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Autumn Morning Star Grammar Hostess Today, I corrected grammar in 1378 Posts |
I perform at a number of corporate shows and promote my show at a few 'gaming industry' trade shows every year. These trade shows really are tough, with many hours on your feet and constant talking. I really have to pace myself, plus bring in one or two of my assistants to work the booth. All this work, but if I book even one show, everything pays for itself and then some.
To improve my presentation and sales technique, I want to do some research. Several names come to mind: Eddie Tullock, Michael Bailey, Leo Behnke, Docc Hillford, Joel Bauer, and Paul Diamond. Does anyone like one of these authors in particular regarding corporate and trade shows? Michael Bailey's 1998 manual, "The Magic Business", was promoted as an "inside guide to corporate magic". It was highly-acclaimed back in 1998 and promptly sold out. Three questions: Have you read this book? If so: Have you found this manual helpful in research and development of the corporate clients? Do you think it still applies to current business situations and corporate clients? Thanks!
Wonder is very necessary in life. When we're little kids, we're filled with wonder for the world - it's fascinating and miraculous. A lot of people lose that. They become cynical and jaded, especially in modern day society. Magic renews that wonder.
Doug Henning |
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Doug Arden Special user 886 Posts |
Autum:
You may want to check out Seth Kramer's book on Tradeshows: http://www.sethkramerproductions.com/handbook.htm Doug |
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Autumn Morning Star Grammar Hostess Today, I corrected grammar in 1378 Posts |
Thanks, Doug! I appreciate the suggestion Does Seth use routines and patter that involve mostly cards? I don't do cards. (Insert gigantic pause by magicians reading this.) Yes, I know...
While I am not looking for new routines, per se, I would love to apply magical ideas to that which I can execute. I primarily do stage magic, but have a fine command of parlor and close-up. My close-up consists of mostly coins, objects, and silks, but anyone who knows me KNOWS I am not a card worker. The best I can do is throw them: Hard, high and fast! Why no cards? Well, I have a visual processing problem (similar to dyslexia) that totally confuses my numbers and symbols. (You would never know it to see me perform, but if you catch me at a convention, pull out some cards and watch me politely glaze over. NEVER ask me to memorize a card. It just won't happen.) Diamonds, shovels, valentines, and puppy toes...sigh...or was that PUPPY TOES, valentines uh...Geez.
Wonder is very necessary in life. When we're little kids, we're filled with wonder for the world - it's fascinating and miraculous. A lot of people lose that. They become cynical and jaded, especially in modern day society. Magic renews that wonder.
Doug Henning |
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Mindpro Eternal Order 10588 Posts |
I second Seth and would also ad Dick Ryan's Confidential Reports. I like Joel Bauer but he's not everyone's style. Tullock was also a master.
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Autumn Morning Star Grammar Hostess Today, I corrected grammar in 1378 Posts |
Thank you, Mindpro. And thank you for being polite about my 'card issue'.
I have a very old copy of "Hustle Hustle" and I really liked it back when I got it. Tullock has also caught my eye! Tullock is clearly the official/unofficial "Father of Trade Show Magic". Now I will put Dick Ryan on my list to check out. Mindpro, who is your favorite? If you had to pick only one book, which is the most applicable and readable for corporate and trade shows?
Wonder is very necessary in life. When we're little kids, we're filled with wonder for the world - it's fascinating and miraculous. A lot of people lose that. They become cynical and jaded, especially in modern day society. Magic renews that wonder.
Doug Henning |
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Mindpro Eternal Order 10588 Posts |
Autumn Morning Star,
The answer to your question depends. It depends on if you are looking for performance material (tricks, effects) or if you are looking for business information (marketing, promotion, bookings). I may be the wrong person to ask if you're seeking performance material as I am not a magician, and do not do tricks when I do trade shows. My performances are about personality and abilities (memory, influence, hypnosis, and other mental abilities). Only one of my eight presentations rely on something physical and that comes from the audience, not me. Many guys I prefer you will find is it is more about them and their personality than the material or effects they do. I like Docc and Bauer because even though they may do "effects" it is greatly shadowed by their strong personalities. Either of them could do well, draw, impress and amaze crowds without any material just their personalities. The material is just the means or tool to accomplish a much bigger picture. For the business Bauer is quite unique but you have to buy into his style. It's very strong, bold and in your face. It works for him but not most. What you have to do with Joel's concepts is adapt them to yourself (which is really what should be dome with all materials). He is great though, and dues include some transformation mechacnisms" (I think that's what he call them) that are material/effects in between chapters (see title below). Docc has some older material that I liked about the business of trade shows, including his act, but moreso the overall process once you have everything in place. Tullock I only know as performance material. I also like Anton Zellman. He's more mentalism than magic, but had done well with a strong presentation, a warm yet corporate personality but much less "in your face" than Bauer. Seth's book is probably the most recent I've read which I would recommend. I bought it for his business and apporach to business. He may have performance material in there, I don't know as if he did I would have skipped over it. I am on the road myself in California at a convention center and do not have access to my book right now to check. I'd probably reccommend Joel Bauer's How To Persude Perople Who Don't Want To Be Persuaded and Seth's Modern Tradeshow Handbook. Dick Ryan's Confidential Booking Reports are also more about the business and how to carry yourself as a trade show professional directly representing a coprorate client(s). They at first glance seem a bit dated (80's & 90's) but much of the material is still gold and can easily be adapted to today's market. So I guess I'd recommend each for a different reason. Seth's would probably be my first choice specifically for trade shows. I wish you the very best. |
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Autumn Morning Star Grammar Hostess Today, I corrected grammar in 1378 Posts |
Thank you so much for taking time to write such a thorough answer! You are on the road, so two words: Stay hydrated. Bet you know that, because you make your living with your voice, as do I.
Personality is everything in the trade show business. I am good with that, although not as an in-your-face type of personality. I want to learn how to create a more effective transition between 'engaging people' (I do this well) and 'selling the product' (selling my show). New magic and basic mentalism are always great to add to my repertoire, but I am more interested in the business end of the stick. I will start with Seth and work forward from there. Thanks again for your reply and 'break a leg' in Cali, Mindpro!
Wonder is very necessary in life. When we're little kids, we're filled with wonder for the world - it's fascinating and miraculous. A lot of people lose that. They become cynical and jaded, especially in modern day society. Magic renews that wonder.
Doug Henning |
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Doug Arden Special user 886 Posts |
Autumn:
Seth's book is much more about the business end of tradeshows than the tricks, so if that's what you're interested in, it's the way to go. The way I see it, the fact that you don't perform with cards is really a non-issue. Also, Anton Zellman's Trade Show System would be a worthwhile investment if you're really serious about the tradeshow business. Doug |
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Autumn Morning Star Grammar Hostess Today, I corrected grammar in 1378 Posts |
Thanks for the insight, Doug. I am glad you think that my lack of card work is a non-issue. Since I only do trade shows two to three times a year and have a target audience of casinos and corporations, I will use Seth's book as a primary source. These trade shows are a big investment monetarily, so any investment that will make me work these shows better is a good idea! If Seth's book inspires me greatly, I will likely get Anton's book.
Books are a fabulous resource for me, as I have lots of time to read at airports and hotel rooms between shows! Hmm, I wonder if Seth's or Anton's books are downloadable in a Kindle or PDF format? That is such great instant gratification! Plus, the ability to search certain terms is fabulous. I will have to check on that! Thanks again, Doug!
Wonder is very necessary in life. When we're little kids, we're filled with wonder for the world - it's fascinating and miraculous. A lot of people lose that. They become cynical and jaded, especially in modern day society. Magic renews that wonder.
Doug Henning |
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jackturk Elite user 463 Posts |
Okay, since we're on the topic and Joel Bauer has been mentioned...
A few years back, I worked with Joel to produce TWO multi-day workshops on his approach to the Trade Show business. We had approx 30 magicians from all over the world attend. Joel spilled everything, including his act, promotional strategy, how to get the gigs, upsells to the booth sponsors, how to entice, build, and hold fast large crowds, ... everything. Both training sessions were recorded to DVD. It is not something we have made available as a "product" - I don't even list it on my website for sale... but in the past couple years several entertainers have approached us to inquire whether it's available. It might be. However, as it truly reveals everything about Joel's trade show act and his decades of experience drawing huge crowds to booths, it is not inexpensive and requires a serious investment and an approval process. If you are interested, contact me directly.
"59 Ways To Recession Proof Your Entertainment Business -- FREE!"
http://www.GetLeadsLikeCrazy.com "How To Make $25,000 a Year Doing Birthday Parties Part-Time" http://www.magicmarketingcenter.com/birthdayPT |
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Autumn Morning Star Grammar Hostess Today, I corrected grammar in 1378 Posts |
Thank you Jackturk, for the information! It is great to know about Joel Bauer's DVD's that are not 'commercially available'. I know many dedicated, full-time trade show professionals will be very interested to know this material is actually available! Thanks for letting us know. I like the way Joel thinks. Although, most of his techniques are too assertive for my presentation, they certainly work well for him!
Wonder is very necessary in life. When we're little kids, we're filled with wonder for the world - it's fascinating and miraculous. A lot of people lose that. They become cynical and jaded, especially in modern day society. Magic renews that wonder.
Doug Henning |
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corpmagi Special user New York 725 Posts |
Hi everyone. Thanks for your kind recommendation for A Modern Trade Show Handbook. If you are new to trade shows, this is a great place to start. If you're an experienced trade show performer, I'm sure you'll pick up a thing or two that you can use for your business. There are no tricks in this book, but there are a lot of secrets. You can see the table of contents and several reviews at http://www.trafficstoppers.com/handbook
Seth Kramer
A Modern Trade Show Handbook
www.trafficstoppers.com/handbook |
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Autumn Morning Star Grammar Hostess Today, I corrected grammar in 1378 Posts |
Hi Seth,
Thanks for giving us a link so we can more easily access the table of contents and reviews of your book. People here on The Café' really seem to be a fan of your book. I am very excited to take a peek! My reason for wanting more information is that I am an exhibitor at about 3-4 trade shows each year, representing my own show. I exhibit at the big gaming trade shows and do a smaller Indian Chamber of Commerce show. I have been relatively successful at selling my show, but I know I can present my product better if I have more knowledge. Trade shows are not easy. They are grueling, at best, and I really have to pace myself to keep my voice strong and my energy up. I love the glamor of the gaming trade shows. They really spoil the exhibitors and attendees. But this is such tough work, we NEED that pampering. I am so very glad to hear your book is full of trade show secrets. You can find new tricks anywhere, but the trade show secrets are so much harder to find. Thanks for taking time to contribute to this topic and please feel free to give any other suggestions you might have. Best Regards, Autumn
Wonder is very necessary in life. When we're little kids, we're filled with wonder for the world - it's fascinating and miraculous. A lot of people lose that. They become cynical and jaded, especially in modern day society. Magic renews that wonder.
Doug Henning |
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corpmagi Special user New York 725 Posts |
When I wrote A Modern Trade show Handbook, I wanted to provide a source that gives useful information so that someone, knowing nothing about trade shows, could use it as a reference guide and starting point. I really held nothing back. It's all there...but it does take work-- hard work.
A Modern Trade Show Handbook
www.trafficstoppers.com/handbook |
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Autumn Morning Star Grammar Hostess Today, I corrected grammar in 1378 Posts |
I have never been afraid of hard work! My book is ordered! If you need a physical address instead of a post office box, pm me. I will let you know what I think when I have read the book, but I bet I will really love it.
Wonder is very necessary in life. When we're little kids, we're filled with wonder for the world - it's fascinating and miraculous. A lot of people lose that. They become cynical and jaded, especially in modern day society. Magic renews that wonder.
Doug Henning |
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Father Photius Grammar Host El Paso, TX (Formerly Amarillo) 17161 Posts |
Ok Autumn, I'm a bit confused here, are you talking about trade shows where you try to bring folks in to someone's booth who is selling a product or service, or are you working the show to get bookings for yourself? Two different types of work here. Most of the books above are great, but most of that kind of trade show magic is to bring people into the booth for someone else and engage them long enough for the sales folk to get hold of them.
Also, if it is for your own engagements, are you trying to get bookings working trade shows for them, for some type of sales motivational show for their company, for just entertainment for their company? Each one of those would take a different kind of performance to recruit. I worked some shows back in the day where I tried to get gigs for myself working trade show booths. For that you use grabbers, things that require some audience participation, catch a passing person to help you with the trick, etc. Plus, it has to show product of some kind. In other words I didn't do magic just to bring them into my booth, used magic to show them how I could bring others into their booth and incorporate product. Don't know if Mark still has it or not, but he made a film back at the KRLD TV studio in Dallas (not the recent allakazam pilot) in which he used a generic product bizzo and the whole show was ways of promoting the product through magic. Watching something like that gives you a good idea of the kind of magic and how to present it at shows if that is the kind of engagement you are after. Of course keeping your booth busy and full of people while doing that, shows you have grab power which is the key to working trade show booths. I did a lot of work for a respiratory therapy contract company who needed to get people into their booth for two different types of shows they played. One was to recruit new therapists to work for them and the other was at hospital association conventions to try to bring people in so they could give their pitch to sell their contract service to the hospital. Same company two different kinds of product and two different types of magic. One focused on getting a single individual or small groups of up to 5 at a time in. The other wanted a larger appeal in order to reach the key people out of the crowd so a minimum of 10 new people to the booth per trick. It is all about target. You might consult that guy we work for who can't spell. After all he was a marketing prof., even though now he is an out of work school teacher and has "no class."
"Now here's the man with the 25 cent hands, that two bit magician..."
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Autumn Morning Star Grammar Hostess Today, I corrected grammar in 1378 Posts |
Father Photius, I am promoting and selling two of my own shows to Indian casinos, tribal entities, and other corporate groups at a few well-chosen trade shows each year.
I just ordered Kramer's book and am reading now. I only do a 3-4 of these shows annually, but I have to invest in my booth, the airfare, hotel and per-diem for myself and two of my cast members. For these and other obvious reasons, I want learn as much as I can about working these venues to the BEST of my ability for my own best ROI. Yes, there are many ways to approach a tradeshow venue and I really appreciate your input and suggestions! You have a lot of great ideas and I plan to do some research in the areas you suggested! Thanks
Wonder is very necessary in life. When we're little kids, we're filled with wonder for the world - it's fascinating and miraculous. A lot of people lose that. They become cynical and jaded, especially in modern day society. Magic renews that wonder.
Doug Henning |
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Decomposed Eternal Order High Desert 12059 Posts |
I admire you for doing trade shows Autumn Morning Star. They have been one of the toughest venues for me. I love strolling and have no problems strolling other gigs but trade shows to me just is not my cup of tea. Perhaps its because I do not do enough of them but I feel that is just a small part of it. I think the resources given have been top notch. I wish you the best.
Decomposed Posted: Jan 12, 2012 11:15pm Ive heard the same thing said here in my parts about strolling but it suits me fine. I guess I have the perfect operner to break the ice. I do perform mentalism though so I think it would be very different. I use cold reading and all kinds of mind messing. I feel right at home. I never rush it if I don't have to. I probably could just about mingle the entire night and still get paid if I chose to but I don't. I don't know how anyone could perform strolling magic though, that would be super tough. I could see a combination though of mentalism and magic which sometimes I do. Comp
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Autumn Morning Star Grammar Hostess Today, I corrected grammar in 1378 Posts |
Thank you, Decomposed. I actually cannot do strolling magic because the contracts today say: "No carnival tactics." I also cannot use amplified sound or music that distracts from other booths. I am required to stay in my booth and attract people from there.
I use a flat screen TV with a video, a professional pop-up tradeshow backdrop, with great lighting, colors, and nice banners. The people who help me (two cast members) are also Native, gorgeous, remarkably charming, and gregarious. I just need to make sure I am connecting with the audience and selling my product using the best methodology. We also network our backsides off at the after-parties. None of us drink, so we have a distinct advantage!
Wonder is very necessary in life. When we're little kids, we're filled with wonder for the world - it's fascinating and miraculous. A lot of people lose that. They become cynical and jaded, especially in modern day society. Magic renews that wonder.
Doug Henning |
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Decomposed Eternal Order High Desert 12059 Posts |
That is great Morning Star. I think that is a great set up for a show!
ClICK HERE for HOW TO MAKE TRANSITION FROM MAGICIAN TO MOTIVATIONAL SPEAKER WORLD NEW BOOK!
Click here for NEW PROMO TRAILER! 90 seconds of pure laughs without a standing ovation! Click here for Magicians Austin Mentalist Performance https://www.facebook.com/AustinMagicians https://www.speakermatch.com/profile/gianicano/ Magicians Company Entertainers in Dallas, TX https://www.youtube.com/watch?v=W8sHW_zVuSc https://about.me/motivationalpublicspeaker |
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