Most booth interactions end with "thanks for stopping by." This script turns that into "when can we schedule your demo?" The key is timing and emotional connection.
The Psychology Behind the Script
When someone witnesses a magic performance, their brain releases dopamine and creates a positive emotional state. This heightened state of wonder and surprise makes them more receptive to suggestions and more likely to engage in conversation. The magic creates what psychologists call a "positive emotional anchor" that you can leverage for your sales conversation.
Creating positive emotional anchors through magic performance
Traditional sales approaches often create resistance because people feel like they're being sold to. Magic eliminates this resistance by creating entertainment first, conversation second. The attendee feels like they're receiving value (entertainment) before being asked for anything in return.
The Complete 3-Line Script
Step 1: Acknowledge Their Reaction
"That was incredible, wasn't it?"
This line does several important things:
- Validates their emotional response
- Creates a shared moment of connection
- Keeps them in the positive emotional state
- Opens the door for further conversation
Alternative variations: "Amazing, right?" or "Pretty cool how that works, huh?"
Step 2: Bridge to Your Product
"What you just saw is exactly how [your product/service] works behind the scenes."
This is where the magic happens (pun intended). You're creating a metaphorical connection between the impossible becoming possible (magic) and your solution solving their impossible-seeming problem.
Example variations:
- "That seamless experience is exactly what our software delivers"
- "Just like that magic made the impossible look easy, our solution does the same for [specific problem]"
- "The precision and timing you saw there is how we approach every client project"
Step 3: Direct Ask for the Appointment
"Would you like to see a 10-minute demo of how this applies to your business?"
This line works because it's specific, time-bound, and relevant. The word "demo" implies value and education rather than sales pressure.
Alternative approaches:
- "I'd love to show you how this concept applies to your industry"
- "Can I schedule 10 minutes to show you the business version of this?"
- "Would you like to see how we make [specific business challenge] look this easy?"
Advanced Script Variations
For High-Value Products/Services
When selling expensive solutions or services, you can extend the script to build more credibility:
1. "That precision you just saw? That's our standard."
2. "Every detail matters in our work, just like in that performance."
3. "I'd love to show you how we apply this same attention to detail to [specific service]."
4. "When would be a good time for a 15-minute conversation about your current [relevant challenge]?"
For Technology Companies
1. "That seamless experience is exactly what our platform delivers."
2. "Behind every great user experience is powerful technology."
3. "Would you like to see how we make complex problems look this simple?"
4. "I can show you a quick demo of our platform in action—when works best for you?"
For Service-Based Businesses
1. "That level of expertise takes years to develop."
2. "Just like mastering magic, mastering [your service] requires dedication."
3. "I'd love to share how we apply this same commitment to our clients."
4. "Could we schedule a brief call to discuss your current [relevant challenge]?"
Handling objections and closing more demos
Common Objections and Responses
Objection: "I don't have time right now."
Response: "I completely understand—that's why I'm asking for just 10 minutes later. When would work better for you?"
Objection: "I'm not the decision maker."
Response: "Perfect! That's exactly why a quick demo would be valuable—you can share it with your team. Who else should be involved in this conversation?"
Objection: "We're not looking to make changes right now."
Response: "I understand completely. The demo isn't about making changes—it's about showing you possibilities. Knowledge is always valuable, right?"
Timing and Delivery Tips
Perfect timing creates seamless transitions from entertainment to business
When to Deliver the Script
- • Wait for the magic performance to fully conclude
- • Let them express their amazement first
- • Deliver within 30 seconds of the performance ending
- • Ensure you have their full attention
Delivery Techniques
- • Maintain the same energy level as the magic performance
- • Use confident, conversational tone
- • Make eye contact during each line
- • Pause between each step to let it sink in
- • Smile and maintain positive body language
Measuring Script Success
Track these metrics to measure the effectiveness of your script:
- • Appointment booking rate (target: 40-60% of magic spectators)
- • Average conversation length after magic performance
- • Quality of leads generated (compared to traditional approaches)
- • Follow-up meeting attendance rate
- • Conversion rate from demo to closed deal
Pro Tip: Practice Makes Perfect
The script works best when it feels natural, not rehearsed. Practice with your team until the transitions feel smooth and conversational. The goal is to make the shift from entertainment to business feel seamless and logical.
Remember: You're not selling during the script—you're extending an invitation to learn more. The selling happens during the actual demo appointment.
Ready to Turn Magic into Meetings?
Looking for entertainment that draws a crowd and books meetings? Let's discuss how James Kenyon Magic can help you create an unforgettable trade show experience with proven scripts that convert.
Book James Kenyon Magic here