Q & A Session - May 2009

I have the smartest entertainers in the country in my Rebel Army. If you like what you're reading, spread the word.

Great questions, great lessons, so read on!

Terri Foust Rogers aka T. Tator Tot the clown asks:

Hi John, I read your "Free stuff" on your website and it says in your "Seven Deadly Sins" to use "Lust". I work with children and I see no way that I could use "lust" and still have a show that is good for kids and keep with having a great reputation. I understand that "sex" sells but when I dress as a clown or a vested entertainer and am working with children I don’t see it being possible. What suggestions would you have?

Answer:

Hey Teri,

I laughed out loud at the visual. Listen, there are many great suggestions on that report (Seven deadly sins of Rebel Marketing). Not every single one will be appropriate for every single show. In fact, I would never suggest you do any kind of sexual innuendo aimed at kids. It’s inappropriate and could lose you bookings.

BUT… I am now going to reveal something that will shock a lot of folks. You CAN do it in your marketing. Remember, you’re not marketing to children. The kids don’t pay the bill. You’re marketing to adults.

Here’s an idea. It’s outrageous, but if you’ve got the guts, this will get through the clutter of all the other clown’s material and I guarantee that you will get hired above all the rest. Hold your breath, here we go.

Market to all men’s social clubs in your area such as Rotary, Kiwanis, Lions, Elks, etc.. for a romantic evening with their wives. Your headline reads “Discover how a clown got me closer to my wife… if ya know what I mean” Got your attention?

Ok. Next, in your sales letter explain how a man needs those intimate moments and how YOU can supply it. How? While they're in the Elks club lounge having that romantic dinner, you're entertaining the kids with squeaky clean hilarious clowning.

They get romance, they don’t have to leave the kids home with a babysitter, and you get paid. You can even have a picture of “The happy couple” with a cut out of you in the back with the thumbs up. How’s that for lusty positioning and outrageous marketing!

By the way, any entertainer can use this marketing campaign.

Judah Buxton asked this next question:

John,

Could you give a list of some good "power words or phrases." By this I mean good solid words or phrases one might use in marketing brochures, as they speak to a prospective client, etc. What words have worked for you?

Answer:

Hey Judah,

Congrats on your win at Twist & Shout! This is one of my favorite subjects and it’s where most entertainers fall short in their websites and marketing. They have a tendency to show all sorts of pretty pictures without any direct motivation for the customer to call and hire them.

By far, the most powerful and influential word in sales is “FREE". You can use it in your pitches like this. Along with the show, each and every guest gets a Free doo-dad. Comes with a Free teachers guide and Free coloring sheet. An additional 15 minutes of walk around for Free. You can easily position this word in your show, all marketing and in your phone scripts.

Here are some others I use all the time.

Call RIGHT NOW to book the date that you want.
I personally Guarantee…
You’ll get or You’ll receive (Instead of this is what “I do”)
Hassle-Free
Imagine
Peace of mind

I also use three “power words” in my USP for Rebel Entertainers. See if you can pick them out: Inspiring Live Entertainers to Create Innovative Marketing & Breakthrough Performances.

Here are my favorite books that I highly recommend for wordsmithing:

Words that Work - Dr. Frank Luntz - By far THE BEST book on how to use specific words and phrasing to get what you want.
The Power of Outrageous Marketing - Joe Vitale - Has an amazing chapter on how to write great headlines.
Rebel Entertainers’ Success System - Oh, wait, that’s mine. Includes an entire copy writing seminar in a two Cd set.

The first two are also available as audio books.

Marsha Gallagher of Laughsbymodine asks:

What are your favorite sources for learning about trends in children's and family entertainment, and how do you keep ahead of the curve?

Answer:

You can certainly go online and read the Disney and Nickolodeon websites and blogs. But that’s just someone’s commercial interpretation of what kids like.

The real secret is this: Sit down with kids in your demographic and watch TV with them for a few hours. You’ll see exactly what they watch, exactly what they get exited about, and what’s in and what’s out. When you’re at a show, ask the kids who their favorite singers are, what TV shows they like, what movies are they into, what video games they like, what’s on their Ipod etc... If you have kids, it’s easy. If not, do you have nieces or nephews?

I’ve been lucky enough to be able to sit with my two kids day after day and watch what they watch. It’s really kept me up on what’s cool to them. Now my youngest is 11 and pretty soon I’ll have to turn into that weird creepy guy that watches children’s programming without any kids in the room. What we do for our art!

Leo Cruz had this question:

Hi John,

I am a balloon Artist/Decorator, in this area people have to see your talent to appreciate it and realize why your rates are higher than other Entertainers. I do promotions in Farmers Markets, and local restaurants. I spend a lot of time away from home but my name and skills are getting out and my bookings are increasing. In your business when you started, how much time did you dedicate to promote you services and how long would you say it took for your name to be well known?

Answer:

The definition of “Well known” is hard to quantify. For me, I’m satisfied when I’m completely booked up four or five days a week with two or three shows each day. It’s different for everybody.

I’ll be honest with you. When I first started, I knew nothing about marketing my show. I just put the ad in the yellow pages and expected the calls to come in. Well, since I did offer something completely unique, it took about a year and a half until I was booked up all the time (at the time, I was satisfied just booking up weekends).

By the time I was ready to attack my other markets I had created a system for getting to them and getting to them very quickly. This system includes direct mail, internet, magazine/directory ads, monthly newsletters etc… Now, when I attach a new market, it takes about 3-4 months to get that phone humming ALL THE TIME. All of those letters and marketing materials are available in my Success System ready for you to change with your own information and use as needed.

The initial attack is some work, but once you have all those loyal clients, it’s simply a matter of following them up and keeping them. The work obviously pays off.

By the way, if you are just marketing at the Farmers Markets and local restaurants, it will probably take quite a while. Think about it. There are 1000's of perspective customers that never attend either of those places. But if you’re willing to really do the work, you can charge way more and get booked way more often.

Oh, and also, the idea that people must see your talent to pay you more is a myth. They can be convinced of it in your marketing. You can also use video on your website.

Mike Shenhouse aka Balloon Man Mike asks:

Hi,

I was just asked this question today. How would you answer it? "Mike, How do you work the fundraiser events?"

Answer:

There are a lot of ways to do it, but a standard formula for fundraisers for schools, churches etc is this:

You offer a fundraising show that’s Free to the client. You supply them with all the materials to promote the show and the evening. The customer charges a certain amount at the door and you split the money from the ticket sales. You always have to build in a minimum fee for yourself, even if the split doesn’t add up to your fee. You must require at least your minimum fee, then the rest is gravy.

Also, make sure your client has snacks and other things to sell at intermission or after the show. You can also sell additional products to make more money for yourself. If your client has a problem with you selling stuff at their event, offer to split the profits.


Charlie Brust bought my Success System and had this question:

Hi John,

In the school market, do you find that sending out a series of three lead generation letters books more shows than sending out three variations of a full sales letter (different first page/different color paper)? I can see the importance of wanting to get people who are raising their hands that also makes them a more valuable prospect, but aren't you going to lose some leads when you make them do an extra step (have them ask for the full information/sales letter)? Have you ever tested this, or have any more thoughts or observations on this?

Answer:

Hey Charlie,

Once you have a show that’s appropriate, schools are all about two things: Timing and getting something (or as many things) in that PTA folder that they’ll keep and look at again and again.

In general, a prospect won’t read a long sales letter unless it was requested. Yes you want to use the 3 letter lead generation system to get them to raise their hand so you can send the most interested ones the follow ups AND something monthly for the rest of the school year: Newsletter, specials, gift certificates and other incentives.

But, in the 3 letter sequence I would sweeten the pot. Offer a gift certificate and a free bonus along with the free info. Also, I would have the sales letter available in e-mail or downloadable form for someone who needs the info right now.

And lastly, in your 3rd letter and in the free info pack, you need to send them something inexpensive with a summary of your program. But it’s gotta be something that will stand out in the folder and something that they are sure to keep (not just a three fold brochure). I have the perfect SECRET WEAPON for this, but because I’m using it myself right now I can’t give it away in this blog. I'll be releasing it soon on my DIABOLICAL MARKETING WEAPONS OF A REBEL ENTERTAINER.

But, since you bought my Success program, I’ll be happy to give it to you personally. Just shoot me out an email or give me a call.

Jason Vaughn asks:

John,

What is your weekly marketing/promotions schedule look like?

Answer:

Hey Jason,

Great to hear from another marketer.

It's pretty simple. It’s a spreadsheet that has my 3 major markets across the top. Then on the left hand column it has each week listed and then every corresponding holiday to remind me. Then in each column, under the specific markets, I’ve put the action I’m going to take. Actions range from prepping and sending my monthly newsletter, to reminders to current clients, holiday specials and even additional marketing for what was a slow month last year.

I don’t always get to every single thing on the calendar, but it keeps me moving.

That's it for this session. Make sure to visit www.rebelentertainers.com.

Thanks for all the questions.
- John Abrams
Rebel Entertainer

The Economy and Your Brain

I'm friggin' sick and tired of the news. I understand that people are being laid off and that banks are going out of business and that we're all going to be swallowed up by a giant vortex of financial ruin, that we'll become a third world country, that cats will be eating dogs and that Godzilla is invading wallstreet.... ENOUGH ALREADY!

I know that this economy has affected a lot of people. But, believe it or not, listening to the media's doom and gloom only perpetuates the problem.

The stock market (and every other financial institution) increases and decreases value through speculation, through confidence and through fear. The more we listen to and accept the media’s interpretation of the financial status of America, the less confidence the consumer has, the more we’ll be sucked into that vortex.

How does this constant barrage of hysteria help you or me? It doesn’t! It only depresses us all - even people who are not directly affected by the economy.

What can we as Rebel Entertainers do about it? Here’s what. Turn off the friggin’ news every time you hear about death and destruction. Change the channels on the TV when they talk about “financial collapse”. Clear your mind of all the doom and gloom.

Replace that time with education on how we can market our shows better. Inspirational success stories. Take this time to re-tool your business. Re-tool your services. Re-tool your thoughts.
We are Americans, damn it. We’re a creative, innovative people that are not controlled by the reportings of the media.

I’m not being blind to facts of the economy. I understand very well what’s going on, but I also understand the effects that the media has on our psyche.

Here’s some good news that they don’t report:

Battery Companies - Business is up because people are keeping their electronic devices longer.

Vasectomy surgeons’ - business is (pardon the expression) up.

Bowling Alleys - Business is up because people are looking for cheaper entertainment.

Auto Repair Shops - Business is up because people are keeping their cars longer instead of buying new ones.

Grocery Stores - Most are up because people are eating out less.

Comfort Foods (junk food) - Business is up because people eat when they’re depressed.

Here’s something else. People that had ten million dollars in the bank, still have five or six million left. Our fees are still a drop in the bucket to the affluent. If you want to make some money, you may have to sell to a different market, or re-think your marketing. But the money is still out there.

Here’s something else that most people won’t tell you. Now is the time to INCREASE your marketing, not decrease your marketing.

Why? It’s simple Very soon, you will see less competition in your markets. Less direct mail, less ads, less everything. Entertainers will be going out of business right and left. The people that are aggressive NOW, will keep the lions share of the business. A year ago, I saw the writing on the walls. Instead of being timid, I did a HUGE marketing campaign for my particular market and literally took a number of my competitors out of the game. While they were waiting people to call, I was going after the calls.

In this economy, only the very best will survive. The entertainers that are sitting by their phone, just waiting for it to ring, will die on the vine. Being depressed and being in-active is not the way to go. Instead, take this opportunity to be aggressive and go for it.

It’s time to market smarter and more thoughtfully. Turn the negative TV and Radio time into positive study time!

Only when we change our attitudes about the economy and our own businesses will the economy start to turn around.

Q & A Session - April 2009

You got questions, I got answers!

Whew! Lots of great questions. Tons of useful info in this blog. If you like what you’re reading here, and if you’ve been liking the emails I’ve been sending, can ya do me a favor? Get on the discussion boards for your particular variety art and talk up RebelEntertainers.com. It’s the best way to spread the word so we can help more people succeed.

Allright, on with your questions….

Jonathan Fudge of Florida writes:

QUESTION: I'm looking for content on my blog that birthday moms will enjoy. I've read through your (Show Building) course so I know it says to ASK them what they want. They responded with the following: -"Entertaining and educational activities for different aged children 1-3, 4-6, 7-12".

Where can I find the specific content I'm looking for in those categories?

ANSWER:
Great idea Jonathan. Any time you can supply a potential customer with information that they need, you are more likely to sell them and keep them coming back for more. Here’s a few for ya:

http://www.familyfun.go.com/ - Fun site sponsored by Disney. Even has ideas broken down into ages.
http://www.amazingmoms.com/ - Fun site sponsored by Highlights
http://www.familycircle.com/ - A national magazine
http://www.fathermag.com/ - An occasional dad blog isn’t a bad idea
http://www.informedparent.com/ - Online mag with articles and advice from experts

Here’s some books I found on Amazon. All under $10.00 and some for only a few pennies.

Great Big Book of Children's Games by Derba Wise
Games Magazine Junior Kids' Big Book of Games by Karen C. Anderson
Kids Summer Games Book, The: Official Book of Games to Play (Family Fun) by Jane Drake, Ann Love, and Heather Collins
Collect-n-make Crafts For Kids (Teacher Training Series) by Susan L. Lingo
Better Homes and Gardens Holiday Crafts Kids Can Make by "Better Homes and Gardens"
One Hundred Twenty Three Gift Crafts Kids Can Make (Highlights Creative Crafts Series)

Good luck. Hope it helps.


Travis Schwartz of Houston, PA wrote:

QUESTION: What kind of equipment do you use for small outside birthday parties, larger outside parties, and on stage in front of a 1000 people? And has anything blown out during a performance?

ANSWER: I use music and a Shure cordless mic in ALL of my shows. It saves my voice and allows more dynamics in the show. I personally use a Passport 150 for almost all my events. That sucker can blast up to 400 people - outdoors. I do use a few little tricks to boost the volume, but it will definitely work for almost any small to medium venue. It has 4 inputs for music and mics and has simple equalizers for each. And it’s very inexpensive and super durable. For a smaller event (birthday, classroom, etc…) I use the exact same system, but I only use one speaker.

For extra large events (over 500 or so), the client must supply the sound system. I have attachments for my Ipod, my cordless and my remote system that are compatible to just about any large sound system.

For emergencies, I have a passport 250. I'll use it if my other one dies. I just hate to take it out of my garage.

It did blow out on me once years ago. Literally blew a fuse. Yes the show went on. I did it without. Luckily it was a small b-day and nobody really knew the diff.


Karen Sidell writes:

QUESTION: As I am new to the industry, I am wondering how one goes about creating the initial call from the potential client, and then how to sell to them once they are on the line?

ANSWER: Ah, Karen, that’s two completely different questions. I’m feeling extra saucy today, so here’s a couple of answers. First, getting those first few calls. There’s a million ways to go about it, but here’s 4 cheap quickies for someone just getting started:

1.) Build a website or have it built for you. There are so many ways to do this for cheap or free. List your website with every free directory service you can find on line. Many directories will build a small one for you free of charge. Also, take a look at paid listings such as www.partypop.com. Sometimes it’s worth your while to pay a little to get the best listings.

2.) Advertise in a magazine specifically for your market. Example: If you are doing birthdays, advertise in a local parenting mag.

3.) Advertise on Craig’s list. It’s free and done properly will get you a few gigs.

4.) Send a personal letter with your promotional material to all the local party planners. Follow it up with a phone call. Keep in contact with them monthly through a newsletter or other monthly offers.


The second part of your question is “How do you sell them”? - Once again, a million different ways. I teach folks to use a phone script listing all the benefits that the customer will receive when they hire you. That way you have everything you need to say right at your fingertips.

If you're interested in seeing and utilizing all the promotional material and phone scripts I’ve used in building my business, they are available in the Rebel Entertainer’s Success System.


Annie Banannie (aka Laura Caldwell) of Orange, Ca writes:

QUESTION: Any tips on time management? Right now the urgent is pushing out the important.

ANSWER: I feel your pain! As Rebel Entertainers we have to be great marketers, office managers, computer geniuses and GREAT PERFORMERS. Sometimes it can be overwhelming.

Focus. First, the obvious. When getting to work, turn off all distractions. That includes the TV, the radio, cell phone, phone etc.. And don’t check your email. More time is wasted doing these things than anything else.

Appointments: Next, make appointments with yourself a couple of times throughout the day to return calls and emails. Don’t do them randomly as they come in.

Eat That Frog: Brian Tracy has a great book called Eat That Frog. He explains that you should do the nastiest, worst tasting, most disgusting task first. That way the rest of your day is left with clear thoughts and inspiration, instead of worrying about that big fat Frog. I think it’s good advice.

Lastly, create a “To Do” list system.

Here’s the system that I use. I have three “To-Do” lists. One for the year. One for the month. And one for today. I put the items on each list in order of importance and in order of the ones that make me THE MOST MONEY. Big, nasty frogs first, then the next pending item, then the next, on down the line.

Your list will change as time goes by. Some tasks will become more important as the deadlines draw closer. They change position on your list.

Every day I print it out. Every time I finish a task, I cross it off. At the end of each day I look at the list and appreciate what I’ve gotten done. On a psychological level, once you see how much you’ve gotten done in the day, you’ll become excited instead of overwhelmed.

Marsha Gallagher of Laughs by Modine asked:

QUESTION: What is the most difficult challenge performers face when re-imaging themselves, and what is the best way to overcome that challenge?

ANSWER: To study re-imaging or re-inventing on a large scale, just take a look at the careers of Justin Timberlake (from Boy Band to Solo Artist and Peoples Choice favorite entertainer), Queen Latifah (from Rapper to Academy Award Winner), Britney Spears (from pop star to dysfunctional mom back to pop star), and most recently Mickey Rourke. You can find bios on all them on line and on the Biography channel on TV.

But on a smaller scale, where most Rebel Entertainers live and breath, here’s how it works. Entertainers only re-invent themselves to further their career, increase their income or because they become sick of what they’ve been doing. The biggest PERSONAL challenge is to find a persona that you will be happy with and that your new market will accept and WANT to buy.

From a MARKETING standpoint, the biggest challenge is “Do I keep my current customers with my new image or do I try to sell the new image at a higher price to a new market?”

The answer on this scale may be a bit surprising. Here it is. Use different images for different markets. Eventually, the image that makes you the most money will win out. The image that makes you least money will slowly do less and less gigs.

Here’s an example: Image #1 - The Birthday Magician - When I first started, I did mainly birthday parties.

Image #2 - The Inspirational Animal Magician - I started performing specifically for Libraries

Image #3 The Educational Entertainer - I specialized in Schools - image #1 fell off.

Image #4 You know me as the Rebel Entertainer and guy with the answers. I no longer do b-days, and image #2 has begun to fall off.

Get it?

Oh, final note on that subject. You will have to create all new websites and other promotional material for your new image. Don't just simply try to alter your old ones.


Ken Shute, AKA Super K Balloon Twister asks:

QUESTION: What to do about marketing to businesses / private clients that may already have an entertainer or service-Is it ethical to bid out a gig in this situation?

ANSWER: I look at it another way. Is it ethical to allow a potential client to receive inferior service, when the very best service hasn’t even been considered?

Here are my ethics when it comes to booking a show and competing with other entertainers.

1.) Never steal a show from a friend (self explanatory) - If the prospect is considering someone else, you can always ask who it is.

2.) Never say anything bad about another entertainer - EVER.

3.) Never try to out-bid another entertainer on price alone - a lower price is NEVER a good negotiating tool. It lowers your worth and lowers the overall prices for all entertainers. In a price bidding war, nobody wins.

Anything other than that is fair game. I have a number of entertainer friends that I compete with. Including some big names that you know. It’s a friendly competition, and we refer business back and forth.

When you get a call, assume that you are, by far, the best option for that person calling. Offer them the most value, the most friendliness, be the most on time and the easiest entertainer they will ever deal with.

If you take that position, then whether or not they are considering another act will never enter the picture.

Here's proof:

You never want another entertainer saying "Oh, man, he just undercut me"

You'll never hear another entertainer complain "Oh, man, he got the job because he was better than me!"



Pete Ellison of One World Rhythm asks:

QUESTION: What's the best way to obtain testimonials either audio, written or video to use for promotional purposes?

Finally an easy one. Here ya go. The quickest and easiest ways.

ANSWER:
Audio - www.audiogenerator.com - You get a phone number your client can call. It records the testimonial and you can post it on your website or create an audio postcard.

Video - I use my little Flip Video camera. Santa got it for me around Christmas for under $100.00. Uploads directly to youtube. Can carry in you pocket. You can use youtube tools to put it on your site.

When to get them - Option #1 - The best time to get an audio or video testimonial is right after the show. When they are telling you “That was the best thing I ever saw, you’re great, etc…”, just simply ask them if they’ll give you a testimonial right then and there and repeat exactly what they just told you. They can remember the show, what they said, and keep the excitement in their voice. Whip out your video camera or cell phone and record it right there.

But, if they’re not comfortable with doing it right there, you must offer them option # 2. Right there give them a little post card with your audio testimonial phone number, your email address with a note explaining what to do. “When you get back to a quiet place, call that number or email me the testimonial”.

Lastly, if they still don’t send you one, request it in your “Thank-You” note.

There. Three easy steps to great testimonials.

Hope you enjoyed the answers. Now go spread the word about http://www.rebelentertainers.com/!

John Abrams - Rebel Entertainer and Answerer of Questions

Is Your Show "Cool"?

Learning from a Grey Goose

I have a confession. I am addicted to audio books. I drive A LOT! I find it’s the best way to take advantage of all the driving time to and from shows.

I just finished listening to Chasing Cool, an audio book by Noah Kerner & Gene Pressman, while driving home from San Diego (same area as I found the Ostrich Egg).

They have figured out ways of making your product or service be "COOL" (ie. Ipod, Nike, etc..). They tell a fascinating story about Grey Goose Vodka and how the creator, a guy named Sidney Frank, created the vodka and made it the most PREMIUM and SOUGHT AFTER VODKA, period... in less than 7 years.

Now pay close attention, because his strategies can be used by YOU to sell your shows.

Let's think about this. In general, his task was to convince the public that his tasteless, colorless, non-descript alcoholic beverage was better and made you feel more important than drinking the other guy's tasteless, colorless, non-descript alcoholic beverage.

How'd he do dat?

First, Sidney knew that to become the "it" vodka, he would have to appeal to the high end drinker and also the less financially fortunate vodka guzzler.

Ok. First, the high end drinker (the connoisseur)

1.) The vodka is produced in the fancy schmancy “Vodka region of France”. Who knew that there was a vodka region of France? Does that really make it taste better? No. But it is “imported”. That’s one of the most high end words you can use. Also, France is where we perceive all the great food and beverage to come from.

2.) He imported the bottles in wooden crates like fine wine is imported. More expensive than the conventional cardboard, but adds perceived value.

3.) Charged $30.00 a bottle, double the price of the most expense brand of vodka at the time (Absolute). Gave additional perceived value.

4.) The Beverage Tasting Institute named Grey Goose “World’s Best Tasting Vodka” . Sidney used this as his USP and created an entire campaign around it.

Ok, how about the low end guzzlers?

1.) He got 8Ball and MJG to put it in their rap Almost Famous. Upon the release of Almost Famous, Grey Goose sales went up 600%.

2.) Other rap artists copied them and for a while, every drink in every rap song or video was “The Goose”.

Add a cool frosty design on the bottle and voila! You’ve got the drink that is perceived as the highest, most premium brand of vodka around.

Here’s the funny part and THE BIG LESSON.

Although the perception is that premium Vodkas taste better than low end vodkas, the truth is that they almost all taste exactly the same. In fact, most folks drink vodka with a mixer (O.J., cranberry, Red Bull) that masks the vodka taste completely.

Here’s proof. In a taste test put on by the New York Times, premium and ultra premium vodkas tested no better than the lower priced ones. In fact, Smirnoff, arguably a low end vodka because of the labeling and reputation, won the taste test HANDS DOWN!

So now the question for YOU is this: How is your show different than the others in your market? If it isn’t that different, than how can you convince your market that it is BETTER... MORE HIGH END... WORTH MORE... MORE FUN.. MORE EDUCATIONAL.... whatever! This is YOUR TASK.

There are gigantic lessons throughout this blog on how to do it. If you didn't get them, read it again while thinking about it.

Work on it and figure it out and you’ll have a huge advantage over your competition!

To learn more about how to position yourself as different than your competition, check out the Rebel Entertainer’s Show Building Course pages 20-31.

Dedicated to your Success
John Abrams
Vodka drinker and Rebel Entertainer

The Fred Phenomenon

How To Create Millions of Fans

I'm a big fan of children's TV shows. I grew up with Gilligan's Island, I Dream of Jeannie and The Brady Bunch. I still occasionally watch some of 'em with my kids on the random satellite channels (especially Jeannie, because I had a crush on her for years. I think my kids are suspicious).

Since they watch MY shows, I, in turn, have to sit through THEIR shows. I think I've seen the same Hannah Montana episodes about 20 times each!

But the other day, something AMAZING happened. I believe, probably the first time this thing has EVER happened in this way on this large of a scale. Juna and I both sat in aw and wonderment!

Here's what happened. We were watching a commercial advertising a brand new Icarly episode. If you haven't seen Icarly, it's a kids sitcom on Nickelodeon about a girl (Carly of course) and her friends that have a webshow. Cute show.

They were advertising the guest appearance of Fred. Both Lily & Juna went completely ape-shit!! "omg, Fred, I can't believe it...."

Now, who's Fred? If you surf youtube at all, there's no way you can't ... know who Fred is. He’s the crazy, high voiced, insane teenager on youtube that always needs his meds. He’s become a viral phenomenon. He’s posted I don’t know how many videos on youtube, each getting 7 to 15 million hits.

Just about any kid with internet access loves Fred (and many adults including me)! That’s a butt-load of fans.

So what does Nickelodeon do? They get him to guest on their show about a webshow. Why is this so amazing?

Let’s see, Fred has millions of internet fans that were driven to the Icarly show through his sites. Icarly has millions of fans that are now introduced to Fred. Yes, they have a lot of cross over fans (fans of both already), but millions of new people are introduced to both shows OVERNIGHT. The show will play over and over and over (that’s how Nick does it).

That’s a multi million person increase in each fan base. That adds up to lots and lots of advertising dollars. That’s one idea. Millions of dollars. Wow.

Disney must be pissed! But I guarantee, within the next few weeks, you’ll see Disney copying this model.

The Big Lesson:
Actually there are three big lessons here. First, Disney will model this and perfect it, add the Disney twist and make the idea even better (that’s what they do). So the first big lesson is this: What processes/systems do you see that you can model. Take a look at the people in and around your field that are successful, and model their “system” or “method” for becoming successful.

Secondly, can you combine your list of customers with a friend’s list to increase both of your businesses? Most customers have to do more than one event. Why can’t those events involve you and your friends?

Lastly, when you create a win win situation for everybody involved, there’s no stopping you.

Dedicated to your success!

John Abrams
Fred fan and Rebel Entertainer

"Inspiring Live Entertainers to Create Innovative Marketing and Breakthrough Performances"

www.RebelEntertainers.com

P.S. If you want a terrific money making model to look at - that has every piece of marketing material that I’ve used in my entertainment business to make literally hundreds of thousands of dollars. Material that is ready for you to steal, change with your information, and use for your own business - then you need to invest in the Rebel Entertainer’s Success System. It has all that and more. Click here to find out all about it.

PSS - Oh, by the way, if you want to see my favorite Fred video Click here.

Making More Money Twisting

I normally don’t write about one particular industry. But I was so inspired by my visit to the recent Twist & Shout balloon convention, I felt compelled.

On a personal note, the folks at Twist and Shout were some of the nicest people on the planet. No egos. Very giving, open to new ideas, and ready to learn. A GREAT EXPERIENCE.

Now, on with the subject of Making More Money In Your Twisting Career. The question I got asked the most at the convention was simply “How do I make more money?” Everyone from line twisters to folks that already have a “Show” had the same question.

I did a lot of thinking about this. And I came up with a number of ways to DRAMATICALLY INCREASE YOUR INCOME. But before we talk about the solutions, let’s bring up a few problems that balloon artists have when trying to sell their services.

Problem #1 - Whether you like it or not, the general public has the perception of balloon artists as “The guy at a birthday party that twists swords and doggies for my kids”. They don’t understand the talent and the value that you bring to an event.

Problem #2 - Most balloon artists charge by the hour. No matter how much you charge per hour, you still can’t make more than an hourly wage.

Problem #3 - We love twisting! This is a double edged sword. At the convention I heard on more than one occasion “I’m happy as hell to get paid any amount for something I’d gladly do for free”. It’s OK to love your art. In fact it’s a requirement. But what your doing has HUGE value.

Most balloon artists are dramatically undercharging for their services. I’ve seen your work. I know how intricate an art it can be . I understand the “Wow” factor when someone first experiences an amazing balloon sculpture. THAT‘S WORTH A LOT OF MONEY.

So, the question becomes…



HOW CAN WE CHANGE THE PUBLIC‘S PERCEPTION OF BALLOON ARTISTS?

How can we convince a potential customer that what we have to offer is worth way more than what they are used to paying?

It’s a pretty broad question. And there are a hundred different answers. I’m not even going to attempt to answer them all here. There’s not enough space. But there’s a secret formula that entertainers all over the world have used to increase the perceived value of their show. I am now going to reveal it to you, free of charge, no strings attached. Are you sitting down. Here we go.

The big secret is this.

To increase the perceived value of your services you must answer this question:

“What do I offer that no other entertainer in my field offers and why should someone pay more for my services than they pay for anybody else even remotely in my market?”

That’s it. Answer that question and you will DOMINATE your market and get payed more than any other balloon artist in your market..

But how do you do it. How do you offer something “different”. If everybody is offering balloon twisting at an hourly rate. Or a small show and 30 minutes of twisting for one low fee, how do you break the mold.

Here’s one very good answer: Package Selling.

Instead of selling twisting at an hourly rate, sell in packages. Have additional services that increase the perceived value of your art. Offer at least two, but better three, different packages.

Here’s some examples:

Package A
- Comes with 1 hour of twisting
- Plus a balloon dress for the guest of honor - “Imagine the look on your guests face when your daughter walks in wearing an original piece of art….”
- And an autographed picture of the Balloon Artist with the girl and the dress
(Of course you’ll put it in a cardboard frame with your name and contact info all over it)

Total Fee is ____________
- Over one hour is _______ per hour (a huge rate)


Package B
- Comes with 1 hour of twisting
- Plus I arrive early and make sure the party is decorated with 15 large balloon sculptures

Total Fee is ____________
- Over one hour is _______ per hour (a huge rate)

Package C
- Comes with a 1 hour of twisting
- Plus a custom made life-size balloon sculpture of the guest of honor, ready to greet your guests when they come to the door


These packages are worth way more than an hourly rate. You may or may not have the skills right now to offer these particular packages. But these are just examples. Be Creative! You’ve got to offer them something different!

Here’s an idea if you do strolling.

Most people sell strolling balloon twisting. The interesting thing is that the perceived value of “balloon animals”, no matter how intricate, is fairly low.

You and I both know that when you twist in front of people, you are entertaining them at the same time.

So, instead of selling “strolling balloon twisting”, sell the same service as “An hour’s worth of Mini Comedy Shows for groups of 2-7 people at a time, and at the end of each, one lucky participant gets an original piece of balloon art”. That will increase the perceived value of your service.

What you do IS ART! We just need to convince the rest of the world that it’s so!

If you MUST sell by the hour, and the client is not interested in anything else you have to offer, here’s a way to increase your pay and the perceived value of your hourly rate.

Package A
Doggies, Swords and Simple Hats for every guest
(Very easy and you can whip them out quickly and easily)
One low price of ______________

Package B
Looney Tune Characters for every guest
Plus a super sculpture for the guest of honor
Medium price of ______________

Package C (for the small audience)
Extravagant Balloon Sculpture for every guest
Plus a super sculpture for the guest of honor
High price of ________________


Now, of course, this is just scratching the surface of your full potential of what you can create.

Think Outside of The Balloon!

One last thing: To charge more for your services, YOU MUST BELIEVE THAT YOU ARE WORTH IT! When you give someone a price that is double or triple or even ten times what you’re used to charging, you must believe that they are getting value. That your services are worth even more than you are charging. That they are lucky to get you at all. Once that idea is deeply ingrained in your psychological make-up, you will make more money.

Good luck and may the latex gods be with you.

Dedicated to your success…
John Abrams
Rebel Entertainer
Inspiring Live Entertainers to Create Innovative Marketing & Breakthrough Performances

P.S. For more info on package selling and increasing your perceived value, I urge you to invest in the Rebel Entertainers Success System. It’s worked for many other entertainers and it will work for you.

Ostrich Egg Marketing

Are you marketing your shows like an Ostrich Egg?

So, I'm driving back from San Diego after doing a couple of shows. I look to the side of the road and there's a wooden-shack fruit stand.

It had the same old signs as all the other fruit stands I've seen on the side of the road. The signs read "Strawberries, Cherries, Papayas" etc.. and then there was one more sign. It said "Ostrich Eggs". Ostrich eggs?! Are you kiddin' me.

I immediately pulled over and talked to the guy at the counter. His name was Juan. I remember because it is like my name in Spanish. He was short on fruit, but he definitely had ostrich eggs. They were from a nearby ostrich farm.

He had two batches. One batch was for decorating, and the other was for eating. I couldn't leave without buying an ostrich egg! What other chance would I have.

I couldn’t wait to take it home to Shelley and the kids and tell them that it was dinner. At first they were grossed out, but it was actually a really fun experience and tasted pretty good.

The Big Lessons:

1.) Juan was selling something unique and unusual and he wasn't afraid to advertise as such. My guess is that he sells a lot of these things to out-of- towners. Let's face it, I wouldn't have pulled over if it wasn't for the ostrich eggs.

2.) When I bought the egg, I wasn't thinking about how good it would taste. In fact I was a little nervous about it. All I could think of was how my family would react to it when I brought it home. And what a neat experience it would be to try to cook the darn thing.

How 'Bout You?

Is your show something "different"? Do you offer something that is so fascinating that it gets people to pull off the road and almost wreck their car? Or are you simply trying to peddle the same thing every other entertainer in your field is? If it is different, are you stating the differences in all your promotional material? If it isn't different, is there any way you can give the perception of it being different, unique and unusual?

Is your promotional material itself different? Or do you have the same old 3 fold flyer that everybody else does? How can you make it look different?

And lastly, always remember, when you're selling your show, people aren't buying the magic or juggling act. They are buying the experience. They are buying the feelings they'll get whey they see it.

Click Here to see the video of Lily & I cookin' it up
See ya soon!
John Abrams

"Inspiring Live Entertainers to Create Innovative Marketing and Breakthrough Performances"

www.RebelEntertainers.com