On the last night of our holidays in Cuba we found ourselves watching a “circus” show as part of the entertainment that the resort puts on every night to satisfy all of the holiday makers including, young couples, newly weds, young families and older couples.
It must be a tough gig entertaining such a mixed crowd but this troop did really well. There were two really acrobatic guys who were skilled, flexible and strong as they worked a number of different routines.
There was a very attractive young woman (of course!) who was equally skilled with a mixture of acrobatics, operating a unicycle, juggling and joining in on some of the routines with the guys.
There was a older guy who was skilled with a whip, who could remove an item from your mouth with one lash and of course there was a Charlie Chaplin type character in an oversized suit with extra large shoes who joked, tripped, fell over, participating in the different tricks, adding humour in equal measure with getting the crowd involved in the show.
All of the performers as well as being really skilled at what they did were all very competent “showmen” (or women!).. for each trick, there was a moment of deliberate tension, a pose, a smile or some other crucial, perfectly timed gesture that gave that important cue to the crowd to applaud and fully appreciate the feats that they had just witnessed.
These crucial “show” elements transformed the demonstration of skills into a “wow” performance, which were the little pieces of magic that was needed to leave everyone knowing they had witnessed something extra special.
Often the best plans never see the light of day..
When you are presenting your proposal to a prospect that you have put huge work into, always remember that’s it’s not enough to show that you are competent, skilled and can deliver what’s required.
You must deliver a performance to win the business… in his excellent book he tells you how!
Remember …. It’s Showtime!