Two years after the movie St. Elmo’s Fire came out (holy cow, that was 1987), I was visiting a friend of mine at Pepperdine University. We were walking from the dorms across campus and something was happening. You could feel the buzz in the air. People were walking faster. People were whispering to each other. Complete strangers were talking to each other in an odd way. Then, we became part of the wave…. some girl, all a titter, told us that Rob Lowe and Emilio Estevez were on the campus, but she didn’t know where they were. Just the idea that they were on campus was worthy of buzz. A few minutes later, as we were walking by the track and field area, GUESS who we ran into?! We introduced ourselves, they introduced themselves (as if we didn’t know), we chatted a bit and we went along our merry way.
OK, I told you that story so I could tell you this one…
In Seth’s recent post he share’s his view about “worldviews” and how they impact our internal filtering mechanisms and daily actions. He’s referencing a Washington Post article about a test. One where world class violinist Josh Bell - and his priceless musical instrument - played outside of a D.C. subway station to see if anyone would take notice. Would thousands of people pass up the opportunity of experiencing genius simply because they didn’t recognize what was in front of them? You should read the story yourself. It’s a fascinating social experiment.
Here’s a snippet from Seth’s post:
If your worldview is that music in the subway isn’t worth your time, you’re not going to notice when the music is better than usual (or when a famous violinist is playing). It doesn’t match the story you tell yourself, so you ignore it. Without permission to get through to you, the marketer/violinist is invisible.
HEAR, HEAR! So, what’s the difference between the two stories? Both involve something out of the ordinary suddenly appearing out of normal context, in public. The first story involved SOMEbody recognizing the situation and starting some buzz. The second story didn’t.
Lesson for business owners; When it comes to marketing your product or service, the presentation, the context, the quality, the features, the benefits … they ALL matter very little UNLESS you can connect with people. Like with Josh Bell, although he was “giving away a free world-class performance, it didn’t matter to people because they had put up their blinders. Their anti-spam filters were so heavily set on “high”, there wasn’t a way for them to recognize what was happening right in front of them.
So let’s try to predict what would happen if we combine these two stories. If, in front of the subway station, as part of the social experiment, we planted a couple of evangelists … people who would go around to just a couple of other people around them and whisper to them “Hey, that’s Josh Bell playing on a priceless Stradivarius”. How quickly would that next person’s paradigm shift? How quickly would the filters be turned off? Bottom line; How quickly would they then stop to make note of what was in front of them? Possibly more important is the question, how quickly would the buzz spread through the crowd??
Business marketing is NOT about showing people your features or quality. It’s about connecting with them first … THEN you can talk about your features and benefits. Show your features before you connect and you won’t be able to penetrate the filters, just like Josh Bell … except he owns a Stradivarius and you don’t.
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