Who could resist?
James Taylor AND Jackson Browne.
I got tickets for Beth and me to go see them last night with some friends.
When Josh and MaryAnn decided to spend this week with us after their honeymoon, we got tickets for them and Anni and Todd as well.
Browne opened up… “Doctor My Eyes.” His new song, “My Cleveland Heart.” Then Taylor came out to play and sing on one of my favorites, “The Pretender.” Browne finished up with another favorite, “Running On Empty.”
Why? Because we go to hear the songs we love. To sing along.
James Taylor opened up with “Copperline.” “Mexico.” Good stuff.
Then, in the middle, he played a few lesser-known songs… at least they were for me. And a cute song from his 2020 album, American Standard, which was based on a song from the Merries Melody cartoon, “Katnip Kollege.”
Cute… but a strange choice.
I’m guessing he likes it.
Here’s lesson #1: when you are attracting your ELK (Easy to work with, Listen to your advice, Keep paying you the most) prospects, play what THEY want to hear.
Speak to their fears, worries, and concerns.
Spotlight their dreams.
Speak “prospect” – in their language.
Don’t get me wrong. Taylor was excellent. You should go see him if you can. He’s a legend in music.
“Country Road,” “Sweet Baby James,” “Fire and Rain,” “Carolina on My Mind,” “Shower the People,” “Fire and Rain.”
The band members and singers were super… and the visuals behind him were SUPER excellent.
Lesson #2: be EXCELLENT in ALL you do.
During his version of Marvin Gaye’s “How Sweet It Is (To Be Loved By You),” he showed pictures of his current wife and twin sons (his son, Harry, sings back up with him on tour).
It connected me to him PERSONALLY.
He seems even more GENUINE. More AUTHENTIC.
I LIKE him even more.
Lesson #3: add personality to your attraction, nurture, and client communication.
Oh yea… the encore?
He came out for the encore with a strange “kumbaya” song… disappointing. Then, he finished with “You’ve Got A Friend.”
Give them what THEY want!
Check your marketing to be sure you give them what THEY want: speak to their fears, worries, concerns… and their dreams!