Think about the last time you left a movie theater thinking, “who is the idiot that approved this movie?” Now think of the last time you saw a television commercial and thought the same thing. (I know you are all thinking about this spot right here. ) Well, you’re welcome!
In Hollywood, and on Madison Avenue, it is not about what you sell. It is about how you sell it. I get paid obscene amounts of money (sometimes) for teaching people how to present. But, since we’re friends, I feel like I can share with you.
As in life, I take all of my advice from the movies. Tonight’s point about selling comes from
Fast Times At Ridgemont High.
In this classic scene, Dumone is trying to prep his friend Rat for his big date with Stacey. In addition to his music recommendation and advice on how to order food, he offers this profound bit of life wisdom.
“Act like wherever you are, that’s the place to be.”
The basic premise is if you show enthusiasm for the idea you are presenting, that enthusiasm will be contagious.
In the conference room, if you show how excited you are about the information you are about to impart to a current or potential Client, they tend anticipate and prepare their mind for something great. Think about the way you are when you are about to watch your favorite comedian. You are literally laughing inside before he or she even starts. That is what happens when you show strong enthusiasm.
So, the next time you are in front of a Client, pretend you have invested your life savings and your kid’s college fund into “The Rum Diaries.” And sell the hell out of it!
And…fade to black.
Btw, The lady will have the linguini with white clam sauce, and a coke with no ice.
