Quoted my first bride with the "inclusive pricing" next year

[DJ Ricky B]

I got an email from a bride who found my bio online, and liked my reviews so she wanted to know my availability. I got her on the phone last night and we talked for a bit. Her wedding is ceremony and reception for 6 hours. I told her I was offering "all inclusive" pricing for next year for the 6 hours, and included all the sound systems she needs, and the price is $1400.

She went on to say that she believes she only needs one sound system since ceremony will be in the same room, just opposite corner. I thought that was interesting, and did offer her the option of a lower price IF she is positive she only needs one sound system.

I haven't posted the inclusive packages on our website yet, so it's not set in stone. We will see if she books at this package price or not. If she does...and soon then that gives me some more confidence in moving forward with it.

My other DJs and I are having a dinner meeting in November, and we will be discussing this very topic among other stuff. I think we are really going to push networking in 2016 a lot more as well...it's been something I have slacked on in the last 2 years.

I'm going to wait until after the meeting to post the inclusive pricing on our website, but am going to offer it over the phone and thru email for the time being to prospects who inquire.

 

[steve149]

How will it sound from the other side of the room? If the room is large enough to actually have an opposite corner, then you might need a pair of rear/satellite/delay speakers anyway and you can use them for the ceremony.

 

[DJ Ricky B]

I told her I could run a single speaker and place it closer to ceremony, if the ceremony is taking place within 100 feet of my set up for reception. She did say I will be in clear line of sight. However, I did make notice that I would need to be closer with a 2nd sound system if she wants her officiant set up with a lav mic. It is indoors, but it's an open pavilion she told me. So she didn't think officiant needs a mic, but will ask her if she needs one or not. Her wedding will only have 80 to 100 guests.

The price difference I quoted is only $200 between inclusive or just single sound system. $1200 or $1400. I probably should have narrowed the difference in price more, but either way if she books I'm happy.

 

[Randy A]

I wondered how you would handle it when someone says, "Well, how much if I don't need the ceremony sound system? Or, if I don't want lights? Or, etc....?"

 

[rickryan.com]

I wondered how you would handle it when someone says, "Well, how much if I don't need the ceremony sound system? Or, if I don't want lights? Or, etc....?"

Ma'am, this is an already discounted, package price. There is no further discount for leaving something off. I would be more than happy to show you what it would add up to for the individual items you wanted.

 

[Randy A]

Ma'am, this is an already discounted, package price. There is no further discount for leaving something off. I would be more than happy to show you what it would add up to for the individual items you wanted.

So, you're willing to throw the kitchen sink in, but charge me more if I choose not to want it?

 

[DJ Ricky B]

Ma'am, this is an already discounted, package price. There is no further discount for leaving something off. I would be more than happy to show you what it would add up to for the individual items you wanted.

I am working towards this for myself. There is a DJ company here in Maryland who keeps busy. They have like 11 - 12 DJs and do only all inclusive pricing. They have been in business since like 2001, and have far more wedding wire reviews than any other DJ company in the area. They have over 650 reviews on Wedding Wire. Here is what their pricing page says. ...They are also at a higher price point than myself. Read how they do it. is the fact that their pricing is simplified makes it easy to book brides? Not to mention they have a ton of reviews which helps sell them. Also, I know they are in with about 20 venues who refer them a lot of work to, so I assume much of their business is direct referral.


Sounds simple, doesn’t it? That’s exactly our point. DJing is an art and a skill, but it’s not rocket science, and we’re not out to make it seem overly complicated in an effort to earn your business. There are no “options” or add-ons; everything needed to make your wedding a complete success is already included:

• Up to four hours of performance time, with additional time available on a pro-rated basis
• All of the equipment needed for weddings of up to 300 guests, including additional sound systems and speakers, wireless handheld and lavalier microphones, and a subwoofer for optimum sound on the dance floor
• All of the music you request, even if we don’t already own it
• Travel within a 90-mile radius (one-way) of Annapolis, MD
• Access to our convenient online planning system
• Access to your DJ via email and cell phone throughout the entire planning process
• The protection offered by our comprehensive emergency backup plan — the most rock-solid in the industry

We’re also proud to be one of the only companies in the industry offering completely standardized, flat-rate pricing. We don’t inflate or slash our rates arbitrarily based on what we think we can convince you to pay. Our rates are as simple and inclusive as our service:

April-October, Saturdays: $1600 ($1440 w/ discount*)
April-October, Fridays/Sundays: $1200 ($1080 w/ discount*)
November-March, all days: $1000 ($900 w/ discount*)

* We’re happy to offer a 10% discount to clients who pay in full with the signed contract and who book more than four months in advance. It saves us a little time, simplifies our clients’ budget management, and makes everyone happy. Simple as that!

For weddings on weekdays or national holidays, weddings with more than 300 guests, or for corporate events, please contact us directly for rates and availability.

 

[DJ Ricky B]

This company use to include 5 hours of performance time for the $1750. This year they only offering 4 hours, but started their in season Saturday price at $1.600. That means in theory, a 6 hour time frame costs $2,400. I am surprised they get that kind of money on a regular basis for weddings. That price point is certainly higher than just about any one else in the area. I almost wonder if they are "comping" or giving away additional time to make bookings happen when they have a reluctant bride or groom.

Anyhow ....I look at the way their prices are presented, and it makes me wonder if I should move in that direction moving forward. Instead of having the bride or groom contact me for a custom generated quote for their wedding day.

 

[ittigger]

So, you're willing to throw the kitchen sink in, but charge me more if I choose not to want it?

Isn't that how all the other companies do it?

 

[Randy A]

Ah, I see the hook now... it's limited to a 4 hour service package. I'm assuming by extra equipment, they mean ceremony sound. So, now it's done to +/- 3 hours for the reception?

Using my pricing structure, I'd be at approximately the same fee.

Great marketing spin!

 

[DJ Ricky B]

Isn't that how the cable company does it?

Cable companies also charge their long time standing customers more, and more every year, and the service never changes. The long standing customer has to delete particular services or premium channels in order to get the price down, only to see price increases again 3 months later. It never ends! ... While a brand new customer can come aboard with everything thrown in at a great package price deal!

If only DJs could get away with that, LOL.

 

[Randy A]

I also would say they have special pricing structures set up for any contracted venue. I know several of the big companies here in Indy are working exclusively for the barn-type venues. They have plenty of DJs and many have it listed that you have to utilize them.

 

[IceBurghDJ]

You can always offer 'complimentary' second system and lighting...it's included free. You don't want it? No problemo! No discount though...we were throwing it in for free.

I've offered something free with something they don't always purchase - like en engagmeent session if they buy an album. 2 hours of my time for a $700+ sale.

So you could offer 'one hour free with upgrade to dance lighting' or 'one free hour with additional system' or such.

Many brides do like the 'one package one price all done' idea. But like anything else..some like to take more control or count their pennies or like a custom experience just for them.

What to offer depends on your general market and traditions (retraining the public to do it your way is a waste of time and energy), your specific market segment, what your competition is doing (you need a competitive advantage).

I like the above description and pricing. I"d still do a ceremony system as a second item/upsell. You can always throw it in if you need to.

 

[tunes4046]

so now it's all inclusive, but there's a discount if we take some services out, so it's actually custom quoted, HMMMMMM???????

 

[rickryan.com]

So, you're willing to throw the kitchen sink in, but charge me more if I choose not to want it?

It's a package deal with discounts built in. If you want to piece-meal then we go to ala carte pricing, which almost always works out to be more.

 

[ittigger]

Cable companies also charge their long time standing customers more, and more every year, and the service never changes. The long standing customer has to delete particular services or premium channels in order to get the price down, only to see price increases again 3 months later. It never ends! ... While a brand new customer can come aboard with everything thrown in at a great package price deal!

If only DJs could get away with that, LOL.

There is a difference though - most cable companies have had a monopoly. In general, alot of businesses do follow the 'bulk is cheaper' practice. In addition, the 'introductory' price is to get you on board for 'x' amount of time. We don't have that same type of scenario.

 

[steve149]

When you price all-inclusive, you need to price for the long run .. not gig by gig, as some will generate more money than others. That's the simplicity and bane of 1 price.

 

[Randy A]

It's a package deal with discounts built in. If you want to piece-meal then we go to ala carte pricing, which almost always works out to be more.

Just saying that sounds ridiculous though, doesn't it?

 

[Randy A]

When you price all-inclusive, you need to price for the long run .. not gig by gig, as some will generate more money than others. That's the simplicity and bane of 1 price.

Agreed. I'm no stranger to the practice. I actually like the wording and angle that is being used above. I do the same for my accent lighting; a flat $500 charge. Some jobs are tons of lights, most aren't.

 

[rickryan.com]

Just saying that sounds ridiculous though, doesn't it?

Not really. Practically 100% of the time, once the bride finds out that package is discounted, she shuts up and just accepts that one thing she didn't want. Most girls don't expect you to double-discount your price, at least the reasonable ones.