There is a reason Mad Men won six Emmys, and it is probably because of this scene:
[youtube=http://www.youtube.com/watch?v=uvtcQxS9usk&hl=en&fs=1]
If you are in a business that in any way, shape, or form involves marketing (hint: all of us), you should probably watch this show.
This is one of my “must see” television programs. And I don’t have many. Not because it stars January Jones. Not because it takes place in the early 1960’s, where I think I actually belong instead of the present day. And not because the cast of characters spend the day smoking cigs and drinking martinis. Well, OK, I drink martinis too.
I watch the show because of Don Draper. When I imagine an advertising pitchman on Madison Avenue, I’ve always pictured Don Draper. Even before this television show aired. But the scene above is the quintessential Mad Men. The show has great story lines, but I relish the scenes with Don in the conference room…
Just before I pitch a potential client, I watch this scene. We all know that people hate to be sold, but they love to buy. And they buy on emotion. And this scene inspires me to add that extra edge to my presentation, by finding a way to make the appeal emotional.
You do have to be careful, because you have to convey real value to your prospect. You can’t fake that. But if you can both convey a sincere desire to serve – in a way that pushes your prospect’s emotional buttons, you increase your odds of closing. I love the look on the eyes of the Kodak execs in the above video. Priceless. That’s what we are all striving to achieve. Good luck!
Todd Schnick. Be Intrepid. www.intrepid-llc.com
