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NJJ Inner circle 6437 Posts |
Most of the tradeshow 'pitches' I have seen (i.e. using magic AS a salespitch for a product) have been pretty lame and usually do little to acutally SELL the product in question.
Of course, whilst most good trade show works try and bring in crowds rather then actually doing the sales what is the BEST salespitch using magic you do or have seen? |
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Expertmagician Inner circle 2478 Posts |
Since I am semi-pro, I have a real profession which pays my salary. I have done trade shows for companies in my industry and since I know the products so well and industry issues. I can more closely integrate product with the magic to get across the messages companies in my industry want.
If you do not know the industry then tying magic into the product or industry issues will be very difficult. This is why most trade show magicians simply do magic effects and use some verbiage referencing product. To me it seems very generic, which is why I take a different tactic.
Long Island,
New York |
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Red_Wing_II Regular user Enchanted Mitten 164 Posts |
I am also an employee in a high tech industry and find it easy to integrate magic into a sales presentation, but its putting a presentation that's solid first, the look for places to interject magic. The foremost thing is the sales, not the magic. With that said I like to start off with something that grabs attention Fast, for me that's fire , when I can. Inviso tourches and funking rings blowing up my laptop usually do the trick. Then hit the sales pitch. Throw in the lazer pointer lazer getting stuck on my finger (Dlite), an appearing 10ft pole from my pocket and some other fun stuff during the presentation and you get yourself a winner. A sales pitch that's a sales pitch first sprinkled lightly with some entertainment.
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WolfgangWollet Loyal user 209 Posts |
Good post red_wing_II. Often magicians tend to take their magic to serious and the message that the customer wants to get over by hiring a magician gets lost. Remember when auditioning for trade show work it is more important to ask the potential customer what message he wants to bring across then go on and on about all the cool tricks you can do for his customers. By beeing interested in hiring a magician he already assumes that you can do a good show so if you show interest in what he wants to get across than you show that you really care.
It is also important for you to know wheater the job of your performances is to generate a crowd and action at the booth or to present a product. Both will require different approaches. |
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Steve Hart Veteran user Cocoa, FL 388 Posts |
Let's face it gang, trade show work and product promotion is not easy when done correctly.
To answer your question, there is no-one way of doing this business. It is more than a magic trick. It takes a great deal of knowledge about sales and marketing. I believe today's trade show magician has to become a sales promotional expert. You can position yourself to be more than a magician who works the trade show. Get involved in the product campaign promotions. Help out in design and the strategy for promoting the product or service. Set yourself a part, become the expert. Educate yourself about the business. You will create greater value to your customer and you will make more money. If you want to make the big money in trade show business, this is what it will take. Otherwise don't fool yourself and others into believing you are an expert. When you give a performance that is lame and ineffective you hurt the image of magicians. Want to see an expert, go see Charles Green III work. He is outstanding. Steve Hart Cape Canaveral, FL USA
www.SteveHartSpeaks.com
www.magic2motivate.com "Motivational Magicians are some of the highest paid magicians, find out why?" |
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NJJ Inner circle 6437 Posts |
Couldn't agree more Steve. When I perform trade show magic I usually focus on bringing in the public for the salespeople to sell to whilst mentioning the product name and company name in as many memorable ways as possible.
The only magician I have ever heard of who has managed to actually USE magic as a sales tool was Paul Daniels who did Three Card Monte with a brand new car as the prize. He gathered in a big crowd and told them all about the 'prize' someone could win. He got them all wanting the car and the left the salespeople to seal the deal. I guess the fact that no one can come up with a example of magic actually being a sales tool as opposed to an attention seeking device (of the type I do) suggests that magic is not an effective sales tool? |
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RobertBloor Inner circle The Socialist Republic of the USA. 1051 Posts |
Nick,
Magic as an attention getting device IS a sales tool of sorts. Isn't part of the sale getting their attention in the first place? And Steve...Re: "Set yourself a part, become the expert. Educate yourself about the business." I mentioned somewhere on another thread some time ago that we should know something about the products we're selling. Mostly what I got were sarcastic replies from people that say it wasn't necessary to know the company's product, "that's their job." But I digress, I believe it is ours as well. To truly serve our clients and help build their business and strengthen their success, we need to know something more. I'm not saying you have to be a genious computer person and know everything there is to know about a given product. But wouldn't you agree we need to know something? Otherwise how do we help our clients? Robert Bloor
"That whenever any Form of Government becomes destructive of these ends, it is the Right of the People to alter or to abolish it, and to institute new Government,"
-The Declaration of Independence |
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Steve Hart Veteran user Cocoa, FL 388 Posts |
Nicholas,
Let me answer your question: "I guess the fact that no one can come up with a example of magic actually being a sales tool as opposed to an attention seeking device (of the type I do) suggests that magic is not an effective sales tool?" Magic can be an effective sales tool depending on how you routine it. The question I ask you, "What is an effective sales tool?" Selling is an art in itself. I will not spend a lot of time here explaining the details. Go buy a book. But selling involves meeting the people's needs, describing the not only the features of a product or service but most importantly the benefits. So I say "Yes I think magic is an excellent selling tool if you routine the trick with that purpose in mind." For example, I was hired once to promote a credit card service at Star Banking. So in the middle of my card routine their card magically changed into a credit card and then all the cards became credit cards. In the patter I was telling the audience that anyone of these could be their card. If they saw their card then they could use the Star Banking service at no charge. Of course at the end their chosen playing card appeared. (Yes I had the cards specially made for this client.) Now did I use the magic trick to sell the service? Yes because I introduced the service, announced the benefits and the convenience of using Star Bank. My client was thrilled with my routine. I ended up performing that same routine maybe a hundred times over a two day period at the trade show. I hope this inspires you to use your magic to sell. There is big money in selling with magic. Steve Hart Cape Canaveral, FL USA
www.SteveHartSpeaks.com
www.magic2motivate.com "Motivational Magicians are some of the highest paid magicians, find out why?" |
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NJJ Inner circle 6437 Posts |
Thanks Steve!
I am glad someone is out there using magic as a sales tool. It sounds as if you are fine magician as well as effective salesman. |
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Stuart Hooper Special user Mithrandir 759 Posts |
I have a special connection to this, because my mother is at these trade shows all the time. They fly here to LA, Washington, New York, all for things like National Restraunt Associan shows, (NRA), Burger King shows, ect.
The reason is, she is very good at selling product! Now her company also often brings a magician to many shows. The prevailing attidude from my mother and others that work the booth it that they are doing the selling, the magician is supposed to attract people, make them have fun ect. For instance, many booths give out toys, or food or whatever. Many people go to the booths just for the stuff! So the idea is while I think a trade show magician must know some things about the product, and it isn't harmful to do some selling, your main focus is the MAGIC. The people who go to these shows are 50% there for buisness, and 50% there for fun! They get drunk go dancing, play special games, WATCH MAGIC SHOWS, etc. So don't get too wrapped up in selling, that's all I'm saying. Many times people like to take a break from people like my mom (lol) and not get sold something! |
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Almost-A-Magician Regular user New England 158 Posts |
I think you need to start by #1 - asking your client what their goal is at the trade show. Not all industry shows are the same. Goals range from making contacts for later follow-up, strengthening existing relationships with face-time, brand or concept launching, etc.
Some industries, by their nature don't allow for buyers-sellers to actually conduct transactions at the trade show. First step is to understand what your client is trying to accomplish at the show. From there, yes, #2 - if you can incorporate the client's goal / product into your act in a way that builds interest, you will have done more than just entertain, you have supported your clients goals. That may or may not be actuall "selling". BUT, keep in mind that the one commonality of ALL trade shows is BOOTH TRAFFIC WINS! If the target audience doesn't come to the booth, nothing else can happen. From that standpoint, the Top priority should be magic & entertainment to draw people in, and to keep them there long enough for the sales staff to make intro's & pursue whatever agenda they have. |
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K-Max New user Oklahoma City 49 Posts |
I used to really try and incorporate the product into my trade show performances. Recently though I've realized that no matter how much research I do on a company or a product I'm never going to know more than their own salespeople. These folks make their livings by knowing everything there is to know about a product and then selling it effectively.
I suggest this: Next time you are going to work at a trade show ask the sales staff to show you how their presentations normally start. From there you can reverse engineer your patter so that it ends at a point where the sales team can logically take over. Work with them between shows to see if there is anything else they would like you to mention before handing it over to them. It will make you a better salesperson and will help them with their pitch later. If you have more questions just let me know. Kevin |
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Almost-A-Magician Regular user New England 158 Posts |
YES! Primary role is to get the clients to the booth & let the salespeople to their thing. If you can peak their interest by involving the product in your act, good for you, but not necessary.
I had been in sales & marketing for 14 years, and attended many trade shows as an exhibitor. I wouldn't expect a magician to sell to my clients, any more that the magician would expect me to pick up his props and start performing. From another perspective...Now, I attend trade shows as a buyer, and although I would watch a magician perform at a booth, I would much rather talk to a salesperson about the product or service. They are more knowledgeable, and it is a better use of my limited time at a trade show. I would of course bribe the magician with drinks after the show to spend some time practicing to hone my rough hobbyist skills!!! |
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Steve Hart Veteran user Cocoa, FL 388 Posts |
While I basically agree with "Almost-A-Magician" I will also say professional Magicians have to learn how to become sales people.
I agree that the trade show magician may not close the sell that does not mean he cannot do a good job of selling a product or services. The reason I state my comments; I have worked for several companies (industrial, healthcare, and insurance) over the years in trade show work. Most of them don't know what they are doing when it comes to working a trade show. I have been amazed at the amount of money spent in trade shows with no real objective other than to make an appearance. That is why I made the statements above. You are correct, my job is primarily to draw the crowd into the booth but I have found that it does not stop there. It all depends upon the clients needs. It is important that you know exactly what the client is looking to accomplish during the trade show event. This is all a part of becoming an expert as a magician at a trade show. Steve Hart Cape Canaveral, FL USA
www.SteveHartSpeaks.com
www.magic2motivate.com "Motivational Magicians are some of the highest paid magicians, find out why?" |
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Jim Snack Inner circle 1338 Posts |
I agree with Steve Hart, but would expand upon what the magician's job is at a trade show.
A magician working a trade show is hired to accomplish one or more of the following four objectives: 1. To stop people walking by the booth. 2. To help pre-qualify prospects and steer likely customers to the sales people 3. To introduce the company and/or their product by weaving a sales message into a magic routine. 4. To create name recognition and goodwill for the company When working trade shows, my primary ojective was never to draw large crowds to my client's booth - it was to feed a steady stream of "pre-qualified" prospects to the sales staff manning the booth. I discuss how I do that in detail in Volume Two of Success In Magic, as well as on the telephone seminar - Getting Started in Trade Shows, supplied with the course. Ultimately, it is up to each individual magician, working closely with the client, to determine which of these objectives are most important and the best way to accomplish them. And that will depend upon your skills, the resources available to you, and your client's expectations and wishes. |
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NJJ Inner circle 6437 Posts |
I wonder...has anyone ever found themselves in a position where they have to sell a substandard or poor product at a trade show?
Or found themselves working for a company with unethical business practices? |
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Jim Snack Inner circle 1338 Posts |
Several years ago I worked a local business to consumer trade show, representing a company that provided a "Park & Fly" off airport parking lot service. While the service offered was excellent, I found out later that the owner was unethical.
I learned the hard way. He kept delaying paying me with all kinds of excuses until one day, months later, I showed up at his place of business looking to get paid. He told me that he was on the verge of bankrupcy and couldn't pay. Well, you can't get water from a rock. Because he was entering bankrupcy, I couldn't sue, and as a creditor I was way down the list on the bankrupcy petition so I negotiated a trade for parking and auto detailing/oil change services at his parking lot. I managed to get about half my fee in trade before he finally went under. A month later I read in the newspaper that he had been indicted for stealing hundreds of thousands of dollars from Ford Motor Credit in some sort of car rental agency financing scheme. I think he ended up in jail. After that experience I always insisted on a 50% deposit upon signing the contract, with the balance due on the performance day. I haven't had a problem since. If we could only sell our experience for what it cost us, we would all be rich! |
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RobertBloor Inner circle The Socialist Republic of the USA. 1051 Posts |
Nick brings up a good question.
When we get a lead on a trade show, what type of research should we do on the company? Obviously if you're dealing with Dell, Microsoft or other major well-known companies, that's one thing. But what if, "ABC Inc." calls you up and you've never heard of them? Robert Bloor
"That whenever any Form of Government becomes destructive of these ends, it is the Right of the People to alter or to abolish it, and to institute new Government,"
-The Declaration of Independence |
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NJJ Inner circle 6437 Posts |
I think that in the same way that you represent a company at tradeshows, the company represents YOU. (even the big ones).
If you are actively selling a product you need to be able to know that the product is good and the company is ethical more so then if you are just an entertainer. I would suggest that larger companies should be more closely examined then smaller. I have a list of comapnies I won't work for. e.g. Shell Oil, McDonalds, Nestle etc. |
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Almost-A-Magician Regular user New England 158 Posts |
http://www.hoovers.com is an excellent resource for basic info on most companies.
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