I don't think they went for a cheaper option to be fair, but sometimes you never know. I often ask if they are seeing anyone else and then see who they are meeting with, so you can gauge who you are up against. Often its other friends from my DJ group. Handing them the booking form at all probably sealed your fate! You would not buy a car, holiday package, builder, if the salesman immediately says hello, lets get some details - get your card ready and commit now. You would want to ask questions, get a feel for the person (in our industry), their service and work out if they will be good value for money. I had the hard sell from a Merc Garage the other day. The cars were nice, but I did not feel like the guy was telling me the truth and was too sales orientated. The hard sale belongs in the last century in my opinion - rapour, taking an interest, showing enthusiasm and giving clients a choice is the way forward IMO especially with the pre and post sales technology we have now.
I meet all my clients before booking and have never once handed them a booking form or even asked them if they want to book. Even when they say definitely, then i still urge them to chat to other suppliers (knowing full well they wont). I tend to just take an interest in their day and listen to what they want. Its no obligation and i close the meeting with just that and wish them a good day. I then email them later with all the stings we discussed and perhaps links to other suppliers of things they were not sure about. and at the very bottom a link to the booking form.
Sign of the times I am afraid, DJ's are slowly not getting booked blindly anymore (even for the cheaper markets), clients (especially for weddings) want to meet and discuss what they want before trusting 1/3 of the most important day of their life to the entertainment. At the very least lots of people who are serious about the entertainment will want to see some proof that they are booking someone that knows what they are doing, using Facebook, website and the likes. I think the turn up and play type DJ's without a comprehensive site, will seriously struggle in a few years time, but perhaps I am wrong. Bring on Quantum holographic meeting technology.
If your thinking that there may be an issue, some meeting and sales courses might be an idea? Just having mock ones with friends videoing it and getting them to judge you might throw up some interesting things. I cringe at some of the meetings I used to do and am probably still making mistakes, despite doing them almost daily (on average) for 9 years. It may be something simple like a mannerism, something you say or just that they prefer another DJ they have seen? Often it will have nothing to do with your DJ set up or the music you play. I would rather them decide then, than on their wedding day!!