The Power of Using Names

To aspiring leaders.

As I reflect on the impact that the late, great John Caldon had on me, I can hear his voice addressing me thus:

“And what does Adam think about that?”
“Ahh, that’s very good Adam, that’s a great result.”
“Gee, Adam, you’re right – I didn’t think of that!”

What’s unusual about these statements?

Other than the courtesy and encouragement he almost always conveyed, John often used a person’s name when speaking to them. And I don’t mean just “regular often”, I mean “unusually often”.

Most of us use a person’s name at the beginning and at the end of a meeting. Other than that, we rarely use their name when we address them – we tend only to look in their direction.

John by contrast used a person’s name once every 3-4 sentences.

When you use a person’s name, your message is made instantly more personal and more persuasive.

Think of all the business leaders you find charismatic and endearing. My guess is they have all discovered the subtle, secret power of names.