Legend says the famously gullible Alexander the Great once visited the kingdom of king Kayd.
As signs of homage, Kayd sent Alexander four unique and valuable gifts. One of the four was a magical gold goblet.
Alexander drank from the goblet, from dawn till dusk.
And each time the goblet ran dry, it refilled itself with cold water.
“How is this magic possible?” Alexander asked in wonder. He looked around at his men. But all he got back were a bunch of shrugs.
So Alexander went to the wisest philosopher of his time.
The philosopher inspected the goblet. He closed his eyes and smiled.
“Think of what happens here as analogous to magnetism,” he said to Alexander. “Magnetism attracts iron. In a similar way, this cup attracts moisture from the turning heavens. But it does so in such a subtle fashion that human eyes cannot see the process.”
“Analogous to magnetism…” Alexander said, mulling over the idea with growing delight. “That makes so much sense!”
No Alex, it really doesn’t. From what we know today, in 2021, about magical self-refilling gold goblets, they do not in any way operate by attracting moisture from the turning heavens. And they are in no way comparable to magnetism.
But you can’t blame Alexander for getting delighted with this explanation.
Because the human brain — yes, even the brain of great men like Alexander — is primed for two things.
The second of these things is drawing connections between unconnected concepts.
This new connection doesn’t have to be “true” in any practical sense. It will still fill us with a sense of delight and possibility.
Of course, this feeling wears off in time. But if you act quick enough, while somebody is filled with that sense of wonder and hope, you can sell them stuff. That’s why analogies, transubstantiation, and metaphors work so well in direct response copy.
“But hold on,” I hear you saying. “If analogies are so great, why aren’t you using one yourself to sell me this idea? Your story with Alexander isn’t an analogy.”
And you’re right. Like I said, the human brain is primed for two things. Analogies tap into the second of these two things.
But the first thing is equally important, and equally powerful. Perhaps you’ve long known what I’m talking about. Or perhaps can figure it out based on the evidence in this email. But if you’re not 100% sure, don’t worry. I’ll write more about it, in an upcoming issue of my magical and delightful newsletter.