Office Magic Online

April 2005
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In This Issue
-- Story Number One
-- Story Number Two
-- Which Ending is the More Effective?
-- Parting is Such Sweet Sorrow

Greetings!

This month, an entire seminar on articulating your value -- all in this little email..

Story Number One
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Years ago there was a little Swiss clockmaker who was known for his craftsmanship and expertise. Having heard of this artisan, a nobleman traveled for weeks to see the little clockmaker.

"How much for your finest clock?" asked the nobleman.

The little man quoted a hefty sum.

Taken aback, the nobleman then asked, "How long will it take to make such a clock?"

"You can have it tomorrow," said the artisan.

"What?!" cried the nobleman. "That much for just a day's work?!"

The little man bowed his head.

"No, sir," he said. "I have been making clocks since I was a small child. It has taken me a lifetime to perfect my craft. What is built into your clock took over 20 long years; certainly not a single day, kind sir."

"Hmmf," grumbled the nobleman, as he paid the fee.

Story Number Two
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Years ago there was a little Swiss clockmaker who was known for his craftsmanship and expertise. Having heard of this artisan, a nobleman traveled for weeks to see the little clockmaker.

"How much for your finest clock?" asked the nobleman.

The little man quoted a hefty sum.

Taken aback, the nobleman then asked, "How long will it take to make such a clock?"

"You can have it tomorrow," said the artisan.

"What?!" cried the nobleman. "That much for just a day's work?!"

"Ah," said the little man. His eyes sparkled and came alive.

"Your clock will be the most beautiful you've ever seen. Each time you gaze upon it, it will give you pride and inner pleasure. Everyday you will delight in its workmanship. It will be testament to your stature and all who behold it will admire and envy you for having it."

"Yes!" said the nobleman as he paid the bill. "Can you finish sooner?"

Which Ending is the More Effective?
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The clockmaker's response in the first ending is good. However, it's the old "skill, judgement, and expertise" argument that focuses on the clockmaker, rather than the buyer. The reasoning is rational, but unconvincing because it fails to present the benefits the nobleman gets out of the deal.

Note the clockmaker's body language. He is insecure and unconvincing as he looks down and away. The nobleman gets the clock and pays the bill. However, he still feels somewhat cheated and resentful.

In the second ending, the clockmaker focuses on the consumer. He exudes confidence and enthusiasm. He targets the nobleman's desire for pride. He tickles his emotional desires for admiration, envy and the best money can buy; the same way Lexus and Rolex do. The nobleman not only pays the bill willingly, he is delighted with his purchase and refers the King.

Did you think this was an old story? It's not. It's a new one. But we didn't write it. Dr. Mike Curtis did. We read it in his groundbreaking new series of books, "Hundreds of Pearls."

Mike has put together all of the wisdom and tips he's gathered from years and years as a "CE junkie." He's formatted it all for easy access. You pick up a tip a minute. But the real value comes from Mike's insightful analysis as illustrated above. Don't be an idiot. Order everything he offers right now.

Parting is Such Sweet Sorrow
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Hope your practice benefits from this free little e-seminar. Of course, your continuing education dollar stretches furthest at a real live Office Magic seminar. Hope to see you at one soon. See upcoming dates when you click the link below. In the meantime, behave, use your turn signal before changing lanes, and stay out of jail.

Love,

Pat, Lorraine, and Ginny

P.S. Recommend Pat to speak for your group. The best 2006 dates are already starting to go.