That was the opening line of magician and mentalist David Hoy’s mind-reading show back in the early 50′s.  Why would he say something like that?  That’s a pretty bizarre thing to say to an audience of strangers!  That line was crafted to turn skeptics into followers.  He understood what it took to get people on his side, to trust him, to get them to tell all their friends about him.

“So all I have to do to get someone to like me is tell them I’m full of crap?”  Uhhh, not exactly.   Many magicians, and especially performers who apparently read the minds of their audiences, will use a disclaimer at the beginning of their show.  They want to make sure no one thinks they have super powers or real psychic abilities.  It is typically referred to as ‘suspending disbelief’.  It’s like saying “Hey, I’m going to show you some things that look like I have supernatural powers.  I assure you I don’t.  But just come along with me and pretend it’s possible for the next hour and enjoy the ride.”

There were many skeptics in David’s audience.  You’ve seen the type.  Very rigid posture, arms crossed, a look on their face that screams “yeah, show me!”  After all, how many people have you ever met that really could read your mind? (besides your significant other)  However, when they left the show, it was very likely they would tell their friends what fun they had.  It’s because he established rapport immediately and let them know he’s just like them.

What are you saying to your customers the first time you meet them?  Are you completely up front with them?  Do you allow them to give you feedback?  Do they like you when they find out who you really are?

I would love to hear how you turn your skeptics into followers!