How do you maintain that edge

you have two dj's charge equal amounts... how do you tell a client (in your perspective) that you are the rightful dj for the job (without saying that)

interested in how it's done in different markets.

I'm primarily a bar jock so I don't do much selling. In fact any mobile gigs I've done have been a subcontracting type deal.

The most important thing when selling services is making the potential customer feel confident in your abilties. How do you do that? I don't know: Past testimonals, dazzle them with your years of experience, education, videotape/dvd of previous work? Probably all would work. I wouldn't focus on the education factor to much when really there is no defacto educational standpoint that makes you or me a DJ.

The other thing that's most important when selling anything is making the customer feel comfortable with you as a person. I think some of the easiest way to do this is:

Appear neat (shave, iron your clothes)
Don't talk at them.. talk with them.
Show empathy for whatever their situation is. -Wedding jocks know that planning a wedding is stressful time. Let your clients know that you realize this and by hiring you entertainment is one thing they don't have to worry about.
Possibly offer to help them out with some details - Maybe they cannot find the color tableclothes they want & you just happen to know a local vendor that specializes in hard to find fabric.

Being a good DJ isn't just about rocking the party for mobile jocks it's about providing good customer service before and after the event.

That's just my take..I'm no sales expert but it seems like the right way to go. :)

Dan

AMEN DAN!

That's exactly right you need to step it up!! Don't just be their glorified jukebox, offer them something nobody else does or can offer! Help them out even if it has nothing to do with their event.

A project I'm going to start marketing very soon is CD invitations. Basically It will be a CDR with the invitation and party details on the front label and I'll burn a custom radio type commercial on the CD to promote the event/birthday party/ect. Very simple and all it take is a few things to get it done... It should approximately cost 23 cents per CD to produce it, but you charge 1 dollar each.. just imagine the profit, and very few people offer it!

You have to be different, you have to be your company, not the norm! Step it up and make that money!