Why do villains often get the best songs?
Is it because they’re more dramatic?
They make being bad seem soooo good?
Right now my favourite song in The Little Mermaid isn’t Under The Sea, or Kiss the Girl, or Part of Your World.
(As much as I love that last one.)
My favourite is the sea-witch Ursula’s song:
Poor Unfortunate Souls.
In the song Ursula lies, swindles, and preys the hopes of poor innocent Ariel.
While the sea-witch wears a helpful halo made out of steaming BS.
All to get the little mermaid to make a deal with her.
The deal is…
She’ll switch Ariel’s mer-tail into human legs.
So that Ariel can give up her entire lifetime under the sea.
To be with the hyooman Prince she just barely met.
(Disney female empowerment at its finest, folks.)
However… Ursula’s price is a big one.
In exchange for two flat feet…
Ariel’s gotta give up her gabber.
She has to trade in her voice.
––But Ursula flips that objection.
Ursula explains––with the superpower of cynicism––why not talking is a GREAT thing.
(And bakes in a some cutting commentary):
“The men up there don’t like a lot of blabber
They think a girl who gossips is a bore
Yes, on land it’s much preferred
For ladies not to say a word
And after all, dear, what is idle babble for?”
“Come on, they’re not all that impressed with conversation
True gentlemen avoid it when they can
But they dote and swoon and fawn
On a lady who’s withdrawn
It’s she who holds her tongue who gets a man”
And whaddya know… Ariel soon signs the dotted line.
When it comes to objection handling…
…this is POWERFUL.
You can flip the cost itself into BENEFIT for your customer.
Got an expensive product?
Your high price is a way for your customer to show off status and success.
Have to give up your first-born, Rumpelstiltskin-style?
Think of all the child support you’ll save on. Not to mention the oodles of time you’ll gain.
(That might be a controversial example. But it lets me see if you’re paying attention.)
Use the Ursula principle to boost the power of your own copy.
In fact… try it now:
Feel it’s a waste of time to sign up for my mailing list?
How could you turn that into a benefit for yourself?