ESTABLISH CONTACT THROUGH DEVICES AT YOUR COMMAND---
FOUR MAJOR STEPS FOR GETTING THROUGH TO PEOPLE 


(1) ENTHUSIASM----------

IF YOU ARE NOT GETTING THROUGH TO PEOPLE ----------- if the 
face or faces before you remain blank----then turn on your 
enthusiasm! Be dramatic! Touch on your listener's 
sensitivity areas. Touch those magic buttons of his wants 
and make him come alive with interest in what you have to 
say.
You will not only feel the result of your persuasion on 
people. You will feel it as well. The moment you walk 
across that bridge of words into the live of people you 
will have created directional control. You will have 
established rapport.
Make a precise effort to reach into people's minds if you 
would talk your way to success. Step up the forward-thrust 
of the words you use. I repeat, let people know that you 
understand their wants, their desires, their viewpoints. 
Let them know that you like them and their desires, their 
viewpoints. Let them know that you like them and that you 
have a sympathetic understanding of their needs. Be 
enthusiastic in doing it and you will get through to people 
every time.
(2)VISUAL AIDS--------

maybe you are no Cicero or Demosthenes, no William Jennings 
Bryan or Clarence Darrow, but you can still use the tricks 
of their trade. Use visual gimmicks to  supplement your 
oral argument.add another gun to your armament .tie your 
charts, your displays, your chalk--talks in with his wants. 
What does he want; security, a job , food, clothing, peace 
of mind?then try to answer his wants. He needs it! He 
listens to you and watches you, hoping that you have the 
key to answering his problems. He is already hoping you can 
fill his need. 

(3)TAKE ACTION--------

make your listeners want to take action. Tell them they 
have something to gain from what you have to say or sell. 
Appeal to their sense of values and sense of reason as 
well. Appeal to that which they want most. Deliberately 
outline the benefits they will get. Let them see how they 
will profit how they can get satisfaction and pleasure, how 
they will achieve distinction  and be satisfied. Help them 
step up their self-- respect and personal pride. Maintain 
their dignity and hand-feed the right words into them just 
as deliberately as a surgeon prepares a surgical field. Get 
your listener receptive and the moment he is receptive he 
will act under your directional control. Through the living 
force of words you will have created a rudder to divert his 
life. 

(4) PLAY IT SMART----------

anyone can flip a switch to turn on an electric light but 
it taks more than a flip to turn people on. To get the 
support of people, to get their cooperation, to talk your 
way to success, you have to inspire and maintain action. 
You have to get the listener to move in the direction 
requested. How persuasively you activate your audience 
determines how successfully you get through to it. It 
depends on eliciting interest, stepping up wants and 
getting a response, and this is playing it smart.every time 
you open your mouth to speak you are a salesman. 
The "pitch" is on. The "sell"begins the moment another 
person comes into view, or you go out on a stage. He's your 
prospect, so express interest in him. Once he picks up your 
interest in him he will come your way. That's when you play 
it smart and tell him what to do. You've used the social 
color of words to influence him.