The Bourne Factor: It’s What Everybody Wants, Now.
Hey, before I get going, make SURE you check out the new Bourne Ultimatum movie. I saw it this weekend with my wife and my sons and it was AWESOME. An absolute thrill-a-minute, and like me… the movie was on “10” for the entire length of the film.
Matt Damon is AWESOME in it.
Now let’s pause for a moment and just slow down and switch gears, because it’s Tuesday morning, and we’re not quite ready to be on “10”… or even “8” or “9” for that matter.
Good, then slow down and let’s talk about the one thing EVERYBODY wants, including ALL your prospects. It’s why I went to the movies this past weekend, and it’s why Bourne Ultimatum took in $70.2 Millyun dollars in it’s opening weekend.
Regardless of what the experience you are selling involves — even if it’s cemetery plots, for goodness sakes — your prospects all want to be entertained.
Not only that, but people will spend a small fortune to be entertained.
So if you’re selling ping-pong tables, you’re going to talk about the experience your buyers are going to have while they’re playing ping-pong. How much fun and excitement they’ll have with their family and friends, and how they can have intense competitions to see who’s best!
What you DON’T want to talk about is how hard the wood is… or the diameter of the ping-pong balls… or how long you’ve been in business, because this is about as entertaining as talking about the tax code or something, right?
(And by the way, we have an outdoor ping-pong table and it’s a TON of fun!)
And the truth is, even if you are selling gravesites, you don’t talk about the dirt… or the location overlooking what was once a busy side-street, but is now stretch of Section 8 row homes. You talk about how your final resting place should be a place where your loved ones can peacefully reflect over all the memories they shared with you during your wonderful life. How it’s a place for privacy, intimacy, and reflection.
So always keep in mind the “Bourne” factor in whatever it is you’re selling. Entertain, and sell. Elmer Wheeler put it best over 50 years ago when he said “Sell the sizzle, not the steak.”
O.K. Oh, and speaking of entertainment — if you haven’t seen it yet, check out MY video. Entertaining? You tell me. It’s right here: http://www.youtube.com/watch?v=PEqaUVJEaq8
Now go sell something, Craig Garber
P.S. This month’s Seductive Selling Newsletter is going out later on this week, and it’s a DOOZY of an issue. Make SURE you check it out — take a FRE.E test-drive right here, and get TWO sales copy critiques on the house — only 10 days left! http://www.kingofcopy.com/ssnl