Magician

The First of Its Kind

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Everyone knows how important an elevator speech is to a business. The right speech gets people excited about what the business can do for them. The wrong one makes them yawn.

A snappy attention-getting elevator speech doesn’t just work for a business. If you’re an author, you need a speech to describe your book, too.

A few years ago, the great Mac King and I co-wrote a book called “Tricks With Your Head.” How do I describe it? This way:

“Tricks With Your Head’ is the first of its kind: a book of magic tricks where the human head is the main prop in every trick. Readers learn how to stab a fork in their eye until it pops, suck a French fry up their nose, and read people’s minds with a drinking straw.”

From the twelve second speech, listeners immediately get a feel for the book’s premise and tone, and understand the kind of things they’ll learn from it. A lot is accomplished in a few sentences.

A key to that speech is its opening: The book “is the first of its kind.” That phrase opens listeners’ ears and piques their curiosity. We all want to hear about firsts and distinctions.

If you’re positioning a book (or yourself or a company or a cause), a good exercise is to scour your material for slants that might make it “the first of its kind.” Ask yourself questions like the following:

Does my book speak to an audience that’s been ignored? Does it name a concept that’s never been named? Does it explain a methodology that’s brand new? Does it combine ideas that have never before been combined? Does it tell a story no one has ever heard?

If a first jumps out at you, use it. If one doesn’t, consider revising it until a first appears.

Your book doesn’t have to be “the first” to do anything. Working to make it so, however, may help you build a work that stands out from the pack.

My challenge to you, then, is to look over the book you’re writing — or thinking about writing — and ask yourself:

  • What are all the ways my book is a first?
  • What are all the ways I can convert it into a first?

(By the way, if you’re interested in understanding why being first in people’s minds is important, do yourself a favor and read any book written by Al Ries and Jack Trout. The work of these men on positioning is astonishingly valuable.)

The Red Car Trick

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Besides being a business consultant, I’m also a magician. I invent illusions, design magic shows, write instructional magic books, and position performers.

If you read Seth Godin’s recent post about Steve Cohen, “The Millionaires’ Magician,” you’ve seen my work in action. Steve has been my client and friend for a decade. I positioned him, and co-created his two Off-Broadway shows, “Chamber Magic” and “Miracles at Midnight.”

Steve and I have invented several tricks I think of as theatrical. I’d like to tell you about one.

Years ago, when “Chamber Magic” was getting off the ground, Steve gave me a call. He said a New York newspaper reporter had been in the audience, was impressed, and asked to meet Steve later in the week for an interview. If the interview went well, the newspaper would devote nearly a page to the story. Steve and I took this as a challenge. An article in a New York paper was worth thousands of dollars of publicity.

During a fast brainstorm, I hit upon an idea. We drafted an email and shot it off to the reporter. The body of the message read something like this:

“Steve Cohen here. Thank you for offering to interview me. Let’s meet tomorrow in Manhattan at noon at the National Arts Club. And, if you’re game, I’d like you to participate in an experiment.

“On your way here, keep a running tally of every red car you see.

“Don’t, however, write down or mention the final figure to anyone. It should remain a secret until we meet. Just keep it fixed in your mind.

“A few additional points:

“You told me you live in Brooklyn, which is six miles from where we’ll be meeting. You have a few routes you can travel. Perhaps you’ll take the Brooklyn Bridge. Or, the Manhattan Bridge. Or, the Williamsburg Bridge. You also have the choice of dozens of avenues and streets.

“What’s more, you have several transportation methods you can use.  You can walk, cycle, rollerblade, drive, grab a cab, board a bus, ride a horse, take a helicopter, or mix and match. Each method will likely alter your route some. That’s fine. It’s your choice.

“Then, there are the cars. You decide what constitutes a ‘red car.’ It can be completely red or have just a red detail. It can be moving or parked. You can count red trucks and SUVs, too, or you can ignore them. Follow your impulse.

“Again, make sure you’re not making your counting obvious. No fingers or pads of paper. And, take precautions that you’re not being followed (check the foot traffic, the autos, and the air).

“See you tomorrow.”

The next day, Steve was waiting as the grinning reporter walked in and said: “I couldn’t sleep last night. I have a feeling you’re going to tell me how many red cars I’m thinking of.”

“Did anyone follow you?” asked Steve.

“No,” said the reporter.

“Did you see red cars?”

“I did.”

“Did you write down how many you saw, or share that figure with anyone?”

“No.”

“But you have the number safely in mind.”

“I’m thinking of the number, yes.”

“You’re not going to change it, will you? I mean, you’re a reporter and are sworn to the facts and the truth.”

“I promise I won’t change it.”

Steve picked up a business card, scribbled a figure on it with a pencil, and held the facedown card out to the reporter.

“How many red cars did you see?” asked Steve.

“61.”

When the reporter turned the card over and saw a penciled “61,” he punched and kicked the air, shouting, “Man! This almost makes me believe in real magic!”

Steve got his article.

Why did I tell this story? I told it because, well, it’s a damn good story. Its got an intriguing premise and action that unfolds on the streets of Brooklyn and New York. It’s also got a big city reporter who’s so affected by the experience that he lies awake in anticipation and nearly starts believing in miracles. What could be better?

Stories are what remains long after the show has been packed away. They’re evidence that miracles occurred.

When Steve and I come up with an illusion for him, we simplify it until we believe it’s easy for audiences to remember and talk about. If they do talk about it, great. If they don’t, we pull it from the show and start over. Everything we invent is based on the memories it provokes.

Doing tricks that lead to stories is forceful marketing. The audience acts as missionaries and carries word of the show with them.

If you dare to take the same approach in your business, you may see miracles happen there as well. Once you’ve completed a project and are heading home, ask yourself “What will remain? What will clients talk about? What will they be excited by?  What won’t they be able to forget? What will they share?”

(This post is drawn from an article I wrote for “Genii,” a venerated magic magazine published by Richard Kaufman.)

Telling the Same Story Differently

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A few years ago, Matt Madden wrote and illustrated a book of cartoons called, “99 Ways to Tell a Story.” In it, he tells a single story 99 times – in 99 different ways.

The single story is itself uneventful. A man, working on his laptop, gets up and heads towards the kitchen. A voice at the top of the stairs calls out, “What time is it?” The man glances at his wristwatch and says “It’s 1:15.” He opens the refrigerator and scowls, because he’s forgotten what he was looking for. End of story.

Madden first tells it as a monologue. He then tells it from the man’s point of view. He also tells it as a how-to, a flashback, a comedy, a calligram, a public service announcement, a political cartoon, in silhouette, in close-ups, from the refrigerator’s point of view, as if it were overheard in a bar, and as a homage to Marvel illustrator Jack Kirby, among other inventive ways.

Any story can be told from dozens of angles, in countless styles. Each angle and style reveals something previously hidden. It’s an important principle to remember, and doesn’t only apply to cartoons or even fiction. The idea of differing angles and styles is something to think about for your business communications.

Two weeks ago, Kristen Frantz from Berrett-Koehler Publishers asked me to make a video about the forthcoming edition of my book, “Accidental Genius.” The reason: Berrett-Koehler uses a prominent outside sales rep group, Ingram Publisher Services, to sell its books to bookstores, and Kristen thought it would be good if at sales conference the group saw how committed to selling the book I am.

I never before made a video. The result was too long, even though I had left out some important information. I’d have to reshoot it. The thing puzzling me, though, was this:

How could I make a shorter video while giving my audience more information?

Kristen and I came up with a simple strategy. I divided all my information into talking points. Some of those talking points seemed like they should come from my mouth: the book’s main idea, the philosophy behind it, the story of my eighteen years as a bookseller and my understanding of what a crucial job the sales rep has in the selling of a book. Those I filmed, and are in the video below.

Other points, like who’s in my network and how I plan on supporting the book, were important, but didn’t seem like they needed to come directly from me. Kristen, we decided, would talk about those points live at the conference.

Our solution wasn’t a complicated one, but it did the trick. We took a video with too much information, and made it more palatable by breaking its points into recorded and live moments. An optical illusion of sorts.

Take a look. Perhaps my video or performance skills aren’t what they should be yet, but the idea is still valid: Don’t think you’re stuck with one or two ways of delivering information to your audience. Try a different angle. Graft together uncommon styles. You may be surprised at the result.

By the way, near the end of the video you’ll hear me say, “I told you I’m a magician,” and then I perform a small trick. Unfortunately, I had edited out an earlier part of the video where I discussed my background as a magician and professional illusion inventor. Kristen told me not to sweat it. She’d add that to her talking points during the live session.