Selling points....

[DeckstarDeluxe]

Following on from Steves thread about pricing yourself out of business I thought I'd start a new thread.


Particularly keen to see the answers from the guys who are selling themselves at the right market and the one I'm trying to break into £300+ bracket.

Quite often when you get a call you may have 20 seconds or so of the clients full attention after they have give you details of dates/time etc...

So what do you say? what points do you really press home?

Same goes for email too I think, people will read the first couple of lines then skim read the rest.

[Charlie Brown]

I always offer too meet them free to discuss now.

Around 9 (in the past two months) have opted for this and it's the best way to secure a booking.

They have no obligation to book mind, I'm just simply going to talk about what I do.

"Well it's lovely too meet you guys before. It's a pitty some potential couples don't take the opportunity to have a meet like this. I think it's important I understand your requirements and you get too meet me.

I started a few years ago as I found a niche in the market. We are a company with a difference taking your requirements into consideration. etc etc..

That's how I always start. Have a laugh with them too.

[JTRS]

Getting over the first 20 seconds can sometimes be tricky.

I tend to find the first question asked by new customers (ie those who haven't seen me or where I have been recommended) is 'How Much', if I just give my price they are going to hang up and keep ringing round, so I ask them when the date of the party is so I can check availability, once they give that and I've checked to see if I am free that night I ask about what type of party it is and depending on their reply I tell them about what kind of music I think would work, and ask what they like.

At that stage you are into a conversation with them, as opposed to them just wanting a price and that's when you can add the value in, mentioning PAT, PLI, National Association of DJ's (yeah well it sounds good doesn't it), then start painting the picture of what you will do, lights that spell out the type of event (18th, 21st, Wedding etc) and project it onto the walls, low key music till buffet and then upping the tempo.

By now you've pretty much sold what you can offer, chuck in a few horror stories of 60 quid sids not turning up etc, explain why you are more expensive than most of the other quotes and then ask the question, "Would you like to book me to entertain your guests?"

I usually find that once I get to that question it's pretty much nailed that they will say yes.

JTRS

[funkymook]

760 quid sids
JTRS

Chancers!

[Dynamic Entertainment]

Getting over the first 20 seconds can sometimes be tricky.

I tend to find the first question asked by new customers (ie those who haven't seen me or where I have been recommended) is 'How Much', if I just give my price they are going to hang up and keep ringing round, so I ask them when the date of the party is so I can check availability, once they give that and I've checked to see if I am free that night I ask about what type of party it is and depending on their reply I tell them about what kind of music I think would work, and ask what they like.

At that stage you are into a conversation with them, as opposed to them just wanting a price and that's when you can add the value in, mentioning PAT, PLI, National Association of DJ's (yeah well it sounds good doesn't it), then start painting the picture of what you will do, lights that spell out the type of event (18th, 21st, Wedding etc) and project it onto the walls, low key music till buffet and then upping the tempo.

By now you've pretty much sold what you can offer, chuck in a few hooro stories of 760 quid sids not turning up etc, explain why you are more expensive than most of the other quotes and then ask the question, "Would you like to book me to entertain your guests?"

I usually find that once I get to that question it's pretty much nailed that they will say yes.

JTRS

You must be good to be cahrging more that 760 quid Sids :eek: :D :D

[JTRS]

You must be good to be cahrging more that 760 quid Sids :eek: :D :D

What exactly is cahrging?

Oh, a typo, guess we all make them then ;)

JTRS

Tip of the day, if you are going to heckle from the back then you have gotta be perfect :)

[Solitaire Events Ltd]

Neil

Read The buzz - David Freemantle.

A little too American, but will give you a few ideas.

[DeckstarDeluxe]

Right back on topic.

Is there any particular order you run through the reasons why the client should book you?

Maybe its not what you say but more the way you say it and inspire confidence in you?

[JTRS]

Right back on topic.

Is there any particular order you run through the reasons why the client should book you?

Maybe its not what you say but more the way you say it and inspire confidence in you?

Yes, but I don't do it in an obvious running order, when you engage them in conversation and ask about their event you can describe what you can offer and what you will do, it's subtle but much easier on the customer than bombarding them with reasons why they should book you, done corrcetly you will inspire the confidence and not come over as a 'hard sell'.

JTRS

[Dynamic Entertainment]

What exactly is cahrging?

Oh, a typo, guess we all make them then ;)

JTRS

Tip of the day, if you are going to heckle from the back then you have gotta be perfect :)

:o :coat: :D

[funkymook]

To overcome the 'what's your price' first question I say something like, 'It all depends the occasion, where it is and how long you need me for?'.

From that you can get the potential client into more of a conversation - I usually ask about what music they'd like - if they're after a particular genre/style you can use your natural enthusiasm and knowledge to make a real connection.

Maybe you've played the venue before, let them see you have a personal knowledge of the place, mention managers by name, give advice - I always advise a certain local hall has it's room divider drawn across for smaller parties.

Show a genuine interest in their event, sound enthusiastic, use the skills you have reading the dancefloor to read your client - make them feel you are helping them organise the night right from the start.

Of course there are always going to be enquiries you don't feel are right for you (for whatever reason) - I've turned down bookings when I haven't felt comfortable with them, easiest way is to say you're already booked - which is why I try to leave saying if I'm available or not until I've had a good chat with them (even though I've checked as soon as I know the date) to give me that easy out if needed. I've also had someone reschedule their party when I've already been booked because they felt I knew exactly what music they wanted - that wouldn't have happened if I'd told them straight away I wasn't available.

[TONYTIGER]

To overcome the 'what's your price' first question I say something like, 'It all depends the occasion, where it is and how long you need me for?'.

From that you can get the potential client into more of a conversation - I usually ask about what music they'd like - if they're after a particular genre/style you can use your natural enthusiasm and knowledge to make a real connection.

Maybe you've played the venue before, let them see you have a personal knowledge of the place, mention managers by name, give advice - I always advise a certain local hall has it's room divider drawn across for smaller parties.

Show a genuine interest in their event, sound enthusiastic, use the skills you have reading the dancefloor to read your client - make them feel you are helping them organise the night right from the start.

Of course there are always going to be enquiries you don't feel are right for you (for whatever reason) - I've turned down bookings when I haven't felt comfortable with them, easiest way is to say you're already booked - which is why I try to leave saying if I'm available or not until I've had a good chat with them (even though I've checked as soon as I know the date) to give me that easy out if needed. I've also had someone reschedule their party when I've already been booked because they felt I knew exactly what music they wanted - that wouldn't have happened if I'd told them straight away I wasn't available.

Very sensible post agree with all of it well done.

[funksoulbrother]

Neil,

Darren pointed out in his reply an excellent book, The Buzz. Yes, it is quite Americanism (if there is such a word), but it is a worthwhile read, with A LOT of good pointers that are relevant to this business.

In a previous life, I was a manager and rather than dictate to the staff how they should be doing things, I used to casually leave the book out in the office, after some time, all the staff had slyly looked at it, one even went out and bought a copy.

We were in a similar customer service industry, I got an increase in comments from customers of how the service that the staff were providing was increasing and overheard more often from staff, how their tips received were increasing. The proof was also in the increase in turnover ! !

To this day, I still have that book with me, well worn, but one of the best buys I ever made. :) ;)

[pwes]

"I'm just calling to check if you're available and your prices"

"mmm, probably not and ridiculously expensive" {said with obvious smile and tongue in cheek}

swiftly followed up with "let's a have a look at the diary and check for you, as I know xxx month is really busy [whether or not it is]...pause... OH, that's lucky, I am free on that date !!"

Then go on to ask questions and do the sales pitch, avoiding price until right at the end, and this procedure rarely fails !

[Vectis]

"I'm just calling to check if you're available and your prices"

"mmm, probably not and ridiculously expensive" {said with obvious smile and tongue in cheek}

swiftly followed up with "let's a have a look at the diary and check for you, as I know xxx month is really busy [whether or not it is]...pause... OH, that's lucky, I am free on that date !!"

Then go on to ask questions and do the sales pitch, avoiding price until right at the end, and this procedure rarely fails !


Now see to me, that would say "cheesy DJ" and I'd look elsewhere :o

[CRAZY K]

[QUOTE=pwes;463011
Then go on to ask questions and do the sales pitch, avoiding price until right at the end, and this procedure rarely fails ![/QUOTE]

Unfortunately the price range indicated by Neil suggests otherwise I would say--unless of course you are a VERY persuasive salesperson( which you may well be) in which case--
































Your in the wrong job :D

[pwes]

Now see to me, that would say "cheesy DJ" and I'd look elsewhere :o

I AM a cheesy DJ, I play YMCA and Abba quite happily (hate them but play them), I do not however use a foam mallet or play/ organise games, so perhaps only slightly cheesy, I am very happy mixing up a set of house or R&B also, so not sure where that puts me really...

I gained a job at a wedding fayre last year, purely because I was cheeky. I was 200 more than the other DJ at the fayre I found out from this B&G, and when they asked me how much I was, I was halfway through a muffin in a side room. I finished my mouthfull, and said something like "no, don't you worry about giving me indigestion, you just go ahead and interupt my breakfast !"



...unless of course you are a VERY persuasive salesperson.

I am definately NO salesperson, I hate talking money, doing sales pitches etc. Much happier in my comfort zone behind the console, but a cheeky attitude with an authorititive tone seems to work for me

[rob1963]

So what do you say? what points do you really press home?

Same goes for email too I think, people will read the first couple of lines then skim read the rest.

To be honest, I can't really offer any advice about what to say when receiving an enquiry by phone, as enquirers rarely phone me.

On the subject of replying to email enquiries, I have a template which I personalise for each person by adding & removing different bits as appropriate...ensuring that I incorporate answers all their questions.

I'm happy to post it here. The other thing to mention is that if their function is at a venue I know (which it usually is), I will make this point after saying I'm available, as I think people feel more reassured if their DJ knows the venue, due to having worked there before.

This is my template reply for email enquiries:

Hi xxx

Thanks for your enquiry, and I am pleased to confirm that I’m available on xxx.

A standard disco for up to about 60 people would cost £xxx. However, most clients book our deluxe disco for £xxx, as this has more lighting for a better atmosphere, and is ideal for 60-200 people. These prices cover discos for up to 5 hours and include an evening set up. If required, a daytime set up is available for £50 extra. All bookings are confirmed in writing and a £75 deposit will secure our services on xxx.

Rob James Entertainment is a full-time professional business with over 20 years experience, having supplied over 1,500 discos. We are passionate about what we do and will tailor our service to your exact requirements. For peace of mind we hold £5 million public liability insurance and all equipment is PAT (portable appliance) tested for safety. Copies of the certificates are available on request. We also hold a Platinum award from DJ Mark, and our website has more details on this. We regularly receive positive feedback from clients, usually in the form of cards or emails. Some brief extracts appear on our website and all the originals are available on request.

When hiring one of our discos, you’ll receive a music request form with your booking confirmation, so you can pre-request as much of the music as you like. In addition, we will send a list of our most requested songs, as many clients find this helpful when choosing their music. We also invite requests on the night itself, as this helps to keep the dance floor busy. With about 10,000 songs from 4,000 artists, you will benefit from our wide variety of music, which includes most of the current top 40 singles.

More details of our services are available on the website. The FAQ page should answer most questions, but if you require further details or would like me to phone you or visit you to discuss your needs, then please do not hesitate to contact me. You are assured of a prompt response, as we answer most emails within a few hours.

Thank you for showing an interest in our services, and I hope to hear from you again soon.


Kind regards,

Rob James.
http://www.robjamesentertainment.co.uk
020 8241 3720 / 07759 980 845.

Hope this helps.

:)

[Mark Wild]

. We also hold a Platinum award from DJ Mark

:eek: You lying get :p

[rob1963]

:eek: You lying get :p

:lol: