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Benji Bruce Special user 930 Posts |
I just made a new post on my blog about giving away your business cards. Most performers give people their cards without realizing that some people don't want it.
My philosophy is that instead of giving people your business card, you get them to want your card. After a performance I always let them know that I'm available for events and if they want a card they can have one...but only if they really want one because I don't give it out to anyone. So I'm wondering what you guys do when it comes to "giving" your business card. Do you just give them away? Do you ask them if they want it? Do you wait for them to ask you? And if you wait for them to ask you then how often do people ask? etc etc btw the blog is http://www.paidtoperform.blogspot.com |
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RebelEntertainer New user John Abrams 73 Posts |
Hey Benji,
I'm in a different market then you, but I do believe that no matter what market you're in, you need to give out something of value that the prospect will keep. I don't give out business cards. Ever. For private parties and Libraries I give out Michael Messner's/Eric Paul's Dollar Bill. For schools, I have a coloring sheet for the kids so that the schools make copies. I also have all sorts of educational material with my info smattered all over it. For the "man on the street" or someone that simply asks me for a card, I simply tell them that I don't carry business cards. Then I collect THEIR INFORMATION and put them into my sales funnel so I can follow up. For your shows, you can also create a mailing list sign up sheet. Once again, you can put them in your sales funnel. I think this is a much stronger position than simply giving out a business card and hoping they call. This is what's worked for me. John Abrams Rebel Entertainer and Guy that doesn't carry business cards |
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Benji Bruce Special user 930 Posts |
Hey John,
When you say you don't give out your cards...ever...do you wait for them to ask? Or do you really just don't give out your card? I tend to qualify people A LOT which is why I do most of my marketing while performing. So the business card thing is just another way to qualify. p.s. I like the signature you left at the end lol |
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RebelEntertainer New user John Abrams 73 Posts |
Hi Benji,
I really don't give out business cards. But I do make sure every audience member has something of value. I always do a final pitch at the end of each show getting them all excited about the giveaway and then I tell them exactly how they should use it (basically keep it, use it, hire me from it) in a fun a humorous way. For the "man on the street", the subject of being a magician almost always comes up. When they ask for a business card, I generally ask if they have a need for my services (ie a school or private event function etc..) This, in itself prequalifies them. Then I collect their info instead and I can send them the proper sales message. As you know, people don't like to give out their info unless they truly are interested. So this really is a two step prequalification process. Psychologically, this begins the process of involving them in the booking of a show. Hope that helps. Oh, and by the way, love your blog posts. John |
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Scott Burton Inner circle 1131 Posts |
I totally see how there is a distinction in perceived value between handing someone your card vs. having them request your card. The situation where they requested the card will hold a higher level of perceived value and the card will have a longer shelf-life as there is psychological commitment. The concept of perceived scarcity in influence also plays a part here.
This is a very interesting topic to me. However, in your blog example, you mention that you ask people at your table directly if they want your card. To me, that process may be against your intended result as you are now, in effect, pitching your card (changing the entire dynamic entirely)(now pushing your product rather than influencing them to ask). I think that making someone want your card will involve tactics different than asking them if they want it. I find that mingling with guests following a performance provides an opportunity for interested guests to approach me and ask for my card and discuss different opportunities. I also do multiple effects with my cards during the show so that they know that having a card is an option (in fact I hand out a few cards during the show to specific volunteers as there is a tie-in to the effect). Not a solid system yet but I'm getting better at it. I agree with your premise. |
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Benji Bruce Special user 930 Posts |
Hey Scott,
The reason I do it the way I said in the blog is because I don't want to wait for someone to ask. Its almost like waiting for someone to tip me in a restaurant. Sometime people don't know you accept tips so they won't tip. Its not that they don't want to...they just don't know. That is the why I approach it the way I do by asking them if they want a card (and indirectly telling them what kind of events they can hire me for)...but only if they're serious about having one. The problem, as you said, it can come across as pushing rather than pulling. Which is why I'm very curious about how everyone goes about handing out their card while qualifying. I definitely like the way you and John don't just give your card away but I've always hated having to wait for someone to ask since it might not cross their mind...like tipping in a restaurant setting. And Scott I think I told you this when we talked on the phone, I think patience is a birth defect ....so I don't want to wait. |
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Dannydoyle Eternal Order 21219 Posts |
Well if they ask for yours, you are better off getting theirs.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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Benji Bruce Special user 930 Posts |
Or what do you think about this way to "prime" them by saying (after a close up performance)..."Do you ever have any events or know of people who have them?" If they don't then there is no reason for them to have a card. If they do then they will be more likely to say, "yes I do...how about you give me a card...."
This would be similar to asking a person to list all the name in their phone book in 30 seconds versus asking a person to list all the names that start with the letter D in their phone book. They will list more in the latter because they are primed to do so. I guess psychologists would call it Availability Heuristic. |
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BrianMillerMagic Inner circle CT 2050 Posts |
I respectfully disagree with almost everyone in this thread so far. I hand out my card to every single table/group. I hand it out as I say my closing statement, "Anyway, my name's Brian and I hope you enjoyed it. Feel free to come back [handing card out here] and see me again sometime."
Whether or not they currently have a party planned or know of anyone in need of entertainment is irrelevant. The more people who have my card, the better. You never know when, where, or from who a gig offer will come. I routinely get gig offers from people who saw me up to three years. If I didn't hand out my card to everyone, these gigs would never come to fruition. It's a numbers game, and you've got to play it. |
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Dannydoyle Eternal Order 21219 Posts |
Frankly I think it borders way too close to begging for me. At some point your act has to sell itself.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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BrianMillerMagic Inner circle CT 2050 Posts |
Quote:
On 2010-06-21 20:42, Dannydoyle wrote: The act should sell itself. And when it does, you want them to be able to reach you without hesitation. If they want to book you, even if your act sold itself, and they don't have your card, it can be frustrating to hunt you down. It isn't likely that they'll remember your name at most strolling gigs, restaurants, or private events (simply too many things happening to be 100% sure that they remember your name). Why make it difficult to get in touch with you? Give them your card so that they don't have to hunt later. |
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Cesar Munoz Veteran user 370 Posts |
I'm with Brian--when I have time at the end of a show--I will personally hand a business card to each of the parents--or walk around and put a few business cards on each table. The more you outflow--the more you inflow.
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Scott Burton Inner circle 1131 Posts |
I totally understand about the numbers game comment. In fact, I find it hard to disagree.
But that approach is risky as it could appear to be tacky. My wife attended a show once where the performer pitched his card to the parents during the show and her only comment was how tacky it was. That was the most memorable part of the show for her: how the magician pitched himself on stage and how inappropriate it was. There is a balancing act. And the type of show one provides (birthdays, schools, corporate, etc) will affect the choice of tactics as well. For example: activity sheets provided to kids (with contact info included) is a completely different story than handing out business cards IMO. Another example: when I do walk-around, I perform an effect with a business card at nearly every table (there is a blank area on the back of the card). A card is left as at every table in a different context than soliciting business. I prefer this approach to distributing cards (provide a better reason). Now a better question is: if they are truly qualified, why not establish a relationship and book an appointment to discuss the opportunity with them? Or get their number and let them know you can call them next week. Sometimes I wonder how useful business cards are. Do they actually provide a reason to delay the establishment of a relationship (a permission to procrastinate)? You give out the card then its a waiting game and all the power is in the hands of the potential client. |
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TomBoleware Inner circle Hattiesburg, Ms 3163 Posts |
Speaking of cards:
If the phone book is becoming a thing of the past, like most say it is, are business cards going out with it? Why would they keep a card when they can just look you up on the internet? Sure we say they need the card as a reminder, but they don't see forgetting. Of course they do forget and now days it's easier to just look online than through a bunch of drawers. Maybe just putting the card online will be the new thing. I don't know, just a wild thought I had. Tom
The Daycare Magician Book
https://www.vanishingincmagic.com/amazekids/the-daycare-magician/ My Blog - https://boleware.blogspot.com/ |
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Dannydoyle Eternal Order 21219 Posts |
To be honest the idea of chasing one night gigs never has appealed to me. I never did it and never will. I have always figured that if you can do one sale and end up with a job for a week, month or years, then it is just easier. I seriously doubt I have ever booked a show in 20 years from a card given out and I have been turning down work for the past 12 years.
It is just how you choose to go about it.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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TomBoleware Inner circle Hattiesburg, Ms 3163 Posts |
I don't see anything wrong in handing cards out. Nothing wrong with promoting your business.
But seriously, I wonder if cards are as important as they were a few years ago. I would think they would certainly need to be used in a different way now. Sorry, just thinking out loud. Tom
The Daycare Magician Book
https://www.vanishingincmagic.com/amazekids/the-daycare-magician/ My Blog - https://boleware.blogspot.com/ |
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Benji Bruce Special user 930 Posts |
I just don't see why you would waste your time with unqualified people who do not need your services which is why there is not reason to give a card to everyone.
It reminds me of what people think "networking" is. Most people think networking is about meeting people. They go to an event with a stack of business cards, hand them out to people and collect cards. 10 years go by and not one call. But a true marketer knows that networking is not about "meeting people"...it is about getting people to want to meet you. The same goes for the entertainer that hands his business card to everyone. He replaces the role of the amateur networker that gives everyone their card at a networking event. When I'm on stage, I use subtle methods of getting people to ask for my cards, etc. I say things like, "oh by the way, someone asked me for a card and I didn't have any at the time but I'll leave a couple on stage later or you can come up to me after the show." etc etc. |
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Decomposed Eternal Order High Desert 12059 Posts |
I give them out asking if they would give me a review. I know I have received calls from them before but do not know actually where they got my card. I think it was passed on by a friend etc. Plus, I would hope they remember my name from the card. It has all of my information on it.
I do agree that technology is changing and advertising with it though. Who knows what will be next in the marketing game.
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MikeClay Special user Atlanta GA 761 Posts |
Me personaly I have almost stopped giving them out
I went 2 weeks without cards (I ran out and forgot to order more soon enough) So I built a signup form for a email list that I carried with me along with a mobile card (where ppl text a msg to a 5 digit # and then get your contact info in their phone) and I saw a much higher conversion ration from NOT giving out cards than giving them out. my numbers are bouncing a little right now on the mobile card because of using it at networking events but the LOW end of it is around 42$ conversion.. and the mailing list is growing fast and has had conversion as well
its ok.. balloon dogs don't bite
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Blair Marshall Inner circle Montreal, Canada 3660 Posts |
Tom, handing someone a card is perhaps the next best thing to having someone write something down to remember it, in my mind.
To me it does not matter if they keep the card (nice if they do though), it matters to me that when they are glancing down a list of 10 results on Google they recognise my name. The more name reinforcement the better my chances of getting THE call! For family events I rarely hand out business size cards, I use photo cards (4"x6") and other giveaways. Benji, after listening to your end of show card "pitch" I am surprised your clients, in particular, the ones that hire and pay you, appreciate you doing this at each table you perform at. While leaving A card behind on the table to me is not intrusive (casually left in the center, or put there before), I would certainly feel uncomfortable doing a "pitch" for business, as you seem to be doing. Can you clarify the type of locations and/or events you would use this "pitch" at? (A Fortune 500, or high end golf club, or up-scale restaurant, would not be my choice of location to do sometihng like this at.) Oh yes, and TRUE networking is about meeting people and building long term and lasting relationships that can help both your businesses to grow. Blair OH, and a p.s. (with no statistical evidence), your card handed out at a networking event, chamber event etc. will have a longer life then the financial planner, real estate broker, or local dentists' card. Why...because you are in a unique profession and VERY few "real" people have met a real live magician! LOL
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