The Approachability Balance

Approachability means a lot. It allows people to let down their guards for just a moment and explore the possibility that you might be able to help them improve their lives. Too much, however, and it's over. There is a balance between approachability and aloofness. Research has shown in terms of consultants that the less friendly, the higher the perceived value. Why is it that the human need for connection becomes overshadowed by the business sense of distance?