We’ve all had that moment when you make a connection, your patrons’ eyes light up and they have an “aha” moment. As a data management services librarian, I have had many conversations with researchers who are in search of that moment. However, too often the conversation starts in a negative place, making it harder for researchers to hear my message. At a recent workshop, one faculty member stated that he didn’t believe in “all that altruistic stuff.” However, by the end, he looked up from his phone at the idea that he could get credit for sharing data, just like he gets credit for his other scholarship. The spark in his eyes indicated that he had at least started to listen.