Turning enquirys into bookings

[Spirits High]

Hi all,
As most of you probably know I relocated over from Belfast to Derbyshire in the middle of August.

When I left NI it was going well a decent wedding season up until I left and I thought things would be ok.

since being back in chesterfield it's not looking good, I've had 2 gigs and one of them due to circumstances beyond my control I had to pass on (thanks Larry). So basically ive had one since August.

Now im getting the enquirys , usually via UK Disco site but cant get them to change into confirmed bookings. I have picked up two weddings for next year but in the meantime especialy xmas there's nothing!

Any tips to turn things around would be great.

[Corabar Entertainment]

How are the enquiries coming in mainly - phone or email? What are you currently doing to try and convert them?

[Corabar Steve]

Just hang in there & keep at it. To all intents & purposes you have started again (not quite from scratch, as you have the experience), & it takes time to build a business.

[Spirits High]

How are the enquiries coming in mainly - phone or email? What are you currently doing to try and convert them?


When they come in I'll answer via the way the come in. The majority are via email so i reply via email and I try to sell us as well as I can.

Those via the phone (which i'snt many) get the "sales pitch"

All are followed with emails.

My Mrs tells me "Rome wasn't built in a day" but im a bloke and want everything now!

[rob1963]

Just hang in there & keep at it. To all intents & purposes you have started again (not quite from scratch, as you have the experience), & it takes time to build a business.

I was just thinking the same thing.

[Penfold42]

Just hang in there & keep at it. To all intents & purposes you have started again (not quite from scratch, as you have the experience), & it takes time to build a business.
:agree:


My Mrs tells me "Rome wasn't built in a day" but im a bloke and want everything now!
Should that be the other way round.....my MD want's it now......goodnight...:eek: :zip:


I was just thinking the same thing.

Same here..........

If it helps i've got you at the back of my mind when i start to get busy..........:)

[Vectis]

At risk of teaching granny to suck eggs...

Have you researched pricing in your new area?
Are there a couple of local DJs with very good reputations that everyone turns to first?

Both are problems I encountered when I moved from 'oop north' down to the IoW about 18 months ago. After 20 years of 2-3 gigs a week I suddenly dropped to 1 or 2 per month and wondered what I was doing wrong! In the end it all came down to price and lack of reputation. Reputation building takes time and persistence; pricing adjustments are easy and don't have to be forever.

My typical rate previously was in the £200-£300 range depending on the function, and being 'dahn sahf' I expected to be able to maintain and then start building up to more than that. WRONG! In the first 12 months I was having to take jobs at £100-£150 in order to be able to work on the reputation. Luckily, bookings for next year are now going in the diary at £200-£300 again and I'm up to an average of about 1.75 gigs a week.

In my desperation when I arrived here, I also started doing kids parties - something I'd always avoided previously as I hated them. Well I must have mellowed in my old age because now I love 'em! Unfortunately that means going out for £100-£125 BUT you don't need much gear (just lots of pretty lights) and you're usually home and in front of the TV by 10:00. You get lots of onward business from kids gigs too... sadly mostly MORE kids gigs but you do get the occasional wedding or private function as most parents of young kids don't get exposure to many DJs, so when the time comes that they need one they remember you!

So, long ramble but I'm pretty sure that if you're doing all the right advertising (local rag, YP free ad, flyers, cards in the local newsagents/curryhouses/taxi offices etc.) then it's all about building that reputation and to get the initial gigs under your belt you might want to take the hit on the money to begin with.

Edit: I also discovered (to my delight!) that if you present a customer with an invoice, and listed on the invoice is a 'Discount' line, that discount is tax-deductible. So, for some (not all otherwise you'll get a slap) gigs (mostly for hotels & clubs) I'd apply an 'Introductory Discount' a) as a way of reducing the price charged and b) as a way of covering some of the loss.

[Corabar Steve]

I'm up to an average of about 1.75 gigs a week.

You do realise you've left yourself open to comments about only doing 3/4 of a gig there don't you?

[Vectis]

You do realise you've left yourself open to comments about only doing 3/4 of a gig there don't you?

Or a 1/4 of a gig 7 nights a week, yes I suppose I have :D

[rob1963]

It's quote possible to do 3/4 of a gig...

...either when things are running late & you don't get to start when planned...

...or when the bride & groom leave early, everyone else then slopes off & the venue say you can finish early.

:D

[PropellerHeadCase]

Or just being half-arsed for half the night ;)

[Dragonfly]

getting gigs in Derbyshire is piece of cake spirit

"how much do you charge for a disco mate?"

"£80"

"great can I book you"


in all seriousness particularly in Derby there are hundreds of £80 DJs note I say their price and don't start shouting the c or p words as they may well not be.

however I dont see these as my competition so they don't worry me . I know what I do is different and of a high standard so I am comfortable charging for it.

My enquiry to booking rate im guessing is probably quite poor that said I had 15 in July and have helped others fill their diaries in October and November as I am unable to work. so my take is that these guys may get booked up first but there is still obviously enough business around for the rest of us be it people who are more discerning or have been let down or just left it way too late.

the way I tackle it is quite simply be nice to people which I naturally am ... far too nice. If you show a client that you actually care what they want and are committed to trying to deliver that (another little secret of mine .... its called honesty) then lots of people will book and keep booking I have found.

on the honesty bit ..... I will always say to a client that i will do my very best to give them and their guests the night that they wish to have and my very best to entertain and get people up and enjoying themselves.

not Im flippin great me ill have everyone from your gran to your 6 week old dancing non stop from the moment they walk in and my lights are like robbie williams stage...... last bit is an actual quote im told.

be yourself and and don't make promises you cant keep to.... ive found people respect that.

personally ...... I dont even try or think of other discos as competition as I would hope that what I do is different from them and therefore ........ some people may like what i do ........ some may think its pants and i would hope the same for other guys and gals around me.

[Corabar Entertainment]

Well said Dave!