Vibe? ??

[simon1969]

:bang::bang::bang::bang:Hi there everyone I went for what turned out to be a hard lesson learned.
I received a text enquring about a wedding .
I then phoned and arranged a meeting.
Started meeting and handed them booking form, husband to be, says i can't sign this as we are seeing other Dj's ????
I said "oh ok " (thinking eh?)
I carried on with meeting a bit disgruntled.
On exit I was told they would let me know next week.
I heard nothing so I rang today and was told they hired a Dj who had better vibe?
Really???
Thoughts please?

[Nakatomi]

Maybe presenting them with the booking form so early in a meeting they thought was going to be was informal gave them the feeling you were on a hard sell?

I don't know what you usually do but maybe approaching the form later on, after first finding out what they're after ? Or possibly just explain that you're recording information on the form so you don't miss anything?

I can count the number of pre-booking meetings I've ever done on this many fingers: 0, so all I can really offer are theories sorry Simon.

[ppentertainments]

What was your reason/intentions for holding a meeting ?
Did the couple WANT to meet ?
What information had they before you met ?
Did you come across as a double glazing salesman ?

[Excalibur]

Maybe presenting them with the booking form so early in a meeting they thought was going to be was informal gave them the feeling you were on a hard sell?


That would be my first thought.

What was your reason/intentions for holding a meeting ?
Did the couple WANT to meet ?


That's a very good question. To be fair to Simon, I'd have been keen to have a meeting, especially when the initial enquiry was by text. I've always found that functions ( especially weddings ) where you've met before have a completely different atmosphere. There's none of the awkwardness of meeting someone for the first time at a formal function.

Now as to getting booking forms out there and then, well personally, I'd have instantly decided not to book you at that point. That's just my view.

Perhaps the better vibe was the other guy/girl saying " You don't have to make your minds up now ( and don't forget, we're getting enquiries for dates two years hence ) have a look at my website, my feedback and if you need to know anything, get in touch ". All things being equal, I'd have booked that one. I had reason for booking from one NaD client " Just liked the guy, pure and simple. "

That's not to say that's the guaranteed way to convert bookings, we're only offering advice from a distance here, it's very easy to do that from the comfort of our keyboards, and there's sadly no cast iron rules on the subject.
Chin up, and good luck.

[rth_discos]

It's very much an assumption, as we're hanging on to the word "vibe", but it would suggest to me that they just felt they "got on better" with the other DJ.

I have no issue with that as a response (far better than 'we found someone cheaper')!

If someone is booking a DJ based on who they feel they "click" with, then I'm very happy with their buying process.

Sadly, there's little that you can do to overcome that.

However, I do feel that presenting a booking form at the end of the meeting could be a bit of a turn off - but that depends on how it's presented. If you try and get them to fill it in there and then they may feel pressured. If you leave a pack behind, and just highlight that if they want to go ahead, the booking form is within the pack, then that's less pressurised, and shouldn't be off putting to anyone.

[ukpartydj]

We all have our ways of doing things. I talk to a local DJ often at wedding fayres etc who says "how many did you get"... To which I'm always a bit surprised as I don't ask them to book there and then. He's always asking me why don't you ask them to book,"they want a DJ, they like the sound of you, why let them think about who else there is" he often says.

Well I personally always feel uneasy if somebody asks me to commit to a purchase, if I did agree to book the first DJ I saw on the spot I doubt I'd feel satisfied that I'd made the right decision.

[Shakermaker Promotions]

Prime example of why I only meet with customers once they've booked me.
I've said it before and I'll say it again, I don't like feeling like I am in some kind of audition and have to prove myself. It happened a few years ago when a couple asked me if I could meet them. It was a Sunday morning and I drove the 15 miles or whatever it was to their big posh house and they weren't even home. I waited there for a while and they eventually turned up.

The 'vibe' was absolutely fine between us (or so I thought?), and although I am not 100%, I think they may have come to me via a recommendation. In truth, I wasted a couple of hours of my time with them (didn't know that at the time obviously). They had large grounds and money didn't seem to be an object. They wanted a double sound system and outside uplighting too and I quoted a price that they thought was good (they told me so).

They decided to go with a 'friend of a friend' in the end despite my best efforts.
After that episode I decided not to meet in advance again.

I'm confident about my abilities and I am also a people person. There are very, very few people I don't get along with and even if I dislike somebody, they won't know about it.

On the other side of the coin though - I've taken on bookings in the past and wished I hadn't because the customers have been awkward and pains in the backsides. Wouldn't it be funny if we contacted them and said something along the lines of "Sorry, I can't be your DJ for the evening as the vibe between us doesn't feel right".

Lastly, I agree with the booking form comments. I would not have gotten out a booking form as if I was the customer I would feel pressured and I'd also think that the DJ is taking it for granted that I was booking them. There may have been some crossed wires somewhere and the OP may have gone along thinking that they were intending to book there and then, who knows?
I don't take booking forms to wedding fairs either and I don't take bookings or booking fees on the day either. I simply supply the enquirer's with all the information and take their contact details so that there is no pressure.

[simon1969]

What was your reason/intentions for holding a meeting ?
Did the couple WANT to meet ?
What information had they before you met ?
Did you come across as a double glazing salesman ?

Yes they did and gave me the impression they were going to book me .
Never mentioned about seeing other Dj's.
It was very relaxed and I never hard sell, I offered various options for them too.

[yourdj]

Started meeting and handed them booking form

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!! :p

[simon1969]

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!! :p
Sorry not as soon as I sat down in handed them the form easily misunderstood sorly didn't make that clear.

[Jim - Scotland's Party DJ]

I think handing them the form was a massive no no.

I always put myself in the clients shoes in everything I do work wise and I hate being "sold" to - handing them a booking form is you basically saying - here, book me now!

As my prices have gone up over the past year I've been asked more and more often to meet couples prior to booking - I travel to within a reasonable distance or do it over the phone / skype / facetime and I've only ever lost one and to be fair they were honest that they were price shopping and I didn't get a good vibe off of them anyway (plus their house STANK :D )

Always leave the ball in their court - I start by telling them it's not a sales pitch (which it isn't) and I'm not going to hard sell me to them (which I don't) and then I finish by telling them to go and have a think about it and get in touch with me if they want to book.

I had a face to face yesterday and as I wound it up with that bit they cut me off and said" "No no no we definitely do want to book you, how do we go about doing that?"

Had a phone call this morning and within 5 minutes she'd text to confirm they wanted to book.

Let them be in control, the last thing you want to do is make them feel pressured.

[Excalibur]

:agree:

[DazzyD]

The meeting is a two-way thing. They get to see if they would like working with you and you get to see if you would like working with them. Neither party has to commit to anything.

I have a sales background and I would never produce a form or continue with the booking process unless the client had expresses a clear wish to do so. ie. "Would you like to go ahead and reserve the date / book it / proceed with a booking / etc?". If a client feels under pressure to commit they are more likely to cancel when they've had a chance to think it over. Don't let that happen. Be sure it's what they want before signing on the dotted line.

[yourdj]

If a client feels under pressure to commit they are more likely to cancel when they've had a chance to think it over. .

Or a supplier. I had a whole family surround me at a wedding fair for a wedding in what is the best venues in my area. "I point blank said I am not committing to this now", especially as they were offering cash at my 'from' price. They were rather shocked I think? Later that evening with a good bit of research on Facebook and google I sent them the booking details and they booked all day with MC. What i find amazing is that they booked all their other suppliers this way on the day, even the photographer, whom has to spend all day with them in a much more intimate manner than myself. combined with that you do not know the full logistics of what they want - hence the meeting to go through their plans.

The most off-putting salesman I have ever met was at Vauxhall in Soton. He kept saying "what can I do to make you buy this car today". I wanted to walk out of there as soon as he said that the first time. Unless he had the most amazing deal ever there was know way I was going to buy a car off him. Specifically today.

[DazzyD]

Or a supplier. I had a whole family surround me at a wedding fair for a wedding in what is the best venues in my area. "I point blank said I am not committing to this now", especially as they were offering cash at my 'from' price. They were rather shocked I think? Later that evening with a good bit of research on Facebook and google I sent them the booking details and they booked all day with MC. What i find amazing is that they booked all their other suppliers this way on the day, even the photographer, whom has to spend all day with them in a much more intimate manner than myself. combined with that you do not know the full logistics of what they want - hence the meeting to go through their plans.

Some people just want to get everything booked and out of the way as soon as they can. I get that. They are the ones that are likely to be less demanding. And I don't mind that at all. In fact, I often wish more people would book on the day at wedding fayres. At least that way I get an early indication that my investion in the fayre isn't wasted!


...The most off-putting salesman I have ever met was at Vauxhall in Soton. He kept saying "what can I do to make you buy this car today". I wanted to walk out of there as soon as he said that the first time. Unless he had the most amazing deal ever there was know way I was going to buy a car off him. Specifically today.

Common sales techniques. Every salesman wants a quick resolution. He gets commission but if you go away to think about it, when you come back, you might see another salesperson and they end up getting the commission even though the first guy did all the hard work. I'm more ethical than that as I want the client to have the best experience throughout the entire process from enquiry, booking, gig to aftersales. It's the way I've always worked and the reason I set my business up - as I saw a gap in the market locally to give the client the best possible experience.

[simon1969]

I understand all points that have been made, but I had discussion on the phone and certainly gave me the impression they wanted to book me or I WOULDN'T have taken a booking form.
I didn't hard sell it spoke to them about what they wanted and showed I could accommodate them.
My gripe is i went to that meeting under false pretences.
Plus I don't go to meetings on a whim that I may be booked.
All meetings I have been to the client has made it clear that they will be booking me and they are paying the deposit job done
This couple gave me the impression they were going to book me never mentioned other Dj's. .

[rth_discos]

I understand all points that have been made, but I had discussion on the phone and certainly gave me the impression they wanted to book me or I WOULDN'T have taken a booking form.

Out of interest, have you undertaken any sales training? Well worth doing, as it'll help you identify buying signals - and to a degree, get confirmation of their intention without needing to ask them outright.

It's a very useful skill to have - and one that most DJs don't have, because their focus is on the DJ'ing. But we rely on the ability to sell to get bookings, so if you can improve that area, you'll see a big difference.

[simon1969]

Sorry not as soon as I sat down in handed them the form easily misunderstood sorly didn't make that clear.


Out of interest, have you undertaken any sales training? Well worth doing, as it'll help you identify buying signals - and to a degree, get confirmation of their intention without needing to ask them outright.

It's a very useful skill to have - and one that most DJs don't have, because their focus is on the DJ'ing. But we rely on the ability to sell to get bookings, so if you can improve that area, you'll see a big difference.

No I haven't and I really don't have the money to do that..

[Sapphire Disco]

You can have as much sales training as you can afford but the two most important things are first impressions and people need to like you and feel comfortable with you, without those it's a battle you will often lose .

[rth_discos]

You can have as much sales training as you can afford but the two most important things are first impressions and people need to like you and feel comfortable with you, without those it's a battle you will often lose .

Absolutely - nothing can account for not being a good fit for each other.

People buy from those they know, like and trust.

[Excalibur]

I understand all points that have been made, but I had discussion on the phone and certainly gave me the impression they wanted to book me or I WOULDN'T have taken a booking form.

This couple gave me the impression they were going to book me never mentioned other Dj's. .

And shortly, we're going to have the discussion as to whether or not you'll have client meetings either:
1) before they're clients, ie pre cast iron booking.
2) free, gratis and for nothing. If it's with clients who have already signed on the dotted line, you may have factored this into your fee already.

I know we have more than one member who requires their palms crossing with silver to undertake these meetings. If I can't find an old thread, well I'll just have to start a new one, won't I? :D

[Jim - Scotland's Party DJ]

I understand all points that have been made, but I had discussion on the phone and certainly gave me the impression they wanted to book me or I WOULDN'T have taken a booking form.
I didn't hard sell it spoke to them about what they wanted and showed I could accommodate them.
My gripe is i went to that meeting under false pretences.
Plus I don't go to meetings on a whim that I may be booked.
All meetings I have been to the client has made it clear that they will be booking me and they are paying the deposit job done
This couple gave me the impression they were going to book me never mentioned other Dj's. .

That's one of the risks you take with offering a meeting unfortunately

You either do it (as I used to) as you get to meet me once you've booked and protect yourself from those issues or you offer pre-booking meets which give you a great chance to sell yourself and is an added impetus for potential clients to consider you providing you put it across properly - you don't want to seem desperate...

Personally looking at your case - that to me is a pre booking meet - regardless of what they've said or how eager they sound, until I've a deposit and contract in place - it's a pre booking meet.

I've had to do 3 of them (well the 3rd is this evening) after coming back from my honeymoon last week and I love doing them. As I said before, my conversion rate on them is exceptional so I'm going into them pretty much convinced that they just want to check I don't have a 3rd eye or I'm not a complete tool (remember, anyone can have a decent looking and sounding website these days... buyer beware)

If you've gone there assuming the gig was yours (through crossed wires or otherwise) then I'd imagine the issue is really that you gave the vibe that you were taking their custom for granted even before you brought out the booking form.

[Excalibur]

That's one of the risks you take with offering a meeting unfortunately

You either do it (as I used to) as you get to meet me once you've booked and protect yourself from those issues or you offer pre-booking meets which give you a great chance to sell yourself and is an added impetus for potential clients to consider you providing you put it across properly - you don't want to seem desperate...

Personally looking at your case - that to me is a pre booking meet - regardless of what they've said or how eager they sound, until I've a deposit and contract in place - it's a pre booking meet.

I've had to do 3 of them (well the 3rd is this evening) after coming back from my honeymoon last week and I love doing them. As I said before, my conversion rate on them is exceptional so I'm going into them pretty much convinced that they just want to check I don't have a 3rd eye or I'm not a complete tool (remember, anyone can have a decent looking and sounding website these days... buyer beware)

If you've gone there assuming the gig was yours (through crossed wires or otherwise) then I'd imagine the issue is really that you gave the vibe that you were taking their custom for granted even before you brought out the booking form.
I feel that my Scottish friend has pretty much got it all bang on here. Well done that man. :approve:

[DazzyD]

I understand all points that have been made, but I had discussion on the phone and certainly gave me the impression they wanted to book me or I WOULDN'T have taken a booking form.
I didn't hard sell it spoke to them about what they wanted and showed I could accommodate them.
My gripe is i went to that meeting under false pretences.
Plus I don't go to meetings on a whim that I may be booked.
All meetings I have been to the client has made it clear that they will be booking me and they are paying the deposit job done
This couple gave me the impression they were going to book me never mentioned other Dj's. .

Never assume as we all know what assume is! ;)


Out of interest, have you undertaken any sales training? Well worth doing, as it'll help you identify buying signals - and to a degree, get confirmation of their intention without needing to ask them outright.

It's a very useful skill to have - and one that most DJs don't have, because their focus is on the DJ'ing. But we rely on the ability to sell to get bookings, so if you can improve that area, you'll see a big difference.

Sales training is pretty vital to anyone who needs to generate business. And it needn'tbe expensive. Buy a "How to Sell" book - they're full of good tips and advice. As is that vast resourse we call the World Wide Web (or t'internet, depending on where you're from!). There's loads of free sales tips online. Google is your friend! ;)


You can have as much sales training as you can afford but the two most important things are first impressions and people need to like you and feel comfortable with you, without those it's a battle you will often lose .

That's true - people buy people - but learning how to overcome objections is vital. A good salesman is personable, friendly and can objection-handle with the best of them! ;)


Absolutely - nothing can account for not being a good fit for each other.

People buy from those they know, like and trust.

And this is why these pre-booking meetings are important - so both sides can get to know each other. Also, when we say "meeting" people picture a physical meeting with both sides sat in the same room. That's so yesterday! With technology you can have your meeting from opposite sides of the world - Skype, Messenger, WhatsApp, Allo or one of the many other video conferencing solutions. Or a plain, simple telephone conversation to answer any queries and iron out any issues. People forgot that the telephone is a wonderful form of holding a business meeting (which is what we mean when we say "meeting", we should really say "business meeting").


That's one of the risks you take with offering a meeting unfortunately

You either do it (as I used to) as you get to meet me once you've booked and protect yourself from those issues or you offer pre-booking meets which give you a great chance to sell yourself and is an added impetus for potential clients to consider you providing you put it across properly - you don't want to seem desperate...

Personally looking at your case - that to me is a pre booking meet - regardless of what they've said or how eager they sound, until I've a deposit and contract in place - it's a pre booking meet.

I've had to do 3 of them (well the 3rd is this evening) after coming back from my honeymoon last week and I love doing them. As I said before, my conversion rate on them is exceptional so I'm going into them pretty much convinced that they just want to check I don't have a 3rd eye or I'm not a complete tool (remember, anyone can have a decent looking and sounding website these days... buyer beware)

If you've gone there assuming the gig was yours (through crossed wires or otherwise) then I'd imagine the issue is really that you gave the vibe that you were taking their custom for granted even before you brought out the booking form.

Can't disagree with any of that! :)

[Jim - Scotland's Party DJ]

Converted all of this weeks face to faces, not heard back from the phone one but in retrospect it may have been someone fishing.

Great way to sell yourself in amongst all the noise of similar emails if they've contacted a few DJs...