More than any question a hypnotist may get is the one:

“Does it really work?”

And, for the longest time, I had a hard time understanding why they asked that question. It reminded me of when I was a magician and they always asked, “But what do you really do?”

“Does it really work?” My response is always to look them straight in the eyes, laugh and say, “No, it’s a big scam. [Pause] Of course it works”, and wait for their response to that.

But, I still wonder… should I be entertained, insulted or confused at that question?

While I understand that hypnotism has an inherent misunderstanding to it (as most people don’t really know what hypnotism or hypnosis truly is), why do I still hate getting that question?

It just happened again last night while I was Swing Dancing with a cute girl and she asked me what I did for a living. “I’m a hypnotist”, I said.

“A what?” she asked.

“A hypnotist.”

“A hypnotist?” she asked again.

“Yes… a hypnotist.” (I noticed that I usually need to say this three times before they get what I say. I think the first time I say, “I’m a hypnotist”, it puts them into trance. Really.)

“Oh! Does that really work?”

*sigh*

I am curious how you handle that question. Please, post your comments at the forum:

The Hypnosis Products Review Forum

Let us know what you think!

If you're new here, you may want to subscribe to my RSS feed. Thanks for visiting! - Bryan

They are sexy. They are enticing. They are cool. They are impressive.

Rapid inductions — they are also a waste of time to learn (for the most part).

Kind of ironic, don’t you think?

I was at the National Guild of Hypnotists convention in Massachusetts last weekend and had the opportunity to network with many good (and not-so-good) hypnotists. At one of the booths (a stage hypnotist whose wonderful products I am reviewing right now) I met a very interesting woman who just came back from a class on rapid inductions.

Classes on rapid inductions are always filled up. Hypnotists like rapid inductions because they are like learning a new magic trick. They are kinda “cool” and, well, who can’t use another 25 inductions, right?

But, just like magicians who do card tricks (and I was a professional magician for over 30 years so I know what I am talking about), a card magician only needs to know two or three ways to get a card to the top of the deck. However, there are a bazillion books, DVD’s, lectures and newsletters on how to do the variation of that move. Magician just like to know it all. I know… I was one myself.

Many hypnotists do the same thing and “collect” inductions. But, you only need about three: An Elman Induction, a good Progessive Relaxation Induction and — perhaps —one more. In my office, I only use the first two; I never need anything else.

Then, there’s the rapid induction. In my opinion, they are useful in two ways:

First, if your client needs to leave the room (they forgot to go to the bathroom or whatever) and you just want to get them back into state, a cute rapid induction will save time and energy.

Second, they impress the hell out of hypnotists. Hypnotists love these things and like to show them off like the latest card trick.

But, are rapid inductions useful?

Okay… picture this: Your client just paid you over $600 to quit smoking, for instance. You do the pre-talk (you do a pre-talk, right?) and then you do that new-fangled rapid induction you just learned at the NGH. It takes about 20 seconds and you proceed.

Chances are:

1. They won’t “feel” hypnotized.
2. They won’t be impressed by the new technique.
3. They may not get the desired result.
4. They may ask for a refund.

Hmmm. Why is that? Well, for one thing, they paid a lot of money for your services as a hypnotist. They want to “be hypnotized”! They want the show! They want to stare at a blue light, arm stuck in the air, eyes glued shut, etc., etc.

They need to get the whole nine yards and rapid induction deprive them of that.

However, many hypnotists try to impress their clients with the rapid induction. And, they fail. Unfortunately, the client doesn’t know the difference, doesn’t tell the hypnotist, they may not achieve their outcome and the hypnotist thinks he has succeeded.

Too bad for both parties.

And for the stage hypnotist who does a rapid induction, you are cheating the audience of the full experience of the drama of a real induction.

However, a rapid induction in a stage show is very powerful in this one instance: You see someone in the audience in a trance or she has her eyes closed. You go over to her, bring her up to the stage and do a rapid induction. Poof! “She’s hypnotized!” It’s very impressive to the audience and is a real crowd-pleaser.

But, for the clinic… no. Save the rapid inductions for the next hypnotist convention.

What’s the best way to show how well you can change someone’s outcome with hypnotism? Do you just show them your certification? Your pendulum? Your NGH coffee mug?

The best and most often disregarded sales tool is the testimonial.

On my desk is a book with over 600 client testimonials from the past five years. It’s over three inches thick and very heavy. On my web site are more testimonials. On the office walls, my ads, etc.

It’s hard to argue with success.

So, how do you get a testimonial? Well, first (and I can’t believe I need to write this) — they must be from your own clients. I just read a post on the NGH Forum:

“Does anyone have any good before/after hypnotic weight loss pictures that they would be willing to share. I’ve started a clinic in the last couple months and I’m trying to get started with my outreach/advertising work. If you’d be willing to share any pictures I’d really appreciate it. “

Photos, like testimonials are powerful. But, unless you put a disclaimer on the photo or testimonial that isn’t your own, it is misrepresentation. And the disclaimer kinda nixes everything anyway.

Second, just ask. I have a testimonial form that my clients use to tell their stories. One thing though: They need to do it right there. They will never, ever mail it to you — even when their promise and swear they will.

The best time to get a testimonial is when they are happy with some results. When they quit smoking, lost some weight, stopped biting their nails, etc. And, when they are happy, get a testimonial form in their hands immediately.

You will find that, after some time, when you’ve compiled a nice collection of testimonials in a book that you will hardly have to answer the question that every hypnotist gets…

“Does it really work?”

By the way, if you do any kind of stage hypnotism, you have got to get testimonials. They best kind are on video — right after a good show.  Most people won’t hire anyone without a great set comments from past customers who love you. Put them on your web site, business card, video, etc.

Remember, it’s not you saying how good you are — it’s your clients!