FAB

Post topics about the business side of magic.

FAB

Postby mrgoat » 07/17/02 11:10 AM

Simple idea. When selling anything, speak in terms of FAB statements.

Feature.

Advantage.

Benefit.

It sounds simple and indeed it is. You are often told on sales courses to sell benefits. True, but unless there is a context to these benefits they are often neglected.

Example:
F
A feature of my card to wallet is that the loader resembles a cheque book.

A
This means I can use my wallet all the time, everyday, and the loader - should it be seen, resembles nothing more that a cheque book.

B
The benefit of this is that no one thinks it is a dodgt looking loader in a trick wallet.

This can also be applied to selling yourself.

F
I am a magician and I do table magic for restaurants.

A
This means that your covers are always entertained. Waiting for a table, after they have ordered, while they are waiting for the bill I can keep them entertainied with magic.

B
The benefit to your business is two fold. One, you have happy punters all the way through the meal. This means they are likely to return, and also tell their friends about the great magician and the great food they had down at Smolensky's.

Try it.

It works.

Also, gaining agreement at EVERY step of the
mrgoat
 
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