Give a Little of Yourself Back
After they share something, share something of similar size about yourself, then pass the turn back.
A meta-analysis across many studies found people who disclose are liked more and people disclose more to those they like.
Why it works
Matching disclosure makes it a two-way exchange. Only asking questions keeps you a stranger; only talking about yourself tires them.
How to do it
- Match the size: small for small, bigger for bigger.
- Keep your share shorter than theirs.
- Link it to what they said.
- End with a question back.
What to say
Same with me. My first plant visit, I got lost in the cold store. What was yours like?
I struggled with that too when I started my firm. How did you handle it?
Avoid
Topping their story with a bigger one. It takes the moment away from them.
Example
When a seed company manager said her father was a farmer in Vidarbha, Devendra mentioned his own family farm, then asked what crops hers grew. She opened up about why she joined the industry.
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