Weddings Wedding packages/plans?

Would you like Fries and a Drink with that?

Brides don't want a DJ package. They think they do. That is what they are trained to look for. When every DJ that they call say that they show up on time, 2 DJ's, full sound and lights for six hours for $XXXX or $XXX then we are training them to ask that way as well. We are our own worst enemy at that point. I'm not suggesting that everyone here is doing that...but record your conversations and see exactly WHAT you are selling to your brides and grooms.

I sell peace of mind, a relationship, an opportunity to represent them well on their wedding day and create their reception together. Ultimately I give brides and grooms what they want....a SUCCESSFUL wedding reception.

Mitch Taylor said:

Brides don't want a DJ package. They think they do. That is what they are trained to look for. When every DJ that they call say that they show up on time, 2 DJ's, full sound and lights for six hours for $XXXX or $XXX then we are training them to ask that way as well. We are our own worst enemy at that point. I'm not suggesting that everyone here is doing that...but record your conversations and see exactly WHAT you are selling to your brides and grooms.

I sell peace of mind, a relationship, an opportunity to represent them well on their wedding day and create their reception together. Ultimately I give brides and grooms what they want....a SUCCESSFUL wedding reception.

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That all sounds well and good but also very vague.... I understand your basic premise is you sell your talent and not your gear and that's great.

I can tell you I've been hired both because of my talent and because of my gear..... I can sell emotion all day and night long but if I show up with the cheapest equipment that comes to mind just how good of an event is that going to be... clients not only need to know that you can produce a quality event but they also need to know that you'll be bringing quality gear too.... some do know the difference between cheap and good.

I've only had a client hire me because of my gear once....an equipment rental.

I would bet the vast majority of clients don't care WHAT your sound system is.

I WOULD bet that the vast majority of clients care HOW your system looks however.

Hmm....the HOW is more important than the WHAT...

Mitch Taylor said:

I've only had a client hire me because of my gear once....an equipment rental.

I would bet the vast majority of clients don't care WHAT your sound system is.

I WOULD bet that the vast majority of clients care HOW your system looks however.

Hmm....the HOW is more important than the WHAT...

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Good point..... can't argue with ya on that....

I have been asked what I use so therefore I include that information in any sales pitch I give.... but, it's not what I use to sell with... does that make sense?

I had a groom tell me that he was very pleased with the event and that he knew it would be because of the equipment I would be using for it. He knew what I used without even asking... primarily because I have that information in my information packets and until recently on my website.... (note to self put back up your News page)....

Really it doesn't matter my sales technique vs anybody's other technique... if it works it works, period.

My first year and change was done with - I've admitted it here before - Pyle Pro speakers!

Got many of my most sincere testimonials and a lot of great referrals from it to boot.

Just goes to reinforce what is said here - that gear is last on their list as long as you can get the job done.

They want confidence, peace of mind, personality (that meshes with theirs) and execution. The name on the cabs doesn't matter in most cases if you know which end is up.

Mitch Taylor said:

I sell peace of mind, a relationship, an opportunity to represent them well on their wedding day and create their reception together. Ultimately I give brides and grooms what they want....a SUCCESSFUL wedding reception.

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Very nicely said!

jokerswild said:

So if one were to follow the "Ala Cart" idea:

I'll use me as an example

DJ Package - X Hours

Options
Basic Lighting
Advanced Lighting
Up-Lighting
Karaoke
Additional Hours

So now we have someone wanting to know what it costs to have a DJ:

Customer: Hi how much do you charge.

DJ: Our base price is $XXX.XX and includes X hours and X Sound system only. If you want basic lighting it will cost this much more, advanced lighting this much more, up-lighting even more, karaoke even more money, oh you want more hours well that's going to cost you even more money...

Customer: Thanks good bye

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This has basically been my way of doing things and it has worked fine for me. When I want to add a little flavor for them. I might add our music video package (Very Popular). Or our basic lighting package. None of these are on our website they are simple things I tell them about. Next year we will be doing Gobos with there name on the floor. Since I will be using a projector I will probably be doing if for 75 dollars. Still much cheaper than everyone else using metal or glass. But this is all my profit.

Our big screen and projector for premade photo montages will be 125 dollars and all the packages I mentioned earlier will be a 100 dollar add on. I'm not having any problems with this stuff at all. You don't want it then you don't get it. When we do the big screen the video music package is included for free. HOLY CRAP, I literally had 30 kids at my door wanting to know why I was not doing my video sound stuff like I have in the past how funny is that. I guess next year it will be back by demand lol. Remember its not what you say but how you say it. Like now if you would like to make your reception even better maybe even off the hook you can add this.

This is true my wife loves my package .

I just did. I've asked my brides what they want and they all tell me several of my USP's. Most say they don't like being nickel and dimed. They don't know how to choose between the silver, gold, bronze, platinum and platinum plus package. I agree people should have choices but that is also why there is a market for everyone and why there are all different levels of DJ services.

The below statement is a blanket "you", not directed to anyone in particular.

Now...ask your clients what they want. Really. Granted, some may tell you a DJ, and that's fine because they may not yet fully understand the intrinsic value that you have and that you may bring to their event. When they tell you...listen. It will help you on the road to the sale.

After they hire you, ask them why they chose you over all of the other DJ services in your area. If you've built the relationship, they will gladly give you the answer. There's gold in their answer. I would dare say that their answers to that question can provide you with your USP.

nextgen1 said:

Remember its not what you say but how you say it.

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Truer words have never been spoken.

Of course brides want the wishy-washy relationship/personality side - that's a given and no new revelation - at least it shouldn't be.

But those elements, and getting jobs by fostering and nurturing those elements is not mutually exclusive of, nor harmed by, the presence of pricing based on, or communicated by using, packages.

The problem with packages - pure and simple, and I have no issue with saying it - is that 99.99% of dj's trying to use them don't have a clue of how to construct them or communicate them so that they are actually useful, relevant, or attractive to the clients.

Without exception, in 99.99% of dj packages on the web, there are X-number of packages, all of which are attractive in and of themselves, and seem like they would be sufficient - even fantastic - for events needing, or WANTING - what's included in them to-the-tee.

Problem is though that dj's tend to construct their published packages so that a good number of events (on the conservative side, but lets not even say that - lets just say that MOST events) actually fall into some kind of "gray area" or netherworld between the published packages.

Ex:

Pkg 1:
1 DJ
"Standard Sound System" (like there is such a thing)
4hrs
Price: $

Pkg 2:
1 DJ
Standard Package
Dance Lights
5hrs
Price: $$

NOW, as a consumer looking at this dj's site: "What if I want 4hrs, but want lights too?" Or maybe "I don't want dance lights because my event is outside during the day, but I want 5hrs?" Conclusion: "This DJ doesn't have a package that works for my event."

See the problem? If published packages can't address the needs of every event universally, then they shouldn't be sold as such. The only possible or perceptible benefit to publishing these kinds of packages is that they will give clients a "ball park" or range of what they may end up paying when hiring you for their event. Other than that, they're only creating questions for the clients they wouldn't have had otherwise and you're left selling every gig you do on something OTHER THAN your published "packages."

While it may be clear from the packages and their breakdowns that the dj offers individual elements they are looking for, it leaves them wondering if the dj is really "this rigid" in terms of their pricing, and if they can actually construct a package that is relevant to their event rather than having them feel they either have to "bite the bullet" and go up to the next package, potentially paying for items or services they don't necessarily want or need, or compromise and go without on the package that may be closer to their budget.

Whenever these package dj's get a call from someone explicitly asking for their "{insert precious metal or gem here} Package," they may never know which of the above scenarios occurred on the client's side.

While its great that package dj's ultimately end up accommodating them and giving them maybe even a GREAT PRICE on what they want and need for their event, why bother trying to price out different packages if they aren't universally applicable, and if you are always going to be offering a compromise of price or services rendered for the package price? It just doesn't make sense.

The problem with packages isn't their use or existence. It's the way they're constructed.

Sounds To Go said:

While its great that package dj's ultimately end up accommodating them and giving them maybe even a GREAT PRICE on what they want and need for their event, why bother trying to price out different packages if they aren't universally applicable, and if you are always going to be offering a compromise of price or services rendered for the package price?

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you said that so much better than I did!

so Mitch where is your website

oh thats right you dont have one
- well you dont want anyone to see it

thats for sure

have a nice day

I missed this thread when it was first started, so I'll chime in with my answer now.

We charge one flat rate for all weddings and a lower flat rate for other parties. Wedding ceremony sound and travel outside of an hour's drive cost extra. We don't offer uplighting, but if/when we do, that will be extra.

Our flat rate includes full sound, dance floor lighting (if client wants it), 2 DJs/MCs, and the music that they want played. We don't sell the warm fuzzies on the website; that happens when they meet us in person. We've found that most folks in our area want to know 1) the bid price and 2) what they're getting for that price.

As far as equipment is concerned, we've had grooms ask us what we use for sound. Others have also asked about the CDs versus laptop. Few others have even inquired about our usage of turntables (for vinyl).

We've found that once people are satisfied that we're an affordable DJ, then they meet with us to decide if they like us. At that point, we've had about a 90% closing rate.

AlbanyAMS said:

Do you guys have a structured price list?

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I do!