What's all your hype about?

What’s all your hype about? Do you even have hype? Go to a concert, they have it; infomercials have it too. Flava Flav hyped up Public Enemy- heck, even MC Hammer had his own personal hype-man in his heyday. Too Big MC's only job was to hype up Hammer and the crowd. (Unfortunately, the hype didn’t carry over well for Too Big’s solo career) Hype is your personal call to action you create for your customers; more hype equals more sales. Effective hype messages are reasons why a customer should stay and do business with you instead of continuing to shop your competitors. Hype messages are created to make a customer feel like they will miss out on the chance of a lifetime if they leave. Creating buzz messages such as, “My manager is looking for this exact car for our inventory. Let me show you what he can do for you and let’s see if we can get you in this new vehicle now!” “You guys are the last deal of the night and my manager has to make it. You picked a great time to ‘look.’ Today is your lucky day! Let’s see how it looks on paper and get you in a new vehicle today.” “Mr. Smith, any other day I would thank you for coming in and tell you goodbye, but today is like no other. You will not believe the deals I’ve been able to get for my clients today! Let me show you what I can do and get you in a new vehicle now!”

Infomercials know how powerful call to actions are. Do you think the infomercial playing in the middle of the night really has a manager standing around in the call center with a stopwatch keeping track of the first 30 callers calling in the next 2 minutes in order to receive a 2 for 1 deal on microwave omelet makers? (How does he keep time when the infomercial is on different channels?) Infomercials do it because it works; when a viewer is afraid they are going to miss out on something, they pull the trigger and go from being a shopper to a buyer.

Every day create and rehearse your personal hype message. Rehearse your message so it sounds genuine and flows right. If you don’t practice it, it will lack sincerity and it will come across more as a sales pitch and less of a hype message.

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Comment by Marsh Buice on July 5, 2011 at 5:54pm: Thanks Bobby! You definitely got the HYPE sir!

Comment by Marsh Buice on July 5, 2011 at 12:29pm: Aint never gonna happen :)

Comment by Stephanie Young on July 5, 2011 at 12:21pm: Marsh, I was so excited thinking your were in the Public Enemy vid...lol. I am hoping someone has a vid of you doing the Flava Flav shuffle. Now, that would be epic. (smile)

Comment by Marsh Buice on July 5, 2011 at 12:15pm: Tony, that is too cool! He seems like a genuine person, it takes one to know one-that's why I am sure you two hit it off.

Comment by Marsh Buice on July 5, 2011 at 12:10pm: Stephanie 2 min 32 seconds in the video is the Flava Flav dance..lol http://http://youtu.be/9vQaVIoEjOM

Comment by Tony Provost on July 5, 2011 at 12:06pm: MB-I have known Ray since he was a freshman in college. I helped him get his first job in the car business. To this day he is still grateful. He is a genuine person.

Comment by Marsh Buice on July 5, 2011 at 11:54am: Wow!! Can you imagine 250 three pointers a day? That is why they "make it look easy." We have to carry that same mentallity into sales, doing the small things, the fundamentals-when we do "it looks easy." Tony, thanks for the comment that is an amazing fact about Ray.

Comment by Stephanie Young on July 5, 2011 at 11:51am: Marsh, please tell me someone has this dance on vid!!!!!! I need the clock to go with my best Flava-Flav look.....

Comment by Tony Provost on July 5, 2011 at 11:45am: MB-Ray Allen said to me, He makes a minimum of 250 three pointers a day. When the game starts, lights, cameras, action. This is when it counts. PASSION, my friend.

Comment by Marsh Buice on July 5, 2011 at 10:49am: Stephanie, I gotta get you a clock :) I used to be able to do the Flava Flav dance...now my knees would probably snap! Thanks for the comments and the promo!