, and how your services could help them solve their problems more efficiently and effectively.
If they are a Residential client, this is a little easier, and the same principle holds true. Ask them about them too! Comment on their beautiful home, or, even better - their incredible view! Ask them how they like the neighbourhood, and how long they’ve lived there, and look for more things that are sincerely interesting about them, and ask some sincere questions.
And, again – this may sound simplistic, but I guarantee that if you stay focused on them with the conversation, that within only 5 minutes you are going to be their new favorite person, and they are going to be telling their neighbours, their family members, and their workmates about the “wonderful window cleaning man/woman that they met this morning”...all because you maintained a sincere interest on their favorite subject: Them.[/I]"[/INDENT]