Magic and selling
Magic is like selling.
Magic is a lot like sales. With selling, a good sales person anticipates the objections that a customer may have and overcomes those objections during the product presentation. A good magician does the same thing either verbally or nonverbally and sometimes both. As a magician when you outlined your routine or your effect, you’re in a sense looking down on the effect from a bird’s eye view and anticipating potential objections that a spectator may have. Your spectator may object to your long sleeves. Your spectator may object to your watch. So, know these objections in advance and overcome them within your routine, patter and storyline. To overcome potential spectator objections, reverse engineer your effect. Think about what could go wrong. What might the spectator think? What could potential roadblocks be?
I performed a silk vanish flawlessly for a group of kids in Maine. One child said, “I saw what happened. That hanky went up your sleeve.” In actuality the silk did not go up my sleeve, it went into a thumb tip. However, it was quite flattering to think that the kid did not see what really happened to the silk, but it sure took the wind out of my sails when the child voiced his objection and inserted doubt in the minds of the rest of the children as to where the silk went. Now, the rest of children thought the same thing. Oh, that kid saw it go up my sleeve…so it must be up my sleeve. Therefore, I learned a valuable lesson. I learned to anticipate the potential objections of my spectators and overcome them before they even occur. So, the first thing I do in most of my impromptu or close-up magic is to roll up my sleeves and remove my watch.