I hate these types...

Hi Rob! I really appreciate your e-mails and your quick response. I was priceing out djs for my wedding and my fiance reminded me of his cousin who has just recently started doing some parties and such. I totally forgot about him and my fiance really wants to help out his cousin get started so we are going to have him dj are reception.
Thanks

At least she replied to me but jeez why do people shop for DJs then goto the cousin card.... why waste time?

Thank you for your quick reply... I wish you a lot of good luck with the
cousin.... If things don't work out with the cousin keep us in mind for your
professional DJ needs.

Rob


Honestly I don't care if that sounds harsh.... but my point was made...:sqmad:

Thoughts?

haha got the same line today from a referal of a preferred venue.

just to show I can be a nice guy and be helpful I sent this

Here are some things to think about while talking with his cousin... I hope this information is helpful:

Top 10 Things You Should Ask Your DJ

1. Is your company listed with the local business association? This will help determine if the company is real or just someones hobby.

2. Does your company carry liability insurance? Any DJ company that doesn't carry insurance is just asking for problems.

3. Will you be my DJ or will some other DJ from your company be doing the event?

4. If you assign a DJ can I meet with him to discuss my wishes and time line prior to the event?

5. If I have any special musical needs can you accommodate them?

6. If I want music that you don't have what do we need to do? You should never have to provide your own music unless it is an unpublished piece.

7. Ask your self, "Do I want a DJ that just comes a pushes play or do I want someone who is more interactive" If all you want is a DJ to come with a basic PA system and push buttons, then just about any DJ in the phone book or on the web will do. But, if you want someone who is entertaining and can emcee your event you need to ask if they provide that level of entertainment or not. You'd be surprised how many just want to show up play music and go home. In the end you have to decide what fits your event best.

8. If I want a customized show to my needs and wishes can you provide the level of service needed to accomplish my dreams?

9. How much time will you be spending on my event? On average for a customized event most DJs will spend at least 15-20 hours just on the preparation for your event including meetings with you the client, phone calls to you and other vendors, music selection, event planners, time lines, emcee practice (i.e. Learning names etc...), setup of the equipment. Then add on the actual event and you have quite a bit of time spent just on one event. If your DJ is not going to or is not willing to do this and basically doesn't want to be bothered until the event itself, this should be a warning to you.

10. So after you have weighed all of the above with your needs you have to decide what it is worth to you to have a quality professional DJ to entertain at your event. "So Mr. DJ sir, how much will it cost to make my dreams come true?"

Rob Whatever. Likely it will appear you dont think the cousin can do this gig properly. Sorry its gone but Joker isn't wild for this 0ne.

Rob Whatever. Likely it will appear you dont think the cousin can do this gig properly. Sorry its gone but Joker isnt wild fo this 0ne;


Agreed.... just want to put that out there for her as food for thought.. I know that she's gone and will do whatever she likes but hopefully she is smarter for the experience.... and has something to chew on.

Probably get ignored anyway....

And yeah my intent was to inform and give warning....

Cousins can do a great job... problem is those cousins are usually far and few between.... most likely he'll be just as drunk as the rest of the guests.... or he will do a job that would make Randy Bartlett stand up and go hmmmmmm....

Either way I hope she has the best reception ever...

Next!

What's really buggin me right now is not necessarily this particular person is the lack of being able to close a deal...

I've had at least 5 inquiries with 4 that have responded, 1 you just read about, 2 that have to wait until after the holiday's (of those 2 only one has told me as such the other isn't responding, probably a lost cause too), and 1 that is mulling things over and I should hopefully hear from this week.... all in all a crappy start.

I just keep getting the same excuse, "we have a friend that's a DJ thanks for your quick response!" or all I get is silence...

Just agravating that's all.

Last year gigs just seemed to fall into my lap with hardly any work... so far this year nothing.

Rob, while I agree that going with a family member is usually a mistake, I must say the email you sent back with the "qualifications" for a DJ was a little un called for.

I was never a member of any local professional business organization, so does that mean it was just a hobby for me? I found these organizations to be a complete waste of time and money, which could be better spent cultivating relationships with people I could actually get jobs from (florists, banquet halls and other industry businesses).

"You should never have to provide your own music unless it is an unpublished piece"? I was not aware this was a rule. How many times have all of us met with a prospective client, and told "oh don't worry if you don't have that song, because we have the CD." So does that mean you run out and but it if you did not already have it even though you know that they already have it?

"On average for a customized event most DJs will spend at least 15-20 hours just on the preparation for your event including meetings with you the client, phone calls to you and other vendors, music selection, event planners, time lines, emcee practice..."

I would love to know where you got this stat from, because I have some of the biggest weddings I can think of (including the daughter of the Vice President of Sony Music Group) and NEVER have I spent 15 hours in prep time. Guess that means I was not a professional and the event wasn't successful.

Brother Rob,

If it's any help, you're not alone. We've been receiving fewer and fewer responses to inquiries lately. This has been going on for over a year now and we haven't seen the last of it. :(

Agreed ~ the cousin is family and yas all know the old adage about blood being thicker than water. I was pricing out djs for my wedding and my fiance reminded me of his cousin who has just recently started doing some parties and such.Translated, this should read: I was price-shopping but couldn't find a cheap DJ for my wedding. The cousin will play music for a buffet plate and drinks all night.

Thoughts?

Brother Rob,

If it's any help, you're not alone. We've been receiving fewer and fewer responses to inquiries lately. This has been going on for over a year now and we haven't seen the last of it. :(

Agreed ~ the cousin is family and yas all know the old adage about blood being thicker than water. Translated, this should read:

Thoughts?

I am always weary of the "we have a family member that will do it" responses because my question would be: why isn't this family member invited to the wedding? If you trust him/her enough to provide this service for you, then wouldn't you be close enough to them to have them actually be a guest at the wedding instead?

I agree, Pat.

Thing is, many B&Gs today are all about squeezing a nickel 'til they get seven cents out of it. It isn't the entertainment only... other service vendors hear the same song and dance. Some people have it in their heads that they're supposed to get something for nothing.

It's possible that the cousin would've been invited anyhow and by DJing the wedding reception, he gets out of buying a gift for the B&G. :D

I've seen this before when I was living in VA. Some people don't care about professional reception entertainment. They don't care about professional photography/videography nor professional catering nor florists. They will part with a dollar only if they absolutely have to.

Just my convoluted thinkin' here... but I'm gonna presume from reading Rob's comments that this B&G had no intention of paying for professional services from the git go. That's why they're price shopping. :)

Thoughts?

Patrick & Fred:

Thank you for your responses... yes my email was a bit of a knee jerk reaction... and maybe a little out of line... I guess it was just a little frustration comming out aimed the wrong way on many factors that have been bugging me lately... this one just was the straw that broke the camels back so to speak... I'll be more careful in my responses next time...

If it's price why not come out and say so... at least then I know where I stand and can then better negotiate with folks, but no instead I get excuses... and I think Fred's translation was probably spot on.

The email I got from one other bride said... "Yes, we are still interested in DJ services but since the holidays we don't have the money right now, we will let you know when we are ready or if we decide to go another way with our entertainment."

Translation: "We are still shopping..."

Which is fine but at least tell me honestly what is going on... maybe they really are in a financial situation... that can be worked with...

I'm dieing here.... my wife is about to kill me... this is my 3rd year and we are still very much in the red...

Rob,

Shoot me over your email and I will try to dig up the presentation I did about 4 years ago to the CPDJA on how to cultivate and maintain new business. May be helpful to you going into the New Year.

PM sent

Hey Rob, I don't blame you one bit for being fustrated.

I can understand B&Gs not having a big budget for reception entertainment. What I can't understand is why they refuse to just say that upfront and be done with it.

This stuff just irritates me to no end. Sometimes I want to tell these people "Let's make it easy for both of us... you tell me what you're REALLY able to spend and I'll tell you if you've got the right DJ." :D

It's like those WeddingWire brides ~ they post a budget of $600.00 but what they really want is someone who will be dickered with. It don't seem to matter about experience, professionalism nor business references. They're shopping for the lowest bidder.

They'll all say they want the best DJ... but what they really want is the cheapest DJ. I gave up on attempting to "educate" people long ago.

Let someone come along who'll do the show for less and they're all over it.

Let someone else come along who will do the show for even less still and they'll drop the first guy like he's got the plague.

And these are the same people who gripe and moan about DJs bailing out on 'em at the 11th hour. Gimme a friggin' break, already... you'll never get more than you pay for. :mad:

Fustrated? You'd better believe I am. I have better things to do with my time than be jacked around by price shoppers.

Agreed...

But, what is a person to do, really?

People are people no matter what we do or say they are going to keep doing this because it's in our nature... We have been conditioned to look for the bigger better deal.... and the cheapest one at that!

Believe me I would much rather have a person come out and say, I have X to spend and not a penny more... fine... but we need XX and not a penny less...

I hate to say it but I've bugged Ben about priceing not to haggle him down but I feel like I bug him when I ask even though I can't buy...

I was going to get a new Amp from him, great price... but the deal I had going fell thru and I needed something else sooner and before I knew it there was no way I was going to be able to get the new amp... boy my back would have liked it though.... now I'm sure it's gone.

But, I have to deal with that and when I am booked for that brides date and she calls cryin cause cousin Jon got too drunk at the batchler party and he can't come cause he puked all over his RS mixer (I put that in for you Fred) and now it's fried.... sorry but you had your chance I'm now booked, good luck. :sqwink:

Ill have you know I wasnt Hung over. It was food poisoning I stake my life on it as sure as my name is JON it was a legit excuse LOL. Thanks for including me Rob.

In addition to shopping for the cheapest DJ, Brides sometimes use meetings as a way to gather free information on how to do the reception.

You explain the itinerary and how to make the evening flow well, how this will be done, how that will be done, yadda yadda; and they tell you they are still shopping while compiling all that free information to give to their cousin.

In addition to shopping for the cheapest DJ, Brides sometimes use meetings as a way to gather free information on how to do the reception.

You explain the itinerary and how to make the evening flow well, how this will be done, how that will be done, yadda yadda; and they tell you they are still shopping while compiling all that free information to give to their cousin.

Glad I didn't give away the show.... yeah I've even heard of a potential bride sitting with what the DJ thought was the fiance.... but low and behold as they start to get a head of steam going that he finds out he's actually another DJ.... d'oh! Who is new and is trying to learn the biz.... :sqlaugh:

Rob :



Dear xxxx,

Thank you for your kind consideration of my entertainment services and best of success with all your decisions.

Might I remind you the current national divorce rate is nearly 60% for first marriages. It is wise to get your starter marriage out of the way as cheaply as possible. When you're ready to do it right the second time, I'll be here for you.

Love and kisses,



Sigh. One cannot educate today's internet bombers (not boomers) because they know it all. Perhaps it is time to revert to strong visual "this" or "that" scenarios. As many of you are experiencing and struggling with shotgunned email requests for services, it's driving me nuts too. Trying to go with the flow is wearing energy thin. You're not alone, Rob.

Rob :



Dear xxxx,

Thank you for your kind consideration of my entertainment services and best of success with all your decisions.

Might I remind you the current national divorce rate is nearly 60% for first marriages. It is wise to get your starter marriage out of the way as cheaply as possible. When you're ready to do it right the second time, I'll be here for you.

Love and kisses,



Sigh. One cannot educate today's internet bombers (not boomers) because they know it all. Perhaps it is time to revert to strong visual "this" or "that" scenarios. As many of you are experiencing and struggling with shotgunned email requests for services, it's driving me nuts too. Trying to go with the flow is wearing energy thin. You're not alone, Rob.

Can I use that ...... lol

Sure!

I did [once]. Felt like a shmuck but everyone needs a cathartic [once].

Must be something in the air.

A wedding lead Heather followed up with yesterday resulted in the B2B telling her that her sister got married last year & the DJ they had was only $400.

Heather told her, "Well, why didn't you book him?"

B2B - "He's already booked for the date" -- In Sept '08.


So, when she heard our basic package price, the call ended & we're still avail for the date in Sept. :sqrolleyes:

Hang in there gang. As soon as the weather warms up and the Christmas bills get paid down or off, the phones will ring and the emails will come in with more solid leads. I am getting my share of duds right now also.

Try this:

Thank you for your quick reply... I wish you a lot of good luck with the
cousin.... If things don't work out with the cousin keep us in mind for your
divorce party.

Rob

I like THIS kind of e-mail:

DJ-MC Entertainment - Sacramento DJs
Reservation Request

Type of Event: Wedding Reception
Event Date: Saturday, September 20, 2008

Customer Information
Client Name: Nicole xxxxx
Telephone Number: (415) 555-5555
Best Time to Call: evenings after 730 pm
E-Mail Address: xxxxx@yahoo.com

Venue Information
Location Name: xxxxk at Squaw Valley
Location City: tahoe City, CA
Est. Distance: 40 miles
Duration: 7:00 hours
Guests: 101-150


Additional Notes:
We would love to talk with you about booking Matt Cohen for our wedding. Please call us or email and let us know if he is available.
Thanks,
Nicole and Richard


this means either of two things:
(1) they saw me at event, or a friend has already used my services.
(2) they saw the reviews posted by customers at Yelp, City Search, Merchant Circle, Insider Pages, or Google Maps.

Either way, these are so much easier to close!!!

Matt theres no such Nicole at this number
(415) 555-5555 you got scammed!!








HAHA just kidding.

If it's any consolation, (which I know it won't be), I get EXACTLY the same problems you guys have all been talking about here in the UK.

Because most people don't really understand the role of the DJ, they don't fully understand what they are paying for. All they see is a guy playing a few jolly tunes at a party.

They don't think that you have had to invest in the equipment, take out insurance, get your gear safety tested, (big here in the UK at the moment), or carry out maintenance or repairs. They don't think about your car or van, the vehicle insurance and everything else that goes with it, the fact that you spent four hours checking everything and loading your vehicle, carrying the gear up two flights of stairs, or even that you turned up on time. Although of course they would damn sure say something if you turned up late!

All they see is you standing there. And the more 'professional' you seem, (making the show run like a well-oiled machine), the easier you make it look.

We've got a guy here operating locally that will put on a show, any night of the week for a fixed fee of what I guess would be the equivalent of about $195 where you are. Some people go for him, some don't, but it sure is screwing up the market round here. He just pays a couple of kids to do the booking with his gear and gives them $50 each. How do you explain that one to a potential customer that has already called them for a quote, bearing in mind they don't even understand the stuff I outlined above?

Some gigs you just won't get. I used to really beat myself up if I lost a gig to another company, particularly if I lost it to one that I knew was either bad or unreliable. Nowadays, I've come to read the tell-tale signs pretty early on, and try not to get myself in such a frenzy over it. It is difficult, I know. Especially if your year-on-year bookings aren't even staying the same, let alone increasing.

It's the law of supply and demand. Lots of folks will settle for a $300 DJ because they don't know any better.

Every time you do a show, dazzle them, and they will talk about you, and hire you again. When you make yourself look good, you make us all look good. Same thing in the other direction.

Rob you really got to learn to let go. Sending off curt emails only leads to less referrals it becomes a vicious circle. Christ I know it's frustrating and not so many years ago I was in that position but when they say no you should just say next

Handling one bad can lead to more trouble than it's worth

If I get a knock back, I usually just send a polite message thanking them for letting me know, and (OK, a half-hearted) 'best regards' for a successful evening. At least they should be able to find me again in the future if they need me.

Also, if it is bad news you know where you are are. There's little worse than not knowing, trying to hold onto a date wonding if they are coming back at some stage with a firm booking, but just not hearing from them again.

In the words of David Bowie, If you don't handle it professionaly (sorry, it's that word again), you're just 'putting out fire with gasoline'.

Yeah I just had another one run off because of price... I had 'em at Service 799.00 plus lights 125.00 = 914.00

He gave me a long story about how they are building a house and while my services were a great value at that price it was just out of their budget... and they were going with a cheaper DJ

So without knowing what that budget really is I countered with:

"If I could offer the lighting package for free would this bring us closer to your budget, or is it already too late?" Still waiting on a reply to that but I'm not holding my breath.

Funny thing is I spent a long time with this guy on the phone and stupid me I even sent him a list of sugested music for things like 1st dances... I asked if we could meet at least three times and he brushed me off "based on price" without even meeting with me.

My guess is they were feeling out their current DJ to see if they got a good deal or not.... considering we are all alike right, and all we do is just press play after all? :sqwink::sqerr:

So, moving on..... NEXT!

Yeah I just had another one run off because of price... I had 'em at Service 799.00 plus lights 125.00 = 914.00

Rob

I know very little about your market except for a bit I read after reading your post today. According to Wikipedia Elkhart has about 50,000 with another 30,000 close by with an average income of less than $35,000.

What Wiki dosen't tell me is how many DJ's in your area and what is the average rate they are charging?

What do they offer that you don't?

What do you offer that they don't?

How far are you willing to travel?

How long have you been in business?

Mabye I am dead wrong but $914 sounds like alot for a city that has an average income $13,000 less than the national average and 10,000 less than the state average

Here's one I got today:

How about next saturday around 2pm I am at xxxxxxxxxxx in Sterling, Va xxxxx - xxx-xxx-xxxx is my phone number. If you can bring a mix of Country and Spanish music and any other additional items that are included. I have cc'd my parents aswell, can you attach prices for them, also I think that $1000.00 is too steep for out budget. They do not have much money and we need to have something nice yet reasonable.


Here's what I am offering for $1,000:


Our 110% money back guarantee; if we fail to meet the conditions of the guarantee, not only will we give you your money back, but we will also give you some of ours.
Professional DJ sound system; this is a state of the art and quality professional DJ system.
A selection of over 45,000 song titles ranging from the 40's to current in all the popular genres; our music originates from CDs that we obtain through subscriptions only available to DJs and radio stations and through other commercial sources.
A professional DJ/MC; most of our DJ/MCs have at least three years experience in the business.
An assistant for that DJ/MC to make his/her job of coordinating your event easier; our assistants assist your DJ/MC in load in, set up, music performance, strike, and load out. An assistant is most important in that the DJ assistant will actually be programming and playing music while your DJ/MC goes about the duties of coordinating your wedding activities.
A wireless microphone for toasts, blessings, and such.
Our on-line planning system to help you plan your event. Our on-line planning system provides you with the means to enter the members of your bridal party for introduction, set a time-line for your special day, set up a must-play list, set up a play if possible list, set up a do not play list, and outline other details of your wedding reception.
Our on-line guest request system to allow your guests to pre-request their music. This allows your guests to log into our database and pre-select songs they want to hear. Of course, you are always in control and can delete songs form this list.
Unlimited consultations at the location you choose. Like the interview, we come to you for all consultations unless it is a simple question we can answer over the phone or via e-mail. We don't charge extra for consultations because we feel it is part of our service to be available to you to meet your needs.
Ceremony; if your ceremony is to be held at the same venue as your reception, we will include it. There may be additional charges if your ceremony is in another room as this will require a second system.
Cocktails and Dinner; we always include your cocktail/Hors D'oeuvres and dinner music time. There may be an additional charge if your Cocktails/Hors D'oeuvres and Dinner are in different rooms as that will require a second system.
A site visit to the venue. We go to each and every venue to ensure that we can provide our service for you in the best possible way. We look at the room, check the layout, and talk to the staff.
A finalization meeting thirty days prior to your event to ensure that we have all of the details of your event captured correctly. Here is where we make sure all the i's are dotted and t's are crossed. We also make sure that we have the correct pronunciation of the names of the people in your bridal party.
And, our day-of coordination of your event. Here's where the rubber meets the road. We coordinate all of your details from beginning to end so that you will have a worry free day.
Pre-Recorded Shout Out: Any guest that cannot attend but wants to leave you a special message can call our 800 number and leave a message that will be played either during the toasts or during dinner.
Pre-Recorded Bride Groom Message: If you would like to leave each other a special message to be played during your first dance, we provide a service through our 800 number that allows you to do just that.
Pre-Recorded Father/Daughter and Mother/Son Message: This allows the father of the bride or mother of the groom to call into our 800 number and leave a special message to be played during their special dance.
Pre-Recorded Love Story: You receive a special planner that allows you to give us information about yourselves; growing up, how you met, that first date, that first kiss, and so on. We turn this into a Love Story that is played just before your Grand Entrance. The Love Story tells the story of both of you with a mixture of humor and music that will build up that excitement and expectation of seeing you enter the reception. She knows this already plus a time commitment of 20 hours or more and I have explained what we do for those 20 hours. 20 X $50/hour = $1,000; that's how I base it.

I didn't do the income statistics on Sterling, VA; however, it is in Northern Virginia which has a high income overall.

She's probably looking for a $250 DJ. I am turning this over to one of my partners. He's bilingual and would have gotten the MC job anyway. If he wants to deal directly with her, he can go for it.

A good rule of thumb that I have found works for me, is to make sure that one of the first questions that I ask is the address of the venue.

They have normally chosen their venue before they book the DJ, so if it turns out that they've booked the equivalent of a chicken shed on the back of a pub, there is no way that they are going to spend a large amount on the disco. They either have little money, or they feel that their occasion is not as special as some other clients do. (Otherwise, they would find the money from somewhere).

Obviously, the reverse applies too, unless of course they've already blown the bulk of their budget on the venue!

Rob

I know very little about your market except for a bit I read after reading your post today. According to Wikipedia Elkhart has about 50,000 with another 30,000 close by with an average income of less than $35,000.

What was that statistic based on the 1980's? The median income level is much higher than that... unless you work for McDonalds...

What Wiki dosen't tell me is how many DJ's in your area and what is the average rate they are charging?

I know there are at least 8 DJs that advertise in the phone book... 12 or so that advertise on some of the internet sites such as wedj.com.... my guess is there's at least 20 that actively advertise... and probbably twice that, that don't.


What do they offer that you don't?
The only thing some might offer that I can't is the club DJ style of DJ'n and currently an extensive light show. But, for me that's an addon option not part of the standard service agreement.

What do you offer that they don't?
Of the ones I can checkout the biggest difference is my online pre-event services such as online planners and more.

How far are you willing to travel?
For that price I will travel within a 100 mile radias of Elkhart, more than that with gas prices I'd have to get more.

How long have you been in business?
3 years, 4 if you count the free shows I put on to test my gear.... and practice.

Mabye I am dead wrong but $914 sounds like alot for a city that has an average income $13,000 less than the national average and 10,000 less than the state average

I don't think it's low... take out the lights and you have $799.00 for:

*Up to 6 hours of performance time
*Unlimited one-on-one consultations
*Emcee
*Online Planners
*Online Timeline
*Online Music Request System for Client and Guest (pre-event)
*Music selection from the 50s to todays hits
*All digital state-of-the-art sound system
*Events taylored to the clients desires (in other words if me wearing a chicken suit is going to make or break their event, I will wear a chicken suit) Actually that means I will structure their event to fit their needs while guiding them in a direction to keep things flowing well, in the end what the client wants is what the client gets, period.

I'm also working on using slide shows of the event and possibly pre-planned and arranged slide shows of the bride and groom... you know the "When they were 5 picking their nose." pictures.

I can't lower my rates much lower then they are now... I need to be making at least 50,000/yr bear in mind this is a gross income and doesn't take into account for the yearly expenses... so after expenses I probably won't even make 30,000 but it's a starting point. Remember I'm a single op I can't do more than 2 events a day assumeing they don't conflict in time and I can get from one to the other in time.

If I were booked everyweek on Saturday:

799.00 x 52 = 41,548.00

This tells me to reach my goal I've got to sell more dates (that's obvious) or more addon services such as:

Lighting and Karaoke, plus when I work out how I'm going to handle slide shows and maybe even video.... I'll add those to the mix.

I have packages that range from $599 (basic no frills 6 hours music only) to $899.00 (All inclusive 6 hours) I'm not afraid to post my rates here, nor am I ashamed of them or think they are too high or too low... I believe I'm some where in the middle, for my area and the research I've been able to do.

What was that statistic based on the 1980's? The median income level is much higher than that... unless you work for McDonalds...

Actually it was based on the 2000 US census. If you add the average growth for the last 7 years you could probably tack on another $4000. There is also almost 14% that live below poverty level.

I did my homework your turn

http://en.wikipedia.org/wiki/Elkhart,_Indiana

NEXT

Actually it was based on the 2000 US census. If you add the average growth for the last 7 years you could probably tack on another $4000. There is also almost 14% that live below poverty level.

I did my homework your turn

http://en.wikipedia.org/wiki/Elkhart,_Indiana

NEXT


I see what your saying... but I'm not after the Median Income clients... mostly because I don't want to be a median income resident myself....

That link only talks about Elkhart.... I service about a 100 mile radius... so you have to include parts of Michigan, Illinois, Ohio and south of Elkhart. My reach is large enough that the median income level is much higher...

Regardless of the income level... I need rates that are going to help me be independant.

$599-899.00 is median... I've had little trouble last year booking at or above $650.00 without bells and whistle add-ons.

I think truely this has a lot to do with lack of exposure at this point as my reputation for quality shows increases along with WoM I believe the internet shoppers will turn into buyers.... more and more.

I predict that by this time next year I will have little trouble booking and will be turning people away, crossess fingers that this prediction comes true.

To that end I am attempting a marketing method for my online shoppers... when they request a quote they get the quote showing my rates along with an Early Bird Discount of $100.00 off their total. I'll run this as an auto-discount for a couple of months just to see if it generates business... it effectively makes my price range 499-799.00, crossing my figures on this too.... I need the business to build business.

Tom is right. The Northen Virginia area is among the wealthiest in the nation. Get into Sterling, Mount Vernon and Fairfax and you're talking housing starts to the tune of $900,000.00. There you've got congressmen, players for the Redskins etc. These people will pay in excess of $1500.00 just to have a couple of trees in their yards trimmed. Heck, you can plant a few azaleas or rhododendrons and rake in $600.00 for two hours' work. Been there, seen that.

That being said, not everyone who lives in the area is wealthy. The majority is middle class. Getting 'em to part with a grand for a DJ service is a challenge. They're gonna price shop same as everyone else. Just because people have money doesn't necessarily mean they're willing to part with it.

What it really comes down to is this: As long as there are DJ companies charging $400.00 rates in thousand dollar markets, the 400 is gonna be the prevailing rate.

We can sit here and grouse about it 'til the cows come home but that's the way it is.

What it really comes down to is this: As long as there are DJ companies charging $400.00 rates in thousand dollar markets, the 400 is gonna be the prevailing rate.

We can sit here and grouse about it 'til the cows come home but that's the way it is.


Well I have to say after reading all of this, I am seriously considering moving to Northern Virginia. We can't get anything like that kind of money around here, even with two chicken suits.

As I said in my previous posts, the venue gives me a clue to the amount a client might part with for their DJ, but all the while there are people prepared to do the same job as me for less money, unless I can show the customer what they are getting for the cost difference, they are bound to go with the cheaper option. My main weapon of defence is my ever-growing band of satisfied customers whom I rely on, even though I've been DJ'ing since 1974!

There is nothing strange about it. When you are buying a new piece of kit, you put one up against the other to see what you are getting or not getting for the difference. Even when you have made up your mind on the make and model, you still shop around for the best price. And don't even go along the 'I don't mind paying a little more because the store gives good advice' route, because generally speaking, that's rubbish.

We want the product as cheap as possible, even if we have to get it shipped from Mars. Our clients want a DJ, and if they can be convinced that a cheaper DJ will do maybe even almost as good a job as the one that costs 35% more, where do you think they are going to go? They're going to go with the cheaper quote, and maybe hire a flashier car that will look better in the Wedding photographs. How many times does the Wedding photographer take a picture of the disco? Generally speaking, it's when we get in the way. Unfortunately, we are just the puppeteers. We are there to work our magic, to make sure that everyone has a good time, without being too intrusive.

Money is getting tight in the UK at the moment. Interest rates are rising, and the knock-on effect from the US in the money markets have led to buyers being more cautious with their cash. Christmas retail sales were down, and although we are doing OK at the moment, it could get worse before it gets better. I am treating most enquiries with kid gloves at the moment, and can't see me changing my stance any time soon.

At the end of the day, when times get really tough the $1,000 dollar market becomes the $400 market. You either accept it and find other ways to stay afloat - or you go under!

Well I have to say after reading all of this, I am seriously considering moving to Northern Virginia. We can't get anything like that kind of money around here, even with two chicken suits.
Oh great. I just sprayed beer all over me monitor thanks to you, mate. :D

Seriously, I agree completely. The 400 becomes the prevailing rate and there's not a lot we can do about it. If we wish to continue working the shows, we've got to either lower the rate or sit home on a Saturday night.

The $400.00 DJ is working. The $1,000.00 DJ is not. The only thing that irks me about this scenario is the way it never seems to end. One may lower his rate quotes to compete and the competition does likewise. Eventually, one is competing for a rock-bottom paycheck. One is working again but one is not making any money.

Thoughts?

I see what your saying... but I'm not after the Median Income clients... mostly because I don't want to be a median income resident myself....

I think truely this has a lot to do with lack of exposure at this point as my reputation for quality shows increases along with WoM I believe the internet shoppers will turn into buyers.... more and more.

You are looking to book high end clients in a low end market. They are there there is no doubt but high end clients don't generally hire someone they don't know and by alienating the median income clients it makes exposure that much harder to get. If I remember correctly you haven't been in the business that long.

At this point you can book a few high end clients and get a little exposure or you can book a lot of medium paying jobs and get alot of referrals. The busier you are the higher your rate can be


I predict that by this time next year I will have little trouble booking and will be turning people away, crossess fingers that this prediction comes true.

It's going to take alot more than crossed fingers. Get lots of legwork in to venues and local business see if you can generate referrals and bookings. People are more likley to pay extra for your services if they are referred

To that end I am attempting a marketing method for my online shoppers... when they request a quote they get the quote showing my rates along with an Early Bird Discount of $100.00 off their total. I'll run this as an auto-discount for a couple of months just to see if it generates business... it effectively makes my price range 499-799.00, crossing my figures on this too.... I need the business to build business.

Thats a good idea. What other marketing do you do

Jeff:

I understand the point you are driving at...


Other marketing includes other online promotion sites... talking with local rental locations and just generally spreading the word with anyone with even the merest of intentions on hireing a DJ for some event....

I've done a free fund raiser... good cause but also shameless self-promotion.... got two enquiries based on that alone... neither panned out though.... my fault really for not getting contact information from them...

Heck, I'm doing another freebie Feb. 16th for my boss.... again there will be shameless self promotion going on... hence the bags of candy with business cards... and there will be several company name drops durring the show too.... If I could get a banner I'd hang one from my booth but money is tight.... and daddy has to feed momma.

I just don't feel lowering my rates any further is going to generate that much business, I think like you said I need to do more leg work.

I would like to chime in on some marketing......Every year we attend two bridal shows and give away something so they register (thats the key) in your case a free DJ for the wedding and reception?

Then we start calling thanking them for visiting our booth and direct them to our website. I spend as much time talking to the bride as I can (bonding:sqrolleyes:) I ask them what they imagine their reception to be like and if they have been to any other weddings and what they liked and dislike about what they saw. We dress to the nines and really pay close attention to our mannerism's and the look of our booth and sell sell sell..

I hope you realize that your going to call them and they probably won't answer no big deal just keep calling them. Every time you call you are leaving a commercial impression on the client. I can't begin to tell you how many times we have called and left 9 or 10 messages and all of a sudden they call back saying," I'm so glad you called I have been meaning to call you guys back" . It works for us

Do you think that kind of persistance with online quotes would work as well?

I get what I call tire kickers that get the free online quotes but leave me little to no information... most of the time I at least get a name and email some times its a name and phone number.... either way I will send an email or call depending on what contact information was givin... but I usually give up after the third attempt to contact...

Also, with regard to emailing and phoneing what would be considered pestering vs selling as far as the number of times you attempt to make contact by leaving a message or email... and at what frequency should this contact be made.... once a day, once every couple days, once a week, once a month... what is considered proper here? I'm always concered that it either makes me look pushy or desparate.

For example today I get this:


Name: April
Email: XXXXXXXXXX@yahoo.com
Phone Number(s):
Address:
City, State/Province, Zip/Postal:

Event: Wedding Reception
Location: Other
Venue ZIP Code: 46617
Guests: 140
What kind of DJ/Karaoke service are you looking for?: Average
Date: Saturday, September 20, 2008
Times: 6:00 PM to 11:00 PM

Total Time Needed: 5 Hours
Package Selected: WEDDING BASIC PACKAGE
Time Included with Package: 6 Hours
Price for Package: $599.00
FULL EMCEE: $95.00
KARAOKE: $199.00
LIMITED EMCEE: $65.00 (Editors note: This option not needed since she asked for the FULL EMCEE option)
Early Bird Discount: $-100.00

TOTAL: $858.00
RETAINER (as part of total): $429.00

So as you can see she's left me only her first name and email... she's also asked for about every option I have so my guess she doesn't really know what she wants....

I sent her an email to let her know I could save her money on her package if she simply went with our Gold package which included every option she asked about when generating her quote... the big question is how many times and at what frequency should I attempt emails to make contact before I give up?

Just my opinion...

I will reply once with a thank-you and cost quote in accordance with the info provided. If there is no response, I dismiss it.

I am serious. If I receive a query for a five hour reception I will respond with availability and cost. If they're still interested and reply, fine. Let's go from there. If not, I forget about it.

I do not pursue prospects who are looking for the cheapest DJ company. I'm not in the price war business.

Wolfie can be had but he ain't cheap. :D

I will reply twice using two methods if they are available . Otherwise two email attempts due to glitches etc. Then its on them.

Rob:

Interesting, there's a similar thread on Pro DJ right now.

Here's my pattern:

1. Receive lead and send initial e-mail indicating that it has been received and that I will be in contact.
2. If the phone is available:
a. Make first call to try to get an interview. If no answer, leave message with a follow up e-mail.
b. Two weeks later, second call and follow up e-mail.
c. Two weeks later, again.
d. Two weeks later, this time if I haven't connected with them, I leave a quote and move on.
3. If no phone is available, I'll fall back to e-mail with the same pattern.

I am actually now thinking about increasing the frequency after the third attempt to one week in between and making the total attempts ten before the quote is sent.

Honestly, usually by the third attempt I have either gotten an e-mail reply or a phone reply. If these are positive, I won't drop it till they say so or I land the interview.

Think about it from this perspective for a miniute:

You're getting married, young, and have never done this before. What should you do? Hit the web of course. So, you hit Google and type in "DJ", "(my state) DJ", "(my city) DJ", or even the dreaded "wedding DJ" and you get thousands of hits, many of which have some sort of availability checker or contact form. So, you fill it out an viola, you are now inundated with scores of e-mails from DJs and your phone starts ringing off the hook.

Most of our fellow DJs will only call once and stop, some will call two or three times in the same week and stop, but very few will space it out because most of us have the opinion that these folks are just tire kickers. While this may be true to some extent, most of the time it is just sheer ignorance because they simply don't know how to hire a DJ.

Never feel that you are pestering them. If any come back to you with that line, remind them that they contacted you or the lead service first and you are only doing what was requested of you by them; giving them information.

It is up to you to determine if this is worth your time. One short follow up phone call could just land the next event.

My method landed me an interview Friday, Saturday, yesterday, tomorrow, and Wednesday. So far I am batting 1000 at $1,000 each with retainers of $500 in my pocket; that's $1,500 after three interviews. When I got home from last night's interview there was a phone call from a new prospect wanting to talk and he and I will talk on Friday.

Here's one to cheer you all up.

Got a phone call last night from someone that wanted to book a DJ for her birthday party.

I was pleased, because not only had she called me, she had already been to one of the functions that I played at over Christmas, and said that I had done a 'blinding' job, that she'd had a 'brilliant' evening, and said that was why she was contacting me.

She also informed me that her cousin has also booked me for a gig in March '08, (which I checked, and sure enough - it was there), but before I even quoted a price, (only letting her know I would be available so far), she said that she had some other DJ's to call first before she made her mind up.

So it wasn't about price. (She knew what I charged before she even called)
She knows the sort of job that I can do, and that I am reliable.

So with all of this already sewn up, why would she want to get a quote from someone she didn't even know - bearing in mind that before her job is even on the horizon, she will have been to two of my functions, and was well impressed with the first one.

Beats me............!! :sqerr:

Well that would leave me scratchin' my head too....

I'd be curious to know why she felt the need to contact other DJs if she already knows you, your price and your work.... the only reason I can think of for her need to "shop" more would be: A. To satisfy her hubby that she did a comparative shop before landing on you.... or B. She's still shopping price despite the fact that she knows you'll do a great job she still wants the best "Deal" she thinks she can get... after all, all DJs are all alike and just press play, right?:sqconfused::sqwink:

I think it just adds weight to the notion of how fickle the public can be, and that you can never second-guess what the customer might do, or even work out their train of thought!!

This lady just didn't seem to have one!!

The reason I mentioned it was that I just wanted to draw your attention to the fact that you can sometimes beat yourself up trying to get that booking, and you don't get it through no fault of your own.

Don't forget also that some of the 'enquiries' you are getting might be coming from rival DJ's checking out your pricing policy..........

I had a spell of that about two years ago. :sqmad:

Changed my mind nothing to say. sorry

I didn't change my mind.

I already knew I had nothing to say!

Looks like things might be looking up.... I've got one wedding booked for May 31, paid in full no less.

And in the last 24 hours my site has become a little hotter with about 10 date checks and 3 quotes 2 of which just came through within minutes of each other..... just now.


Hopefully I'll be doing the happy dance soon.

Aside from some site re-designing specifically graphically.... I have only made one other change and that was to my priceing structure...

I now offer 5 Packages:

4 hour basic
6 hour basic

4 hour bronze with lights add on
6 hour gold with lights add on

and

6 hour all inclusive platinum

Price points are very close and maybe that has also helped however of that i'm not sure because they don't know my rates until they request a quote after checking availability .... but maybe with a menu of options it has helped.... if nothing else i have more contacts and potential clients.... time will tell i guess what it was that has drawn them in.... I know at least one came to my site from wedexperts.com which is basically wedj.com chickified....