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toddplaster New user 42 Posts |
As always any help from the community would be ver appreciated!
Brief history for your info. My name is todd plaster and I produce a lot of the high end jumbo coins out on the market. I also help magicians as well as companies manufacture all types of magic items out of china. Have been living here for the past several years and am now just going to start tapping into the trade show market! I have a lot to learn and like most things I do I want be prepared and look professional! I hope the question I am asking does not sound foolish. I will repeat it here ' how much info do you give a potential client up front' what I am really talking about is when you are going to be more of an 'infotainer' that is customizing your rouine to iplement their message. I don't know if this sounds foolish or not, but one of my biggest concerns and problems working here as a caucasian perform is having a local chinese magician offer his services for a tenth the price! And it does happen! They have taken ideas and info I provided them and given it to a local magician for a tenth my price! So, now you have it! Any commments, suggestion or help of anykind would be appreciated! Sincerely, todd plaster |
SpellbinderEntertainment Inner circle West Coast 3519 Posts |
Hi Todd, good to connect with you last evening!
My take on this is: You tell the client what you’re CAPABLE of, You tell them what you CAN do, You tell them what you WILL do, But, you never tell them HOW you will do it. Once all terms are agreed upon, and once your contracts (you contract not theirs) is mutually signed, then you can be more open about your methods and procedures. The old (true) saying is: Under promise and over deliver. Be very upfront of what you are qualified to do an what you are not, be very honest about your expertise and don’t try to fake what you don’t know. As for other performers undercutting your bid: Many, many magicians are sadly “cookie cutter” they do nearly the same effects in the say way, and use the same jokes and canned patter, they look and act almost the same on stage. If you put a bag over some magician’s heads, and watched them perform, you’d never guess who’s under the bag! If you have a one-of-a-kind persona or character that fits who you are, and you perform original effects, or tailor them to be unique to you, and you create your own personal presentations, lines, and routines, and dress your stage and yourself to fit your own style and look, THEN, you totally stand out as a singular, exclusive brand. This means there is no one who can duplicate what you do, the way you do it, and therefore they can’t successfully put a lower bid in. Branding is key to success, look how carefully Apple brands their computers against mega-giant Microsoft in their commercials, with the slick young dude and the bumbling older guy, One note about branding though, you’ve GOT to have the show and chops to back up what you promise to deliver! In other words DWYSYWD (do what you say what you do) ALWAYS. That’s my presentation and sales technique in a nutshell. One more point, I hate the term “infotainer” you’re not delivering a commercial (if you’re smart anyway) you’re delivering entertainment and motivation. This means you need to fully represent your clients and your own best interests, with high integrity, credibility, and focus, and honestly represent their product or service. Then your job is one of Customer Service and Care, to assure continued loyalty of their present customers and/or bring in new, open, willing potential customers. The buying public is wise these days, if you try to “sell” them or manipulate them with infomercial type entertainment they’ll resent you and your client company. Best of luck with your project and negotiations! Magically, Walt |
toddplaster New user 42 Posts |
Walt,
It was also pleasure talking with you! You are an exceptional individual, and I am sure your performances reflect that! I will take to heart every piece of advice you have given me. The only thing I won't be able to do is wait 1 year before I do this first show! ha ha ha... I will do my absolute best however to for myself and my customer. I can assure that I will do all the homework which is also required of me! If you do come across anything else which you think might be helpful to me, I am all ears! I will keep you up to date and if you don't mind I may ask for some more of your advice before this is all said and done. I hope that I will be able to return the favor to you some day! thanks, Todd |
toddplaster New user 42 Posts |
Walt,
I forgot to ask you a question. When we were talking yesterday I made some notes on my computer and as soon I we hung up my computer crashed! Anyway, you mentioned two magician who you thought were exceptional in this field one you said was " paul wilson" and I cant remember the other. could you please let me know the second. thanks again! Todd |
SpellbinderEntertainment Inner circle West Coast 3519 Posts |
Nope, not the right name, sending you a PM, thanks, Walt
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corpmagi Special user New York 725 Posts |
Good advice Walter. Sometimes you need to give them a little taste of what you can so. I will only outline one short, insignificant routine that I won't even perform in my final show, just so they can see how I can work their messaging into my presentation. Never spill all the beans until you have a firm contract and deposit in your hands.
A Modern Trade Show Handbook
www.trafficstoppers.com/handbook |
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