"I have a budget" - How do you respond?

[Benny Smyth]

When you receive an email enquiry that contain the words "I have a budget of £X", and said budget is (more often than not) far lower than you would charge, what would your response be?

For every enquiry, I have a standard template that I reply with that gives details of what I do and it offers a quote on there. Sometimes I throw in a line about how that I cannot provide my service for their budget (I used to say sorry too, but I've stopped doing that), and why I can't, and other times I don't mention their budget at all (I'm trying to ascertain which method proves more successful - acknowledging the budget or ignoring it).

Not looking for advice - I am just curious as to how everyone else responds.

[Shaun]

....other times I don't mention their budget at all (I'm trying to ascertain which method proves more successful).

Not looking for advice - I am just curious as to how everyone else responds.

In most cases I tend not to mention their budget, I just mention what I can offer and state my price. I've tried all different kinds of responses over the years, from trying to sell myself on what I can offer, to explaining the reasons why cheaper isn't always better. My experience is if someone is set on their budget and it's lower than my fee, it's unlikely that I'm going to persuade them otherwise. The exception being when they've been to one of my events, or I've been recommended by someone to them.

[funkymook]

I've never had an initial enquiry where the customer has stated their budget. Usually they ask if I'm available and what I charge.

More often than not I then need to ask a few more questions before I can give a quote (which is quite nice as you start chatting before costs are discussed).

[Shaun]

I've never had an initial enquiry where the customer has stated their budget.

Yeah, it's a rare question for direct enquiries. For the likes of NaD and the likes though, most state a budget.

[Excalibur]

One word: Procrustes.

[DeckstarDeluxe]

The only way I can see what their budget has a direct impact on your reply is if you offer various levels of kit or add ons? As been said I just state my fee and a brief write up of what they get for that. I'm struggling to recall any enquiry I've had when they have stated their budget from the off....

[DazzyD]

If someone says "I have a budget of £xxx" and you reply "Sorry, I can't help you as your budget is too small" then that closes the door more than likely forever. You need to talk to the client, "build a bit of a rapport" as we'd say in sales. Ask them what there expections are, find out if that budget is rigid, ask them their favourite football team or band. Anything just to get a conversation going. It's very rare that budgets are totally rigid, although some people simply can't afford more, most have just set themselves a target of what they envisage spending or would like to spend. Once you've made them see how great you are, how you make their event so much better, and how you offer added value then they well find extra room in their budget. If they really can't find the extra, show a little empathy (not sympathy), a bit of understanding. Tell them you're sorry you can't help them this time. You can even suggest someone else who may do a good job within their budget. Do this and you'll win the client over on to your side and this opens up the potential of working with that client in the future if their circumstances change. Just never ever close the door at the first opportunity. If you do, that door will probably never be opened again.

But I'm in the camp of those DJs who've never had a client mention a set budget amount at the offset. I've had "We're on a tight budget" (isn't everyone these days?) but never a strict figure. It's all about how you handle this initial enquiry to keep the conversation going. Learn the art of "objection handling" and you'll soon see how people can be coaxed in to coming around to your way of thinking. ;)

Incidentally, I've chosen "other" in the poll. This is because I would never completely ignore an enquiry and I certainly wouldn't quote but ignore the budget issue hoping it'll go away. I actually find this quite rude as, as the client has taken the trouble to mention it, then it is an issue to them. You need to handle objections never ignore them or sweep round them. The "offer quote while acknowledging budget" could, effectively, kill the discussion and negotiation dead in the water at the outset. I want to build rapport so I'll ask questions to find out more about what the client wants and use my sales training to the best of my ability. Only when that rapport is there would I even mention a price.

[ukpartydj]

I can normally accommodate budgets -

1/ different date (maybe a weekday instead)
2/ no meeting beforehand
3/ paid I'm advance and a cashback offer once reviews posted on a few selected sites - only when I'm feeling generous though.
4/ different DJ - not something everybody can offer.

[Creature]

DazzyD - then you must be in the minority, but having said that have been talking to several djs in Grantham, Lincoln, Peterborough and they assure me the same, but in the country its very different.

Budget comes into 90% of new booking enquires and to be honest, I either reply sorry already booked that night or advise them to try eleswhere as there budget wouldnt even cover costs.

[DeckstarDeluxe]

DazzyD - then you must be in the minority, but having said that have been talking to several djs in Grantham, Lincoln, Peterborough and they assure me the same, but in the country its very different.

Budget comes into 90% of new booking enquires and to be honest, I either reply sorry already booked that night or advise them to try eleswhere as there budget wouldnt even cover costs.

Maybe worth looking at your marketing, I can count on one hand the amount of clients I've had who have asked for any sort of reduction on fee....

[Creature]

Maybe worth looking at your marketing, I can count on one hand the amount of clients I've had who have asked for any sort of reduction on fee....

Not really - just not prepared to go out at a loss - round here djs are everywhere and only a limited amount of venues - i let them go out for £30.00 or £40.00 a nite that people want to pay - in fact round here pubs will only pay £50.00 - they can have that work.

[DazzyD]

DazzyD - then you must be in the minority, but having said that have been talking to several djs in Grantham, Lincoln, Peterborough and they assure me the same, but in the country its very different.

Budget comes into 90% of new booking enquires and to be honest, I either reply sorry already booked that night or advise them to try eleswhere as there budget wouldnt even cover costs.

Just to clarify, Mr Creature. I didn't say people don't mention they're on a budget. I said that they don't come to me with an exact figure. I had an enquiry yesterday which said "We're on a tight budget" and, later in the conversation, she said she thought my price was "extremely reasonable". I made her an offer which I was very happy with and so was she so we nailed it. It's all about the negotiation. I know I harp on about but building rapport, or trust and understanding if you like, with a potential client is the single best move you can make. No client will do business with someone they don't trust. But I see a lot of clients ask a DJ "how much do you charge for xxx" and then the DJ comes back instantly with a figure. Where's the personal touch in that? When has the DJ taken the time to find out exactly what the client's wants and needs are? I'm not suggesting you should become your client's new best friend but building relationships is the only way to do, and to succeed in, business.

[Solitaire Events Ltd]

If people have a budget which is way lower than I would be charging, then I just send a polite 'can't help you this time, but good luck' type email. I don't waste my time trying to persuade people to up their budget.

I have actually had people come back and ask me to quote and then they have booked too! Some people are just trying it on...:rolleyes:

[Richie]

I might try that in PC World later......

I am interested in an iPad but only have a £200 budget!

[little al]

Why is it always the DJ that gets budgeted? Its never the caterers or a band. Is it because they think its just a part time job for us, so can take the hit?

[theoloyla]

I don't think it is just dj's that are subject to budget constraints at all. Many caterers offer different priced menus, brides may not be able to afford the dress they would really like, many have to settle for cava instead of champagne etc etc

[little al]

I don't think it is just dj's that are subject to budget constraints at all. Many caterers offer different priced menus, brides may not be able to afford the dress they would really like, many have to settle for cava instead of champagne etc etc

Yes, but a caterer will be able to give a varying price per head for what they offer, tthe customer may go for a higher offer that cuts the budget down overall. Likewise if they spend more on their outfit and drinks choises, its always the budget for the DJ that reflects this.

[DeckstarDeluxe]

I might try that in PC World later......

I am interested in an iPad but only have a £200 budget!

And hence Galaxy was formed.... ;)

[DeckstarDeluxe]

Not really - just not prepared to go out at a loss - round here djs are everywhere and only a limited amount of venues - i let them go out for £30.00 or £40.00 a nite that people want to pay - in fact round here pubs will only pay £50.00 - they can have that work.

yawn.... Most if not pretty much every DJ is very poor on their marketing. Not hard to stand out from the rest.

[yourdj]

yawn.... Most if not pretty much every DJ is very poor on their marketing. Not hard to stand out from the rest.

:agree: Or just being crap DJ's / business people. Some (well a lot) of DJ's don't deserve to earn more if you ask me with shocking set ups, customer service and general unprofessional working habits. If everyone believed Dave Reed, you could rock out the skytecs and start charging £600 without any improvements whatsoever in approach.

Although you have to up you prices if you have not been asked for a reduced fee.
I get it quite often where people will fish for a discount even after meeting me "rand ere" ;)
£500 for 4 hours £600 for 5 pricing. Thats where free optional extras (like battery uplighting) come in handy.

Everyone likes a discount or to be made to feel they are getting a good deal so I don't see the problem.
I often help people out if they are genuinely on a budget (i.e. crap hall etc.) as i know lots of decent local guys.
If they have a nice venue booked and a honeymoon in the Seychelles then good luck to them. they are not my clients from the start. :)

[Creature]

Why is it always the DJ that gets budgeted? Its never the caterers or a band. Is it because they think its just a part time job for us, so can take the hit?

Its because Djs are the last thing on there lists. So all the monies been allocated.

Even when you try to explain to most how smoth you can make there happy day flow ect - I don't expect things to change much tho.

In fact some DJ's themselves often do the same thing for there big day/events


Quote Originally Posted by DeckstarDeluxe View Post
yawn.... Most if not pretty much every DJ is very poor on their marketing. Not hard to stand out from the rest.

For city work thgis is very true, when I was working in Peterborough, Gantham ect - never had an issue with pricing or people wanting you cheap as possible, (Which I know longer do) but out in the sticks things work differently.

[atlanticdisco]

This has come up from time to time. I make sure my hours are covered then look at equipment levels for the gig. Also suggest they adjust either hours or equipment which always ends up in equipment being adjusted.
Not common as I say but a handful of times over the years.

[scott23]

I realy do think some people are fly with the whole I got quoted Buttons from the venue and I am trying to book for peanunts myself. I mean folk wanting a DJ for less that 100 quid that the venue quoted to them for a sat night for a engagment. I am sorry but my Sat nights are worth more than 100 quid and I am not going to sell myself short.

charitys fair enough I can come and go with as long as they aint a sat night.

latest enquirys i have had have been shocking. people calling at 1 am asking fro quotes and some right idiots out there.

[funkymook]

I realy do think some people are fly with the whole I got quoted Buttons from the venue and I am trying to book for peanunts myself. I mean folk wanting a DJ for less that 100 quid that the venue quoted to them for a sat night for a engagment. I am sorry but my Sat nights are worth more than 100 quid and I am not going to sell myself short.

charitys fair enough I can come and go with as long as they aint a sat night.

latest enquirys i have had have been shocking. people calling at 1 am asking fro quotes and some right idiots out there.

If you keep getting enquiries from clients that aren’t your target (either budget, location or type of event) then you need to review your marketing.

Where are they getting your number from?

[scott23]

If you keep getting enquiries from clients that aren’t your target (either budget, location or type of event) then you need to review your marketing.

Where are they getting your number from?

They are all from online, either google search or gumtree!

TBH the enquiries I mostly get from online are fine with location and type of event, just some you feel like they are chancers trying to get something for nothing or next to nothing.

[sandysounds]

I once had an hour long one to one with a marketing guru. His first question was what was my target market; which was high end weddings. In the first five minutes he totally trashed my website and made me think carefully about the photos and videos I showed. Now my site only shows the high end venues with guests dressed appropriately. The result is I very rarely get a real budget enquiry. Occasionally I get someone trying to beat the price down, but I reply with sorry but that is my standard price and for that you will get etc etc etc. I've never lost anyone yet! You've got to bear in mind that a large number of clients start with an unrealistic budget because they have never booked a DJ before and it is up to us to explain why we are worth the extra £££ (and not by negative marketing either).

Someone mentioned bands. Having run AMPband for a while now, bands have got exactly the same problem as us. Believe it or not there are many 4 and 5 piece wedding bands charging less than some of the wedding DJs on here!

[Tom]

I used to get emails regarding budget quite a bit, not sure sure if that's due to the area I was working in, but always sold my service keeping their budget in mind. Managed to close the deal most of the time.

The majority of the time it would be a little less than what I would normally charge (£50-£70 reduction) but took out less equipment which made setting up and packing away quicker. The lack of equipment was not of any interest to the clients. Would just be 2 or 3 led lights with minimal programming.

Did learn a lot back then and hope to change how I market myself later in the year.