Always Make Them Want You — by Dan Lynn
By Dan Lynn
I had a great boss, Brad Smith, who gave me advice I've used ever since: always make them want you.
Going on an interview for a job you're not sure you want? Make them want to hire you anyway. Meeting a vendor you'll probably never use? Make them want to work with you anyway. Whatever the room, be at your best and sell why you — or your company — are great.
The reason is simple: it puts you in control. When they want you, you're the one who gets to choose. You can always say no. But there's a big difference between turning something down and getting turned down — and you want to be on the right side of that every single time.
It also keeps every door open. People move around, situations change, and reputations travel. The "no thanks" of today can become the perfect opportunity two years from now.
So no matter what: always make them want you.
Questions this Key Learning answers
How do I approach an interview for a job I may not want?
The author’s advice is to make them want to hire you anyway. Being at your best and showing why you are a strong candidate preserves the choice: if an offer follows, turning it down remains an option. As Dan Lynn puts it, there is a meaningful difference between choosing to say no and getting turned down.
Should I try to impress someone I may never work with?
Yes, the author argues that every professional encounter deserves a strong impression, including meetings with vendors or partners who seem unlikely to matter now. People move, circumstances change, and reputations travel. Our analysis adds that even brief professional connections can become bridges to opportunities that neither side could foresee at the time.
Why is being wanted better than simply getting an immediate yes?
The goal is not to win every opportunity but to earn the ability to choose. When others want to hire or work with someone, that person can still say no while keeping the door open. Our analysis describes this as practical leverage: credible alternatives reduce the power of any single outcome and create greater freedom of action later.