A client, never having hired a DJ, figures on spending how much? And how did they arrive at that figure?
There are 'budgets' for brides to go by, what percentage of the overall money spent should go to the dj, florist, photography, etc. BUT many brides are looking for ways to cut costs - aren't we all?
So a bride will see DJs from $300 to $2000 say - and she MAY wonder what the difference is. I know I would. But unlike buying a car or toaster where the salesman can say "here is the $19 coffee maker and the $399 barista model" and a consumer can ask and compare and make a judgement based on features and budget, it's a lot harder when YOU offer a wedding DJ package for $1800 and I offer it for $900 and Spiffy on craigslist is toting nearly the same sizzle for $350.
NO dj is gonna say "well, i'm average" or "i have old crappy gear" and if you say "I'm great! I have new gear!" - does the prospect believe you or even care?
its the old sell the benefits, not the features. "I have new gear and what that means to you is reliable and great sounding music"
But to get to that point you need a meeting or at least a phone call..or hope they'll read your website or 400 word email essay response.
The real question then becomes how to get those points, benefits, across to the prospect without ever having contact with them..just your website, or WOM, or online reviews, etc. And the latter 2 you have no control over - what they say, when, how often, etc. "he's a great DJ and he was only $1200" says one thing and "he's a great DJ but we splurged and spent $1200" says something else.
There are 'budgets' for brides to go by, what percentage of the overall money spent should go to the dj, florist, photography, etc. BUT many brides are looking for ways to cut costs - aren't we all?
So a bride will see DJs from $300 to $2000 say - and she MAY wonder what the difference is. I know I would. But unlike buying a car or toaster where the salesman can say "here is the $19 coffee maker and the $399 barista model" and a consumer can ask and compare and make a judgement based on features and budget, it's a lot harder when YOU offer a wedding DJ package for $1800 and I offer it for $900 and Spiffy on craigslist is toting nearly the same sizzle for $350.
NO dj is gonna say "well, i'm average" or "i have old crappy gear" and if you say "I'm great! I have new gear!" - does the prospect believe you or even care?
its the old sell the benefits, not the features. "I have new gear and what that means to you is reliable and great sounding music"
But to get to that point you need a meeting or at least a phone call..or hope they'll read your website or 400 word email essay response.
The real question then becomes how to get those points, benefits, across to the prospect without ever having contact with them..just your website, or WOM, or online reviews, etc. And the latter 2 you have no control over - what they say, when, how often, etc. "he's a great DJ and he was only $1200" says one thing and "he's a great DJ but we splurged and spent $1200" says something else.