How do you take it when the call or they email, and they don't even want to come close to your price?
If you post your price on your site, hoping to stop price shoppers...
- Thread starter Papa Deuce
- Start date
I've never thought this strategy worked...I think price shoppers can be stopped in other ways. Mainly by not having a typical dj site.
The industry is maturing yet I still see bc's, websites, brochures that scream "pro equipment!" "10,000 song library!" "all events, large or small!" etc. instead of trying to appeal emotionally to the client. If all of your materials reflect that you are at the top of your game, posting prices to discourage price shoppers won't be necessary. (i.e....check out Peter Merry's website. It's a site that can really only be viewed by someone with a high speed connection. People that have a bit more money have high speed connections so that gets rid of some price shoppers right there...genius!)
The industry is maturing yet I still see bc's, websites, brochures that scream "pro equipment!" "10,000 song library!" "all events, large or small!" etc. instead of trying to appeal emotionally to the client. If all of your materials reflect that you are at the top of your game, posting prices to discourage price shoppers won't be necessary. (i.e....check out Peter Merry's website. It's a site that can really only be viewed by someone with a high speed connection. People that have a bit more money have high speed connections so that gets rid of some price shoppers right there...genius!)
Dawg, I agree, but Peter's site price to be build is not in most people's budget. His site is awesome, but can you / I spend several thousand dollars to have a site?
I only had one guy who ever said anything about a lower price, and he actually apologised for wasting my time, since he did not bother to read my prices.
I think it's funny when I hear the same people talking about having "higher rates" and, yet, they sometimes bargain and lower their rates to "get the gig". I'm a business...not a bazaar.
True that....but...I think the same things can be communicated even if it's not all fancy shmancy like his. Content is key and I think it's possible to connect with the client emotionally even if you can't spend thousands of dollars.
I agree with Kevin on this one. Since I changed my site, the people looking for a $400 DJ has drastically dropped (as well as my frustration level
).
Why would you want to stop price shoppers instead of selling price shoppers? You wont talk them all in to it but if you could get 10% over to your side it would be worth it
Makes sense for sure, but I book at "X" $.... and I have had people ask to pay less than half that, and one wanted to pay just a 1/3rd of that.... I would rather they not call at all. But I admit, I am in a unique situation in that I don't DJ for financial reasons - but do require a certain financial amount to make me take a party at all and give up family time.
I see what you are saying Papa but I tend to sell 40 to 50% of price shoppers and a good portion want it for 50% or more off starting the conversation
Heres an example
One I did last Sept wanted to get her wedding done for 1/2 the rate I normally charge. We started talking and I started dream building with her. After we talked for about 20 mins I asked her if price was the only deciding factor her response was "I just didnt know what to ask and a friend told me DJs will cut thier rates to get the job". I told her I wasnt willing to cut the rates but I would throw in basic lightng at no extra charge. She booked on the spot
About a week later she called me back and asked if I could provide dinner music and a mic for her. Before I got a chance to offer her a price she asked me would $150.00 extra be sufficent for this service ( I actually had $75.00 to $100 in mind). They also insisted I have a meal and at the end of the night there was a $50.00 tip and a gift of 4 shirts with my company name on them (she worked for a screen printing company)
In the end 20 mins of my time selling a price shopper made me 200.00 above my going rate and a great reference (I am doing her maid of honors wedding this July)
It dosent always work this well but if you can get 10%.....
Dawg is dead on here. I don't list my prices or ever minute detail of what I can do for them on my site. My site has two purposes:
1. To give them enough info to contact me &
2. Allow my current clients to plan their event.
When I set up a consultation I tap into the emotional side of the event on both sides of the coin (bride & groom).
1. To give them enough info to contact me &
2. Allow my current clients to plan their event.
When I set up a consultation I tap into the emotional side of the event on both sides of the coin (bride & groom).
When in the booking business - I was very good at turning the price shoppers into customers. Given the chance to explain my customer service level and all the things I could provide them to make the time following the ceremony their time to enjoy, about 80% of the time I was sending them a contract. My prices were on the web, but never stated in a solid manner, but listed as starting at $XXX.XX.
One thing that I started out doing was a trick that was handed down to me from another dj. Since I worked out of my house, upon taking a call, I would always pause the customer and say "Let me go to the office and let's work on your details." .... this seemed to automatically give the customer two things. 1. You were more professional than DJ Billy Bob down the street who was talking on his cell phone while putting his 75 Ford back together and and only charging half as much and 2. Placed the emphasis that you were listening to their needs and wants and ready to accomodate them. For that, I could get the additional premium.
One thing that I started out doing was a trick that was handed down to me from another dj. Since I worked out of my house, upon taking a call, I would always pause the customer and say "Let me go to the office and let's work on your details." .... this seemed to automatically give the customer two things. 1. You were more professional than DJ Billy Bob down the street who was talking on his cell phone while putting his 75 Ford back together and and only charging half as much and 2. Placed the emphasis that you were listening to their needs and wants and ready to accomodate them. For that, I could get the additional premium.
Listing your price is not in any way a negative, It lets the customer know your not shady. I've had so many people thank me for listing my price. They've called wedding vendors (not necessarily DJs) to ask for a price and then called back and got another price.
Its all in perception, if your phone is ringing consistently and your only booking a few of them because of so many tire kickers, whats the difference if your phone is rining less by eliminating the tire kickers but booking the same amount.
I list my prices and I've had people come in and I've given a few some good deals, perhaps through in something that they wanted or taken another 10% off. Thats all apart of sales.
There are many photographers and videographers that list a starting price or packages, they arent booked any less because of it.
If you want the phone to ring design a better site and explore ways of improving your service. Its not listing your prices that are hurting you. Unless your pricing doesnt make sense. $250.00 for a birthday party and $900.00 for a wedding. If your going to post large discrepancies in price between events then perhaps its a good idea not to post a price.
I list my prices. I always have clearly stated my prices. I find that I close 50% to 60% of people that take the time to fill out info on my site. I close 90% or more of people that call. It's very rare that I have anyone try to get me to lower my price. My pricing is built so that I can use a discount to close the sale.
All About Transparency
This is EXACTLY why I ever posted my prices in the first place.
And I STILL had idiot DJs calling me... :tongue3:
This is EXACTLY why I ever posted my prices in the first place.
And I STILL had idiot DJs calling me... :tongue3:
G
Guest
Guest
I have read some funny stuff before but this thread really should be in the funny section.
High speed internet is only for people with money. ha ha ha!
Having a site that people without high speed internet can't access will eliminate price shoppers....... ha ha ha
I know street people who can access internet using high speed!
I know multi-millionaires who don't even own a computer!
Some of the richest people I know will price shop you to death, while some with very little money will simply pay the asking price for something they want.
Putting a price shopper into a certain income level is about as funny as anyone can get, the vast majority of people with money didn't get there by freely spending it.
High speed internet is only for people with money. ha ha ha!
Having a site that people without high speed internet can't access will eliminate price shoppers....... ha ha ha
I know street people who can access internet using high speed!
I know multi-millionaires who don't even own a computer!
Some of the richest people I know will price shop you to death, while some with very little money will simply pay the asking price for something they want.
Putting a price shopper into a certain income level is about as funny as anyone can get, the vast majority of people with money didn't get there by freely spending it.
Oh so true. There is a local TV personality in Philly, an icon in local TV news. Guy makes 2 million plus a year. I used to sell electronics at a chain store called Silo ( think poor man's Circuit City, per se )..... anyway this guy used to come in to buy stuff ALL the time. Maybe 6x a year. He always seemed to be my customer... Anyway, he would always, and I mean ALWAYS, ask to buy the cheapest model of everything, and then try to get a discount on that!
OTOH, Bob Saget ( a Philly area native ) once came in and I was his salesman. He bought 7 of the most expensive camcorders we sold, with 5 year warranties, and never asked for a dime off the price..... I made $600 off that sale!
And, finally, I once had this really poor looking customer come in every week to look at HIGH END TVs... Did this like 5 Saturdays in a row. He always asked for me. This guy looked like a total bum. Smelled bad.... Dirty.... anyway, I didn't want to waste my time again, so I referred him to another sales guy.... The guy buys THREE huge TVs...... turns out he had won 42 MILLION DOLLARS in the lottery and was waiting for his money to arrive before buying the TVs.....
So, ya never know...
But I do know that by putting a price on my site, I shouldn't be having people calling me to cut my price from $750 to $275.... And that is NOT to say I couldn't or wouldn't negotiate if I wanted a gig, but asking for a 60% discount is RIDICULOUS!
Steve, I dont think the statement is totally without merit. Yes, there are rich people that dont own computers, but their kids probably do. Yes, you cant put everyone into a nice neat package and generalize.
However, I do think most higher income middle class people have computers and high speed internet. At $40.00 a month you can probably safely say that most lower middle class avoid it.