"The Spiel"

[womble]

When answering the phone to a potential client who simply asks; "are you available on XXX and how much do you charge" do you have a well reheared spiel in your head of your services, how you differ from the cowboys, importance of PLI, PAT, etc., what you can offer in terms of sound and lighting, etc. before you give them your price?

I've had three queries over the weekend, one I didn't fancy so priced accordingly and the other two I thought I was fairly competitive on but I didn't get the gigs.

I could tell that the people I spoke to were getting quotes from more than one dj and as such I know I lost the business either because a) they were after the cheapest they could find or b) someone with the patter 'sold' their services better than me.

I just wondered what others do on the phone to sell the disco to the client? Anyone got any tips they'd like to share?

Cheers,
Chris.

[JAMdisco]

Although this has been covered several times I'll give you my answer:-

I always ask where it is and what kind of event i.e. wedding, birthday. That usually gives me an idea of a) whether I want the gig or not, and b) how much to charge.

If it's a nice venue i.e. not a 'rough hole' I'll start telling them about PLI & PAT and a rough guide to what they'll get for their money. Then I'll give them a price for a 5 hour disco.

Sometimes they will start to haggle but I usually don't budge as I just tell them, if you don't book me, someone else will (in a nice way obviously).

I've tried the 'how much is your budget' question to which the reply is 99% 'as cheap as possible'. Some on here may say they're not the gigs there after but I also respect that some can't be as picky as that!

Basically, I don't have a 'set spiel' as such, I just have a chat with them. Obviously to do this you must be confident in your services.

Hope this helps, if not, I'm sure there'll be plenty more replies. :D

[discomobiledj]

Although this has been covered several times I'll give you my answer:-

I always ask where it is and what kind of event i.e. wedding, birthday. That usually gives me an idea of a) whether I want the gig or not, and b) how much to charge.

If it's a nice venue i.e. not a 'rough hole' I'll start telling them about PLI & PAT and a rough guide to what they'll get for their money. Then I'll give them a price for a 5 hour disco.

Sometimes they will start to haggle but I usually don't budge as I just tell them, if you don't book me, someone else will (in a nice way obviously).

I've tried the 'how much is your budget' question to which the reply is 99% 'as cheap as possible'. Some on here may say they're not the gigs there after but I also respect that some can't be as picky as that!

Basically, I don't have a 'set spiel' as such, I just have a chat with them. Obviously to do this you must be confident in your services.

Hope this helps, if not, I'm sure there'll be plenty more replies. :D

Very similar to me, first question is always what type of party is it and if it's in a hall or at their house.

I'm not keen on house parties for the obvious reasons.

[rob1963]

When answering the phone to a potential client who simply asks; "are you available on XXX and how much do you charge" do you have a well reheared spiel in your head of your services, how you differ from the cowboys, importance of PLI, PAT, etc., what you can offer in terms of sound and lighting, etc. before you give them your price?

I don't have to worry about this, because:

A) Virtually all my enquiries come via email. I probably get less than one phone call a month.

B) The prices are on my site, so people rarely ask for them.

The only enquiry I usually get is "Are you available on xxx date".

[CRAZY K]

When answering the phone to a potential client who simply asks; "are you available on XXX and how much do you charge" do you have a well reheared spiel in your head of your services, how you differ from the cowboys, importance of PLI, PAT, etc., what you can offer in terms of sound and lighting, etc. before you give them your price?

I've had three queries over the weekend, one I didn't fancy so priced accordingly and the other two I thought I was fairly competitive on but I didn't get the gigs.

I could tell that the people I spoke to were getting quotes from more than one dj and as such I know I lost the business either because a) they were after the cheapest they could find or b) someone with the patter 'sold' their services better than me.

I just wondered what others do on the phone to sell the disco to the client? Anyone got any tips they'd like to share?

Cheers,
Chris.

THIS WORKS FOR US

Create an efficient Professional image

Answer the phone promptly, dont let it ring for ages.

Sound business like--not errrr ooose that:D

DO NOT have distractions in the background like screaming children or dogs barking===complete turn off

Either identify yourself by name or business i.e. Dave Double Decks Disco

Enquire usual guff--date, times, upstairs type of function etc

Confirm your quote and if your above the market rate explain why--added value etc otherwise you wont get any business.:eek:

Mention ( if appropriate) the reason they can speak to you at 2-45pm in the afternoon is because you are a FULL TIME PROFESSIONAL--- apologies to anyone who is part time but we full timers need to make that count;)

Offer to confirm the quote immediately by email--if they dont have one ask for a friend or relatives

When you send the email ( set up a template that doesnt sound if its a template :D ) include if available vid clips from your very best gigs, unsolicited emails or letters from happy clients ( if you have any :D :D :D )
and an explanation of why you are more expensive than the average ( IF APPROPRIATE) offer a phone number of a recent client for a referral.

Confirm you are available NOW but that may not last;)

Mention PLI and PAT although it doesnt seem to cut a lot of ice here sadly, also the Pro dub.:(

Say if there are any queries or questions or they wish to make a booking ring anytime etc.

Were selling our services so you need to be efficent and professional and do things your competitors wont be doing--perhaps they will after reading this
:D :D :D

I NEVER follow up quotes although others on here take a different view and we had a vote on it--cant remember the outcome:eek:

Sometimes people havent made their minds up;)

BTW if your new to this write yourself a script and use it--but if you cant make it sound natural dont bother:o

HTH

CRAZY K

[DeckstarDeluxe]

I think what you have to avoid is to sound like your reading off a sheet of paper. I have to say the sales pitch comes pretty much off the top of my head but I never go "erh" etc... Its a nice smooth pitch. In all fairness to the customer most of what I say properly goes through one ear and out of the other but they get the impression that I know what Im talking about.

[CRAZY K]

but they get the impression that I know what Im talking about.

SUPERSTAR!!!!!!!!!

CRAZY K

[Ryu]

Put yourself in the shoes of a concientious punter. Someone who is organising a party or wedding, has been through a number of different disco's but may not neccessarily know what he or she wants.

What will they not want to hear? Full on Sales patter?...maybe, maybe not... Unprofessional couldn't care less approach?...definitely not... a Friendly, confident person who is genuinely interested in providing a disco for the event this person has gone to great pains to organise? Almost certainly.

I understand if your not confident on the phone, that may be tricky, but at the end of the day, it is just talking to people and the business you've put time effort and money into. An intro is good as Crazy K mentioned, after that, just be yourself.

[rob1963]

I understand if your not confident on the phone, that may be tricky,

I don't understand how someone can go to a gig and talk on the mic to a hundred or more strangers.....and yet NOT be confident on the phone - when they're only speaking to one person, and a person who they can't even see!

:shrug: :confused:

[CRAZY K]

I don't understand how someone can go to a gig and talk on the mic to a hundred or more strangers.....and yet NOT be confident on the phone - when they're only speaking to one person, and a person who they can't even see!

:shrug: :confused:

A point well made and there is a rather obvious answer to that Rob;)

Whether the punters pick up on that is quite often blurred by the insatiable appetite for cheapness:eek:

On the subject of giving people advice I had a classic tonight--

A potential customer asked if we could cover his Wedding for a Barn Dance which involved other entertainment being a DJ and a GUITARIST.

I could not resist mentioning that the worlds worst Wedding Reception I had to play at involved a guitarist singer who bored the pants off the audience for 90 minutes and sent 70 per cent of them home before I was asked to continue the evening.

I did say ---He might be the worlds best guitarist but be aware of a potential problem--:eek: :eek: :eek:

Either people take your advice and think you are there to help them--or they are put off and go somewhere else--Im not fussed either way--- im going to China on Thursday to my sons Wedding:D :D :D

CRAZY K