Follow up enquiries?

[MikeW]

Hi Guys and Girls

I just wanted some info on what you do when you get enquiries from people who say they will get back, but never do.

I have recently had a couple of people contact me, via my website. One guy seemed very keen. He asked about price and times and seemed happy with everything.

He emailed back to say he he would be back in touch, as soon as possible.

My question is, would you contact him (even just out of courtesy) to ask if he still wanted to go ahead. Or would that seem a bit pushy. Or would you leave it to him to get back if he wanted to?

Thanks in advance.

Mike.

[thex-faders]

Tough one, it can be difficult to know if someone is genuinely interested via email. And as you said you don't want to be too pushy but depends how much you want the gig? If your free and have no other leads for that day then why not call him back and try to sell yourself to get the booking?

Tom

[MikeW]

Tough one, it can be difficult to know if someone is genuinely interested via email. And as you said you don't want to be too pushy but depends how much you want the gig? If your free and have no other leads for that day then why not call him back and try to sell yourself to get the booking?

Tom

Thanks Tom, I may give it a couple of days. The enquiry only came in last Sunday.

[Ecstatic Events]

Hi Mike,

Sadly, If you dont ask for the business someone else will.

Definitely follow up out of courtesy.

I hope you get the gig :)

Mike

[Vectis]

If you're minded to chase it, chase it now before the phone rings again with another enquiry for the same date with a less desirable gig.

The last thing you want to do is be in a situation where you hesitate...

You could always try the "I've had another enquiry for the same date..." trick but that can sometimes backfire if they're not ready to be boxed into a corner.

[funkymook]

I tell people I've provisionally booked their date and require them to confirm within 7 days (or shorter depending on how much notice it is) - then if they haven't got back after the 7 days I'll follow up with a polite email (or phone call) asking if they want to confirm. If I get another firm offer within the 7 days I'll contact them straight away to either book or release the date.

[rob1963]

My question is, would you contact him (even just out of courtesy) to ask if he still wanted to go ahead. Or would that seem a bit pushy. Or would you leave it to him to get back if he wanted to?


Hi Mike,

My own view is to leave it, as I do think contacting him again is a bit pushy.

I'd never chased up enquiries, until a number of people on here said they do this & suggested I also do the same, so I gave it a go.

At first, I was pleasantly surprised, as a few of the people I chased up replied confirming they wanted to book. However, I soon realised these were people who would have booked anyway, and my chasers were merely getting some of them to book a bit quicker than they would have done otherwise...as my enquiries to conversions rate didn't change.

Therefore, I now reply quickly & professionally to every enquiry, and simply keep the replies in my sent mail folder for a month (in case I hear from them again), after which I delete & forget about them.

It's possible that you might lose the very occasional booking by not chasing people up, but bearing in mind that most bookings come in many months in advance, you'll probably end up filling the date with another booking anyway.

In my opinion, if someone doesn't come back to you, it's most likely that they've changed their mind or found someone else, but very unlikely they've lost your details or forgotton about you.


If you're minded to chase it, chase it now before the phone rings again with another enquiry for the same date with a less desirable gig.

Or possibly a MORE desirable one!

;)

[soundtracker]

My view is that if you are running a business then you must maximise every sales opportunity, enquiries are difficult to generate, when you do receive one you need to do everything that you can to obtain the booking. Using DJEvent Planner, I have a diary system to forward a follow up e-mail after 7 days, and a further reminder after 14 days. Very often I get a thank-you form B&Gs for the prompt, as they have so much else to think about, things tend to get forgotten.

[Solitaire Events Ltd]

My view is that if you are running a business then you must maximise every sales opportunity

Agreed.

It has nothing to do with being pushy.

[yourdj]

Agreed.

It has nothing to do with being pushy.

If anything it shows that your organised and keen to DJ for them.

I need to go though all my tbc's now ;)

[rob1963]

If anything it shows that your organised and keen to DJ for them.

Alternatively, it COULD be contrued that you're desperate.

[Vectis]

Or possibly a MORE desirable one!

;)


Nah ... that's a no-brainer. Take the second one :)

[yourdj]

Alternatively, it COULD be contrued that you're desperate.

not if you say you have had another enquiry :p

Almost all my tbc are for next year so I could just say I get booked up fast and do they still wish to go ahead with the booking.
If no then i can clean the diary out.

[Solitaire Events Ltd]

Alternatively, it COULD be contrued that you're desperate.

Or that you run an organised, professional business.

[rob1963]

Or that you run an organised, professional business.

Agreed, Darren.

I'm just making the point that it could be interpreted in two different ways.

[Solitaire Events Ltd]

I don't think anyone would think you are desperate in this day and age if you followed up an enquiry once.

[yourdj]

I don't think anyone would think you are desperate in this day and age if you followed up an enquiry once.

Yes if you ring them every day then thats another thing :p
I just delete the entry if they say they have gone elsewhere or leave it however long they say.

[Shakermaker Promotions]

I have a seperate spreadsheet that I put all on enquiries on. I usually follow them up after 10 days either by phone or email.
I don't think it's being pushy at all and agree that if you want the work then you have to follow them up. Some people are busy and not on their computers all the time like a lot of us. Some people genuinely forget.

[Jonny Boy]

If I've already spoken to the client in person I will call back once and ask whether I can answer "any other questions or ideas" or whether I can offer more suggestions to adapt the package to suit them better.

If responding to an initial enquiry and no price quoted yet, will leave two messages only.

[soundtracker]

IMHO there's not point quoting yourself as a professional, and then acting like an amateur! Any sales professional will tell you that maximising your sales opportunities is paramount.

[rob1963]

It's all very well people saying that if you want the work, you should follow up the enquiries, but when I tried this (on the advice of people on this forum) a while back, it made no difference to my enquiries to bookings conversion rate...so my opinions on this subject are a result of my actual experience.

The only difference was that some people booked a bit sooner than they otherwise would have done.

Bearing in mind that for most bookings I take, I have to turn down another for the same date (due to being a one man band), I soon realised that that chasing up enquiries was non-productive, and therefore a waste of time.

[Shakermaker Promotions]

Each to their own Rob, what might not work for some may work well for others.

[rob1963]

Each to their own Rob, what might not work for some may work well for others.

Absolutely, Gary. I'm merely speaking from my own experience.

I'm sure most people finding themselves in my situation would also stop chasing enquiries.

[dj keevers]

A follow up call is the responsible thing to do. It shows your purposeful in your intent and often eager to satisfy the client. All good characteristics to have in servicing business leads

[soundtracker]

Absolutely, Gary. I'm merely speaking from my own experience.

I'm sure most people finding themselves in my situation would also stop chasing enquiries.

Your position however Rob(i.e winding down mode) is some what irrelevant to people on here that are actually trying to improve their business.


A follow up call is the responsible thing to do. It shows your purposeful in your intent and often eager to satisfy the client. All good characteristics to have in servicing business leads

Quite!

[rob1963]

Your position however Rob(i.e winding down mode) is some what irrelevant to people on here that are actually trying to improve their business.

With all due respect, I AM still actually trying to improve my business, and will continue to do so until the day I stop.

I'm also keen to get as many (of my own) bookings as possible, because the more bookings I get now, the sooner I CAN wind down & retire.

For the record, I've only really started winding down in terms of no longer doing cheap bookings for agencies each December (with the exception of NYE), which has resulted in my December discos reducing from about a dozen down to somewhere between one and three for the last two or three years.

[DeckstarDeluxe]

As I use DJEP I've had people fill in the online quote generator and despite always sending them a follow up email within 24 hours I've yet to get a reply from the last 16.

So today I've sent them all an email saying sorry you didnt feel we were the disco provider for you but we welcome any feedback as to why.

Even if I dont convert one of them at least I'll be getting some reasons why DJEP isnt working for me.

[rob1963]

As I use DJEP I've had people fill in the online quote generator and despite always sending them a follow up email within 24 hours I've yet to get a reply from the last 16.

:jawdrop:

If you've had no bookings from 16 enquiries, you're clearly doing something wrong.

Hopefully some of the people you contact will reply & give you some ideas of what you need to do differently.

This also proves that it's not just ME that follow up emails don't work for.

[Kernow]

Follow it up
"If you don't ask, you don't get !!" :)
And there's nothing more mind-gnawing than never knowing what the result might have been, and forever fretting "What if ?....";)

[rob1963]

"If you don't ask, you don't get !!" :)


True, but I ask in my INITIAL response to their enquiry.

For me, asking once is enough.

[DeckstarDeluxe]

Rob you have made your point clear we heard you the first time.

Shall we let other people have their input too?

[soundtracker]

Rob you have made your point clear we heard you the first time.

Shall we let other people have their input too?

Indeed, and the endless ( and some would say pointless) repetition goes against all generally accepted professional selling standards. So please put a lid on it.

[Kernow]

For me, asking once is enough.

With all due respect Rob, that's a very outdated approach and reminiscent of my long-ago days in direct sales where "Close on the night" was the much-chanted mantra. (Even then the skill lay in overcoming, usually several, objections ;) )
Nowadays people like time, and are advised, to consider their options and a courtesy contact for feedback denotes not only that you are still keen & interested in offering your services, but allows the opportunity to firm up and dismiss any doubts they may have. ;)
Estate agents, dealing with possibly the largest purchase most people will make in their lifetime, adhere to this principle religiously.

:)

[Shakermaker Promotions]

Rob, I think the statement you made of "...you are obviously doing something wrong..." was very harsh and uncalled for really.

It could be the pricing that Deckstar has or a number of different reasons. It does not mean he is doing something wrong. It could be that all of those enquiries were looking for £60 Sid type Discos and Deckstar has shown that he is not in the league at all.

[Solitaire Events Ltd]

It could be that all of those enquiries were looking for £60 Sid type Discos and Deckstar has shown that he is not in the league at all.

But he will make it one day. :boxer2: :D

[DeckstarDeluxe]

Rob, I think the statement you made of "...you are obviously doing something wrong..." was very harsh and uncalled for really.

It could be the pricing that Deckstar has or a number of different reasons. It does not mean he is doing something wrong. It could be that all of those enquiries were looking for £60 Sid type Discos and Deckstar has shown that he is not in the league at all.

Thats what I'm emailing them for and it was posted which Rob decided to leave out in his reply. The site is doing really well in search results and they have all come in this month. Loads are for this month or next so I'm thinking they are looking for cheap discos as they have left it so late.

[Mark Wild]

With all due respect Rob, that's a very outdated approach and reminiscent of my long-ago days in direct sales where "Close on the night" was the much-chanted mantra. (Even then the skill lay in overcoming, usually several, objections


Unfortunately that's not the case and "decision on the day" within direct sales, is still very much common practise.

[Vectis]

Loads are for this month or next so I'm thinking they are looking for cheap discos as they have left it so late.

Either that or they're fretting and are booking the first company that says yes.

Has DJEP got an availability calendar? If not, it's dead easy to do with Google Calendar. That might help.

[DeckstarDeluxe]

Either that or they're fretting and are booking the first company that says yes.

Has DJEP got an availability calendar? If not, it's dead easy to do with Google Calendar. That might help.


It has, however currently I've not enabled it. I consider DJEP is in its trial stage and so not made a decision as of yet to keep it or not.

[Kernow]

Unfortunately that's not the case and "decision on the day" within direct sales, is still very much common practise.
As an achievable target !........ wonder if the success rate approaches the 88% in my day ?
I admit I've been out of it for over 25 years ;) , but the public today are much more consumer aware and, apart from the most vulnerable, can see through pushiness & so-called "incentives" very easily.
It's a fine line between genuine courtesy in pursuit of business and overselling ? ;)

[paull]

I think there is no hard and fast rule to this.

Sometimes its just gut feeling that an enquirey is somebody looking for the cheapest price, in which case they have come to wrong place when contacting me.

Other enquiries can be worth chasing, sometimes it works sometimes it does not.

Not a clear cut answer, but its a very subjective issue and what works for some may not work for others.

[Charlie Brown]

I'll send them a standard email, give them a few days to dwell and then call to arrange a meet so I can sell myself further.

It's worked really well recently!

Yesterday a lady came back to me and confirmed for next June. She made the enquiry on the 6th August!

If people want/like what they see, they'll be sure to come back for more. Email and a quick call - The rest is up to them!

[Shakermaker Promotions]

Right guys!

I have a classical example...it's just this second (about 10 minutes ago) happened.

I was going through my bookings for 2011 which I have confirmed. I have a bookings spreadsheet and each booking has it's own dedicated folder where everything to do with the booking is stored (Booking Forms, Receipts, Emails, Song Request Lists etc etc).

I noticed that one of the bookings for July 2011 does not have anything in the folder so I checked everywhere and nothing! Searched emails and the last email I had was a year ago, almost to the date infact was from the customer confirming that they would like to go ahead and get the information I required to me asap. I'm not sure how I missed this because I would normally set an alert to follow up the enquiry if I haven't heard anything back.

I called the customer, left a voicemail, followed it up with a text and email and a moment ago the customer rang me, very apologetic and said that they were under the impression that it was booked and didn't realise that they had not got booking forms etc....

Lucky I followed it up really but I guess it's not your usual thing. I had nothing from them except a confirmation saying that they wanted to go ahead and book. They were probably expecting that it was all sorted so they would have got a huge surprise on the day itself had I not turned up but then again I think they would have got in touch at some point?

[1878blues]

Leaving it more than a day and its more than likely you will miss the booking, people like to get things done quickly, and arranging a Disco is no different

http://http://www.101services.com/

Twenty First Century Jukebox

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[MikeW]

First of all, thanks very much for all your reply's.

Only just managed to get back on the forum and have a proper read.

Just to let you know, I did email back, just asking if he had made a decision whether he wanted to go ahead or not. That was at 11.30 this morning. I have not heard anything back!

I will now leave it at that, unless he gets back to me, although I did like Deckstardeluxe's point of asking if he wanted to go ahead, and if not, what the reason was.

Thanks again.

Mike.

[Ecstatic Events]

I personally come from a sales/business development background, so its natural for me to ask for the work, but only when the BUYING signals are there!

People BUY people so the client will probably book the person he/she has built up the most rapport with through the initial enquiry. Pre-sales customer service definitely makes a difference too!

Feedback is invaluable too, so i'm going to make a point of sending a courtsey email asking if they have secured thier entertainment, who with etc. I did do this when I first started and people DO reply!!!! If anything it'll help you build a database of sids we're losing out to (joke!)