get more gigs Archives - Stone Cold Magic Magazine

Marketing by Flourishes

Jeff Stone — Wed, 20 Aug 2014 06:04:41 +0000

Show off

You’re probably sick of me braggin’ about how fast I can solve the Rubik’s cube, but just in case you’re not, my average speed is under 35 seconds. My best time is 24 seconds. I never leave home without my Rubik’s cube. I leave one in the car at all times. That way when I’m heading off to a place where I know I’ll be waiting, I bring the cube with me. It gives me something to do while I’m waiting for the DMV clerk to call my number.

Sometimes I bring a deck of cards instead. With the cards, it’s flourishes and finger flicky stuff while waiting. I do this to show off, but for a good purpose.

Transition

So I’m standing in line speed-solving, or finger-flicking; now what? I’d say that better than 90% of the time I do this, someone will start asking questions or making statements (e.g., “wow you’ve got fast hands”, “you’re good with cards”, “how fast can you solve that”, etc.).

With the flourishes, it’s obviously easy to transition to “I’m a magician” or “I’m a magician; do you wanna see something cool?” With the cube, I tell them the true story that I’ve spent the last year trying to master the speed technique so that I could get my speed down around 30 seconds for a magic effect I’m working on. Of course that leads to, “Oh? Are you a magician?”

So What?

What’s the point of doing all this? Remember that the No Stoned Left Unturned column is meant to help you improve the business side of magic: get more gigs, retain clients, marketing tips, etc. I’ve found that fiddling with my cards and/or cube in public usually leads to a conversation about magic, which often leads to a discussion about “do you do shows?”

Be prepared to answer questions and possibly get some phone numbers and/or give out business cards. This is a simple way to turn a 30 minute wait in Apple Genius Store into a few hundred bucks in your pocket (depending on your show fee) by getting potential and actual clients.

Learn a coin roll, or fancy Zippo lighter moves. Learn to solve the cube or some fancy XCM moves. Learn how to get the attention of those around you without taking on the attitude of “look at how awesome I am.”

Often when people ask what I’m doing, I let them know that I’m “keeping my fingers warmed up.” This will, of course, lead to questions. I lead them to believe that solving the cube is just meant to keep my mind and fingers nimble which is true. This can/will lead to you showing them nimble fingers (card/coin effect) or nimble mind (mentalism effect).

So get out there and start finger flicking, coin rolling and cube solving.

Until Next Month . . .

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Somebody That I Used To Know

Jeff Stone — Mon, 25 Mar 2013 00:04:48 +0000

Before we get started today, I need you to take a moment and listen to the song below. It’s one you’ve probably heard a thousand times. The song is Somebody That I Used To Know By Gotye and Kimbra. However, the version below is by a different band . . . I won’t share who just yet. It’s all part of the plan. So when you listen, really listen. Put on your headphones is you’ve got ’em.

Close your eyes and take in all the music, the sounds, everything. Absorb it. Focus your attention more on the music than the lyrics. The music is the key point needed for this article. I want you to pay particular attention to how many instruments are in play.

I know I ask you to do weird stuff like this all the time, but please . . . don’t miss out on this opportunity. You’ll not regret it if you take the time to hear the song to the end.

http://www.stonecoldmagicmagazine.com/wp-content/uploads/2013/03/somebody-that-i-used-to-know.mp3

Thank you for indulging me. I promise it will pay off.So you’ve listened to the song . . . First of all, I hope you liked it. Second of all, how many instruments did it sound like to you? Go back and listen to it for a few seconds if you need to. But do not move on until you’ve taken a guess at the number of instruments. Got your guess? Ok . . . you may now proceed to step 2. Click on the “watch the video” link below.

WARNING: Do not click the link below until you’ve followed ALL of the instructions above first!

Ok . . . if you’ve followed all the instructions above and you have a number of instruments in mind, click the link:

Click to Watch The Video

Hopefully you’ve now watched the video and have been blown away. The first time I saw that, I was truly astonished. It was a beautifully moving moment. It’s all about team work. My guess it that you, likely, would never have suspected that it was possible to do that. Yet it was/is. Can people truly work that well together with that much harmony (not in the musical sense) and that much rhythm and timing. It’s beautiful.

What the heck does this have to do with magic? Simple. Although, we often work alone doing it all (i.e., actor, director, producer, marketer, etc.), we still don’t truly work alone. We work with event planners, clients who hire us, restaurant managers, spectators, etc., etc. Watching that video, you’ll notice how tightly crammed in they were, yet they still gave each other space and respect. You can sense the respect they have for one another. Do you have that kind of respect for your event planner? The servers at your restaurant? Your audience? The video you just watched was created by a band called Walk Off The Earth. They’re an amazingly talented group of people. In every video I’ve watched from them I’m able to sense that compassion, love and teamwork mentality they have for/with each other.

I know a lot of you work restaurants or close up in general. I could do a whole dissertation on getting along with and working with the wait staff . . . but instead I’m going after an even more common denominator . . . audience members. The melodic dance and pace that was demonstrated by Walk Off The Earth is a lesson in the rhythm we must have with our spectators. Don’t use magic as a weapon. Don’t make jokes (no matter how light-hearted) at the audience member’s expense. Don’t make them feel awkward. Make them feel welcome and glad that they met a magician today.

Don’t try to “Freak” their mind, or “Fry” them or “Destroy” them. Don’t “make” them anything . . . “help” them, “share” with them. Dance with them so to speak. Work in harmony with them to create and share a wonderful moment. But Jeff, this is the No Stone Left Unturned column. It’s supposed to be all about getting gigs, and being more marketable and the business side of magic. Yep. This subject (team work with the audience) is critical to the feeling left behind when you leave the gig, the next day at the office when they’re talking about the show last night . . . you’re trying to leave behind a feeling of joy and pleasure. You want people to enjoy the experience, not be destroyed by it. You want that positive feeling to permeate the event, the company, the restaurant, the [insert venue here].

Other than the obvious respect that this shows for your audience and the obvious fact that this makes for a better show for the audience, you’ve also got the goodwill left behind that should increase your ability to get rehired, increase your bonus and/or tips (depending on the type of gig). The testimonials you’ll get will be better; everything about this leaves behind a better “something.” This sets you above the rest. Most magicians come across as the court jester who isn’t even trying to entertain the king . . . just himself. No connection, no team work, just a bunch of stupid, hackneyed insulting one liners that have no meaning and no purpose other than to entertain the so called magician or insult the audience . . . or both.

Don’t be that guy/gal. Be the person who loves the audience and shows it . . . nay, proves it. Be the one who is talked about as the magician who “made me feel good.” You’ll grow as a performer and you’ll dang sure get more gigs instead of ending up as Somebody That They Used To Know.

Until Next Month . . .

Win a $100 Worth of Magic!

Take a moment to comment on this thread and you could win a Jon Armstrong DVD three pack ($100 value) just by posting a comment. All comments of substance (in other words, a simple “good point” or “I agree” doesn’t cut it) will be entered into a drawing on the last day of April 2013. The winner will be announced May 1st, 2013

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You Really Love Me!

Jeff Stone — Mon, 25 Mar 2013 00:03:58 +0000

Are you after that ever elusive standing ovation? Do you want your audience to love you, remember you, talk about you, etc.? Who doesn’t? Well, I won’t guarantee a Standing “O” but take a few minutes to watch the following video of Benji Bruce performing. Watch the whole thing to the end. You won’t regret it. Before you do, however, if you’re not familiar with “Slam Poetry”, take a quick moment to read this short article. When you’re done, come back and watch this video in its entirety – it’s only 5 minutes.

Root:

Let’s remember our roots. This month’s root: share yourself with your audience. BAM! Did Benji Bruce ever do that. If you really caught the vision of what he was doing and saying, he poured his heart out to the audience. Forget about the magic square, the mind reading, etc. What was the message? The message was this is me, Benji; this is who I am; this is what I’ve been through. This is where I’m headed. This is me! Who ever heard of a magic square getting a standing ovation . . . you still haven’t heard of such a thing because the magic square did not get the standing ovation, Benji Bruce did.

The more of yourself you put into your performance and presentation and magic, the more the audience will love you. The audience, literally, laughed and cried and shouted with joy. They gave back. He gave them himself, and they give him themselves. It was beautiful. That’s magic folks.

Branch:

Let’s build our branches. Your challenge: give yourself to your audience. Let them in. This is a perfect tie in to this month’s No Stone Left Unturned article: Somebody That I Used to Know. If you haven’t read it, please read it. If you have read it, don’t be afraid to re-read it. Here’s your goal: Find a story in your past that’s personal, but not socially unacceptable.

Figure out a way to work it into a presentation. I don’t mean to create a story trick. I simply mean, figure out a way to share it with your audience. Let them inside a little. Be vulnerable. I’ve actually cried with an audience. I didn’t mean to; it just happened. A subject came up that was very personal and sacred to me, and it became a beautiful moment of bonding with my audience members. Take the time to be selfless with your audience. You won’t regret it.

Post your thoughts and comments and experience with this below . . . particularly those of you who take on the challenge mentioned above . . . remember, you could win a Jon Armstrong DVD three pack ($100 value) just by posting a comment. All comments of substance (in other words, a simple “good point” or “I agree” doesn’t cut it) will be entered into a drawing on the last day of April 2013. The winner will be announced May 1st, 2013

Now go study the classics and go discover your true magical self.

P.S. Get More Gigs

I’ve mentioned this before in previous emails and magazine issues. Benji Bruce has an excellent e-book about marketing yourself as a magician and how to get more gigs, etc. You can get your hands on a copy here: Get Booked: Marketing For Magicians.

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Magicians: Make More Money

Jeff Stone — Fri, 25 Jan 2013 00:04:08 +0000

No Stone Left Unturned . . . it’s all about assuming you have a marketable show. Let’s say that’s true. Then what. That is the question I attempt to answer every month with this column. We cover everything from how to manage your bookkeeping to how to close deals, how/where to advertise, how to upsell, overcome objections, how to get more gigs and repeat customers, etc. I’m by no means the ultimate authority on such a vast subject. However I have at my disposal, things I’ve tried that have worked and failed. I have my close magic friends who have also gained and lost gigs with their experiences. I’ve also published ideas that I’ve never tested, but felt had potential. Further, there are other experts out there who have had a lot of experience as well. On occasion, I’ll bring one of them in and let them write an article.

This month, at the risk of seeming to cop out, I’m going to recommend a book for you. Further, I’m going to send you off to my affiliate link to it. So if you happen to it, I’ll get a small commission. Hopefully, however, by now I’ve earned your trust. I don’t promote a product unless I feel it’s of real value. I call a spade a spade, and I’m not afraid to say that a product sucks regardless of the author. I’m also not afraid to say that a product is valuable regardless of the author.

The book recommended below is a book that I personally bought and have found valuable. I’ve not completed it yet. However, I’ve already found several ideas and tips and suggestions and strategies that are very much worth the price.

Granted, it has a lot of hype and maybe even some “fluff.” However, it also has a ton of valuable information. Do I think you’ll become a millionaire after reading it? Nope. Do I think you’ll earn more money as a magician after your read it than before you read it? Yep . . . a lot more. So look beyond the hype you’re gonna see when you link off to his site, and take my recommendation. Anyone looking to grow his/her magic business, get more gigs and make more money as a magician should read this book.

Get Booked: Marketing For Magicians By Benji Bruce

Until Next Month . . .

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Full Time or Pro?

Jeff Stone — Mon, 29 Mar 2010 00:04:27 +0000

Quantity vs. Quality. Ah . . . the age-old debate. This month’s issue is simple and short, but is definite food for thought. Many of you may be considering going full time, and many of you mistakenly refer to that as “going pro.” Nothing could be further from the truth. There is a big difference between a full-time magician and a professional magician. The two terms are, by no means, interchangeable.

Also, in the world of magic, the term “full-time” doesn’t even really mean “full-time” in most cases. Usually it refers to someone who’s sole income is magic. It does not refer to someone who is doing magic 40 hours a week. That split hair aside, let’s use the more common definition for our discussion . . . sole income from magic.

Is it possible to be full time and suck?
Is it possible to be part time and not suck?
Is it possible to be a pro (short for professional) and suck?

The answer to #1 and #2 is yes. The answer to #3 is no.

If you are a professional magician the amount of hours you perform is irrelevant. The title of “professional” is simply a reference to quality. Basically “pro” is the opposite of “suck.” Let’s remember the purpose of this column . . . it’s all about the business side of magic and not the magic side of magic. So for those of you out there who are thinking of going full-time, you need to go pro first. Take me for example. I’ve got a good act and I’m a good performer (if I can say that without sounding arrogant). In my opinion (which is certainly open for debate), I’m a professional. However . . . and a big fat however, I make the majority of my income from two other sources:

A full time job as the internet sales manager at an accounting school. Click here and scroll to the bottom: Senior Staff.
Freelance Web Programming

I still make a decent chunk of money from my magic business which consists of several things:

Gigs
Magic Products
Lectures

So, I’m a part time magician, or more specifically, a part time professional magician. Of course part time in this case means someone who’s sole income is not magic, but is partly from magic. So what’s the point of all this? Simple. If you’re considering “going pro” as many say, you need to understand that “going pro” is all about improving your act. It’s about quality. Sometimes, however, the best way to go pro (read: improve your show) is to get more gigs. However, take it slow. I’ve gone through various phases over the past several years. This year I’ve probably had the least amount of gigs (by design) compared to previous years. However, next year I’ll be back to giggin’ again.

Take your time and stay part time until you are “pro.” Once you’re pro, then go full time. How to go full time, of course, is a whole other subject. For now, just grasp the simple concept that you need to get professional before you can go full time. Improve your act (by reading Roots and Branches every month and performing and practicing).

Also consider the fact that you don’t have to ever go full time. There’s nothing wrong with being a part time pro who has other sources of income. You don’t have to quit your job to be a professional magician. Until Next Month . . .

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Freebees For The Kiddies

Jeff Stone — Fri, 26 Feb 2010 00:04:20 +0000

Let us hearken back to the days of yester-year . . . you know when Ronald McDonald was cool . . . and Grimace was even cooler, but the coolest of all was the Hamburglar. When I was a wee lad, I went to a McDonald’s grand opening where Ronald McDonald, himself, performed a magic show! It was awesome. Although, I can’t remember a single trick from the show. However, I do remember the one trick that he taught us all. It was the vanishing wand.

Weird . . . I just suddenly remembered one other trick from the show . . . the bouncing handkerchief. Anyway, sorry about the digression . . . back to the wand. The very wand that he had been using throughout the entire show was rolled up in a piece of newspaper. Then the newspaper was folded in half and torn to shreds. The vanishing wand! The crowd went wild! They loved it. I loved it. At the end of the show we got to go up and shake Mr. McDonald’s hand and, in turn, he gave us a hand out that showed us exactly how to make the magic vanishing wand.

The feeling of wonder I had when seeing this effect as a child inspired me to include it in my, now retired, children’s show. I teach them how to do the effect and at the end of the show give them (or their parents) a copy of the instructions. It’s one sheet of paper with the instructions on one side and the wand template on the other side. You can take a look at a copy of here: Vanishing Wand. You’ll notice that at the top is my website (which back in the day was where you would go to book me for a kids show). Also, at the bottom, is the link to the very file where the parents can download the file and print as many copies as they want.

Of course, No Stone Left Unturned is always about the business side of magic. The point here is that this little tip got the kids more interested in the show (if you’re a good audience, I’ll teach you a trick). It got the kids excited and talking to their parents about the “cool magician who taught them this cool trick.” And finally, it gets the parents involved by having them help their kids build the magic wand and practice the trick. It also gets them (the parents) to check out my website. All of these things combined help spread the word that you’re a good magician and increase the odds of you getting re-booked.

For all you youngster entertainers, this is a great addition to your act that can help you get more gigs. For those who do more strolling/restaurant work, here’s an idea you might try. I’ve never tried it, but I imagine it would work just fine. Bring a stack of these wands (print in color please) to the restaurant and leave them at the counter next to your advertisement (table tent, etc). At the table, if the table has kids, tell them that on the way out, they can pick up a free magic trick at the main counter. Make sure the restaurant staff is aware of this so that they can help the customers find them. Anyway, you get the idea. It gives the kids something to look forward to and gets your contact information in the parent’s (your real client) hand. Below are a couple of files that should help get you started.

The first one is a pdf of a completed wand and directions set with no contact information. The next file is a MS Word Document that you can modify with your own contact information. The two places you’ll want to modify are labeled in red ink. When you click on the file below it should try to download. Just click “yes” or “ok” and let ‘er rip. Until Next Month . . .

No Contact Info PDF

MS Word Document

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