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Powermagic Inner circle 1437 Posts |
While this is all good general therory. I am talking about competing with those who care calling you asking fo rabbit.
So David, in your example, they pick the movie they want to see. So they are calling you but looking for a guy that has a bunny. Maybe little Katie sees a magician who had a bunny But the magician I guess was not good enough at getting his name out here. Little katie really thought that rabbit was neat and liked all the stuff a magician did was neat. She begs mom to have a magician at HER party. Katie's mom goes on line and searches for magicians in her area and she sees a top link for a popular booking site. She enters her info and is shown 10 performers who all bid on the show. And for sake of argument, lets say none uses a rabbit. So in this case, is their any way to get them off the rabbit being the deciding movie they want to watch? Or forget the booking site senario. Let just say they called you and asked you if you have a rabbit since they would like it if possible. I would like ideas on how to sell them at that momeent. To share , my attempts are that I use a rabbit theme picutre effect and also a large Axtell puppet which I tell the is better than a rabbit since rabbits do not talk , sing and interact as in the puppet routine. But still in almost every show, while setting up, I hear at least one adult saying "Maybe he will pull a rabbit out of his hat." Or kids will ask "Are you going to make a bunny/bird appear?" They are so let down when you break the news. So yes, I HAVE done as others suggested. I have tried to offer a rabbit or animal like theme. without going to a live anmial but it seems. I do have to work harder and that consant battle wears on a person. It almost seems easier just to get a pet. Now in another thread others suggested it is not about the props. It has been suggested that what you add, that others do not have, is NOT about the tricks but abou YOU. However if you are faced with the phone call, convincing them they do not need the rabbit, need the back or whatever else the other guys are offering, but they should still hire you, is a tricky thing. |
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David Kaye V.I.P. New York City 131 Posts |
The idea of having a puppet that the kids want to see if a good idea. A puppet is not going to replace a real rabbit in the minds of the customer.
In the example I was trying to suggest that if you offer something that the customer wants badly enough, they will pay. Okay, but what if they want a rabbit more than anything? There are only three possibilities. 1. They reject you because they want a rabbit and they wont budge. If you are getting those kinds of calls, and you feel impotent to counter their desire, then get a rabbit. 2. They hire you because you gave them a good reason why you don't have a rabbit and why they don't need a rabbit. (Im allergic, Most performers with a rabbit spend 30 minutes having the kids pet the rabbit. I would rather do a unique show that you cannot see anywhere else. the kids can see a rabbit at the petting zoo.) BTW, remember we talked about magicians renting a rabbit? MAybe you can do your show and suggest THEY rent a rabbit and let the kids pet it after you leave. Then they have a full one hour show AND the rabbit. 3. There is something so great about your show that the benefits of hiring you outweigh their desire of a rabbit. that's where I fall. And I think (if you don't want to get a rabbit) that's where you need to focus. Stupid example: When you do your show Justin Beiber comes with you. Now would Mary like to meet Justin Beiber or pet a rabbit. So there is a line beyond which they will drop the rabbit. Where is that line? I have said this before. The kids should want YOU. That is the item which is not fungible. They can see a rabbit at the next party. There are 100 rabbits in your town and only one of you. The place you want to be is that the customer wants YOU, and that is the deal breaker. Mary insists on having you at her party. Instead of YOU, the thing you offer that they want could be a backdrop, levitation, make the mom appear from an empty box, produce an Xbox and give it to the birthday child. THere are things you can DO that can compete with a rabbit. FInd something that you can do that trumps a rabbit. You could even ask the customers. If they say, "no thanks, I want a rabbit." Then stop them and say,"I am researching to see what my customers want. If I floated your child in the air, would that be better than a rabbit? If I showed up with Justin Beiber would that be better than a rabbit?" Make a list of things you feel might trump rabbit and focus group it. Ask the other parents when you are at the party for your research. My marketing book and lecture are about the idea of not being fungible. Make your show the show they have to have. Chasing the rabbit is the wrong strategy. Making a show that the child must have is your goal. Or buy a rabbit.
David Kaye / Silly Billy
www.sillymagic.com |
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TonyB2009 Inner circle 5006 Posts |
In response to David's initial response to the rabbit question, his answer is a bit like mine. When I am asked (not often, let's be honest) whether I have a rabbit, I answer: "You can relax on that score. There are no animals used in my act. I like my pets too much to do that."
I do not say that to put down other magicians, or to try and pull a sneaky advantage. I say it because I believe it. You may not, and that is your right. But an answer like mine (or David's first response) is not a cheap marketing stunt. I always follow up with: "I will keep your kids laughing for an hour." That is the line that sells the show. I have never lost a gig through not having a rabbit. But I have won plenty of gigs because the sound of their kids laughing is something the parents want to hear.
Check out Tony's new thriller Dead or Alive http://www.amazon.co.uk/Alive-Varrick-Bo......n+carson
http://www.PartyMagic.ie |
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David Kaye V.I.P. New York City 131 Posts |
Tony,
Your answer is almost poetry. so well phrased. Good response to the mom. So I would try to summarize by saying, if people are knocking down your door for a rabbit, get a rabbit. But if it is even 40% of your calls, you can minimize the impact the rabbit would have by countering with a different strong selling point of your own. as above by tony.
David Kaye / Silly Billy
www.sillymagic.com |
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Howie Diddot Inner circle San Francisco & Los Angeles California 3288 Posts |
David;
I am the magician Ed mentioned in his post; Ed almost got it 100% correct; I don’t rent the rabbits myself, I have a breeder keep and maintain a pair of rabbits that I paid for and I own; I keep the rabbits at the breeder until I need it. Rabbits do sell my show, many times the conversation starts by the caller asking if I make a rabbit appear; shortly after I say yes I book the show. I advertise on my website that the parents have the option of purchasing the magic rabbit that I produce at the end of the show as a surprise birthday present for the child; I produce the rabbit, the parents are called up and I hand the rabbit to the parents to say happy birthday and spring the surprise that it’s a present. If the rabbit is not sold at the show, then I produce two rabbits at the end of the Bigger Wand routine; the birthday child get to pet a rabbit the entire time as the other children share petting the other rabbit; it has worked wonderfully, every child wants to be the one petting the rabbit the entire time, to do that they need me to entertain at their birthday party |
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Jumbopenny Loyal user Bay Area, Northern California USA 257 Posts |
[quote]On 2012-01-19 19:27, TonyB2009 wrote:
In response to David's initial response to the rabbit question, his answer is a bit like mine. When I am asked (not often, let's be honest) whether I have a rabbit, I answer: "You can relax on that score. There are no animals used in my act. I like my pets too much to do that." That's brilliant regardless of your intent. I love that kind of thinking. Turn your weakness into a strength. I was at Carl's Jr recently waiting for the food to come. While waiting I realized that Carl's Jr is the only fast food place that brings food to your table if you eat in. Whether true or not I thought that it must be because they are slower than other restaurants which is a negative. Then I notice that around every napkin holder is wrapped a logo. It read something like, "If we served food like their's we wouldn't bring it to your table either." It was like they read my mind and countered my complaint. It went from Carl's Jr is slower to their food is better. That's smart marketing. |
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Ed_Millis Inner circle Yuma, AZ 2292 Posts |
Quote:
On 2012-01-20 01:57, Howie Diddot wrote: Wow! I sure did miss that one. Thanks for clarifying - it makes a lot more sense that way. Ed |
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Ed_Millis Inner circle Yuma, AZ 2292 Posts |
Quote:
On 2012-01-20 01:57, Howie Diddot wrote: Wow! I sure did miss that one. Thanks for clarifying - it makes a lot more sense that way. Ed |
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David Kaye V.I.P. New York City 131 Posts |
Jumbo, That is part of the strategy: Turn a deficit into an attribute. That is, if you don't have a rabbit and don't want to use a rabbit.
Follow that with a reason she should hire you, "I make the birthday child float..." and you can do well. I love the idea of housing YOUR rabbit off site. He is already trained. Now I just need to find a rabbit farm in Manhattan!
David Kaye / Silly Billy
www.sillymagic.com |
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Howie Diddot Inner circle San Francisco & Los Angeles California 3288 Posts |
David;
There may not be any rabbit farms in Manhattan, but I’ll bet you they have rabbit breeders, breading rabbits in cages on roof tops like the pigeon breeders do. When I acquire new rabbits, to gets the rabbits accustomed to being handled at a party I take the rabbits to Golden Gate Park and allow the children in the area that are accompanied by parents to play with and pet them. If the child is not with the parents the child has to get them and return with them; they are not allowed to stay in my area without supervision; this method keeps me off Megan’s list and also I have the opportunity to explain my show to the parents and hand them my card for future bookings. This has worked out very well for rabbit management and future bookings |
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Powermagic Inner circle 1437 Posts |
Quote:
On 2012-01-20 20:24, David Kaye wrote: Ahh sure, I COULD do that But I thought you said it is not about the props. To carry a MAK chair suspension for a birthday party on a train would be a pain. I know of magicians who offer the flying carpet or chair suspension at birthdays. I offer it as an add on but find many do not want to pay extra. I also like to save it for the "larger shows" But as I said, it is bringing in MORE equipment and many have already posted in other threads that More is not the key. So I get conflicting answers. I thnk the truth is adding in a pretty backdrop, doing a suspension, making a rabbit appear, are all great. I would not mind it if they paid accordingly for my time and effort to cart around the extras. I guess what I would like to discuss further is more of whow to get that USP (unique selling postion) when the cleint is calling you site unseen and comparing you to the others she calls. I win many of my shows by being friendly and sounding professional. I also feel that if you do create something unique, it can be tricky to describe magic to people on the phone. Like someone mentioned "the Bigger wand" Even if you said " I also come out with a giant 5 foot wand, it does not have the same impact as if they saw it. David, you are right, the conclusion in a topic I had started here last year asking "what trumps the rabbit" was pretty much nothing will beat it (birds equal it) and you have to work much harder to sell them away from it. So how often do they ask you if you use live animals? |
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Powermagic Inner circle 1437 Posts |
I just think the last line is too self serving and I would be insulted if I was looking for a rabbit and you said that to me. Most magiicans who use animals say they love their pets but still use it in a show so that is also an insult to magician that uses them. I know it is not your intent TonyB but it can be taken that way.
I used to have a pet rabbit as a kid. I never did use her in the show. Later in life I travel and ther are so many issues with animals and flying. Or you have to board your animals if going way for a month. I just know my mindset is not on the care of animals. But I do not take a Vegan additude and run my beliefs in the customer's face. I have also used the "I give you a full show. Some use up 15 mintues of time letting the kids pet a rabbit. I give a full show and the kids never miss a rabbit after seeing a 24" talking and singing puppet" It works but as David said, still not the same as a live creature. I would say leave out the" I like my pets to much to do that." Since it will make them feel bad for asking. But no one can fault talking about allergies. Quote:
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David Kaye V.I.P. New York City 131 Posts |
I don't answer my phones, I have an assistant who does that. So I don't know how many people ask for animals.
I will try to clarify: If you feel you need a USP now and want to take the easy route, then buy a big trick that will be impressive. However, the best USP is you and your show. "The children laugh from the minute I walk in until I leave." I say that often. That doesn't take money and doesn't take up room in the trunk. You are selling YOU as the USP. That is the best way, since your competition could easily get a rabbit, or chair suspension and match you. But they arent you. The tricks are important, showing up with lots of props is usually looked at as impressive, maybe profession. But it is not necessary. That is not the only routine to a USP. No one can replicate YOU. So YOU are the best USP. Does you magic fool the adults? Do the kids laugh a lot? Does the birthday child get to be the star of the show? These are changes you can make that don't require you to buy bigger props. It is harder to sell a call that is only responding to an ad. These kinds of calls will respond to big props. But it is easier to book a call that has seen you before. Whatever you do, your goal should be to book the repeat shows.
David Kaye / Silly Billy
www.sillymagic.com |
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