I hate these types...
- Thread starter jokerswild
- Start date
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.
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.
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.
G
Guest
Guest
I like THIS kind of e-mail:
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!!!
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!!!
Playback
New DJ
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.
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.
G
Guest
Guest
It'll never change...
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.
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
Handling one bad can lead to more trouble than it's worth
Playback
New DJ
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'.
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?
:sqerr:
So, moving on..... NEXT!
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?
:sqerr:So, moving on..... NEXT!
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
G
Guest
Guest
Here's one I got today:
Here's what I am offering for $1,000:
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.
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.
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.
Playback
New DJ
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!
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!
What was that statistic based on the 1980's? The median income level is much higher than that... unless you work for McDonalds...
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.
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.
Of the ones I can checkout the biggest difference is my online pre-event services such as online planners and more.
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.
3 years, 4 if you count the free shows I put on to test my gear.... and practice.
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.
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.
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.
Playback
New DJ
Oh great. I just sprayed beer all over me monitor thanks to you, mate.
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?