“How did he do that?”
Those are the first words that come out of your mouth when you’re watching a masterful illusionist.
You know he didn’t just vaporize the elephant that was just standing on the stage in front of you a few seconds ago. You’re pretty sure he didn’t make the Empire State Building disappear.
But the building is gone and the elephant is missing, and you’re confused and delighted and intrigued all at the same time.
It’s what we call magic.
Were you fooled? Probably.
Are you angry about it? No. Not at all.
It’s an important lesson to remember in business. We are wired to be curious. You. Your prospects. Your industry. Everyone
And when a phenomena challenges our senses, expands our understanding of reality, we find that delightful.
It’s the difference between a sales pitch based on facts and a process rather than creating delight and surprise.
Think about the next time you’re trying to land your dream client.
What are you doing that is least expected?
What is the magic you bring to the buying process?
How unexpectedly delightful is your methodology and pitch, your words and the way you deliver them?
Ask yourself: “Where’s the magic?”
It’s not about you trying to fool anyone else.
It’s about creating that child-like delight we all feel when what we just experienced defies our sense of reality.
There are moments in life so blissful and serene that we can only capture their essence by describing them as magical.
Are you someone who creates those moments?