Pricing in your Web site?

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C

Capital Disc Jockeys

New DJ
Nov 5, 2006
1,202
4
55
Schenectady, NY
Yes, a voodoo topic. I'm opening a can of worms. I just attended a marketing seminar by Andy Ebon in Massachusetts and he suggests putting some kind of pricing on your site. "Don't give the farm away" as he suggests, but in this day and age of the 21st Century Bride, over 80% are searching online for their wedding reception. Pretty huge number.

I'm willing to give it a try for 30 days and see what happens. For example, "Starting at"...This way, the potential bride knows this is the base price for one of our 4 packages.

What say you?
 
Best move I've made, posting prices to my website. It's done away with virtually all of the tire kickers and most of the wheeler-dealers (the ones who want to beat you down on price). When I get a lead in now, and it really didn't knock down my lead count at all, I know they're serious and usually ready to sign.
 
Capital Disc Jockeys said:
Yes, a voodoo topic. I'm opening a can of worms. I just attended a marketing seminar by Andy Ebon in Massachusetts and he suggests putting some kind of pricing on your site. "Don't give the farm away" as he suggests, but in this day and age of the 21st Century Bride, over 80% are searching online for their wedding reception. Pretty huge number.

I'm willing to give it a try for 30 days and see what happens. For example, "Starting at"...This way, the potential bride knows this is the base price for one of our 4 packages.

What say you?
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A "Starting at....$" range is a very good idea. I do not like "Canned" packages because sometimes a prospect will pick a cheaper package to save themselves money. They may even tell you that the event is only for 100 people then 200 shows up. Problem is that the cheaper package may be inadequate for the size of the event. At that time you have to convince them to upgrade which may turn out to be a battle. Many DJs will have no other choice than to eat the loss or end up playing at an event with less than adequate equipment for the task.
The "Starting at..." is the opening door to a dialogue which begins the Sales Process between you and your prospect by identifying their needs and you then offering a fair price to fulfill those needs.
 
We would love to be able to have pricing on our site...but we can't. Here is why:

With us, everything comes with all entertainment packages. Our pricing is the same no matter what type of event and the equipment used is the same. Lighting comes with all events. The issue is where the event is. There is a travel charge added to events over 60 miles away from us. When we used DJ Intelligence, it was no issue because you could set a flat travel rate and it would be calculated when they went through your availability checker based on the zip code people put in. Gigbuilder does not allow you to do this. It only does a per mile travel rate, not a flat travel rate.

So there is no way we can do a "starting out" type thing, because there really is no difference in pricing other than the travel fee.
 
Too many variables for me to price events online. But I must admit you guys got me thinking about posting a starting price for weddings. The only disadvantage I see in that would be that "tire kicker" may not call if your price is to high from the start. You have already run off a potential client and don't know it. A good saleman can sometimes convince that "not my client" customer into spending what it takes to make their vision a reality.
 
Audio One said:
Too many variables for me to price events online. But I must admit you guys got me thinking about posting a starting price for weddings. The only disadvantage I see in that would be that "tire kicker" may not call if your price is to high from the start. You have already run off a potential client and don't know it. A good saleman can sometimes convince that "not my client" customer into spending what it takes to make their vision a reality.
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Exactly! It is not too hard to do if one gives the right presentation. In my other business I do it all the time. someone wants to buy a $25.00 print or a cheap Framing and I convince them to buy a Limited Edition Print costing over a $100.00 or an expensive Framing with Fabric mats and the whole works. This is where education comes in. You teach the client the difference and they reward you for it with a much better order.
 
sightsandsounds said:
We would love to be able to have pricing on our site...but we can't. Here is why:

With us, everything comes with all entertainment packages. Our pricing is the same no matter what type of event and the equipment used is the same. Lighting comes with all events. The issue is where the event is. There is a travel charge added to events over 60 miles away from us. When we used DJ Intelligence, it was no issue because you could set a flat travel rate and it would be calculated when they went through your availability checker based on the zip code people put in. Gigbuilder does not allow you to do this. It only does a per mile travel rate, not a flat travel rate.

So there is no way we can do a "starting out" type thing, because there really is no difference in pricing other than the travel fee.
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I'm a little confused. What does an availability checker have to do with a price quote generator? I believe in availability checkers, but not quote generators. My rates are published with a flag note that there is an additional charge for out of town events. YMMV.
 
Audio One said:
A good saleman can sometimes convince that "not my client" customer into spending what it takes to make their vision a reality.
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I thank God I'm not that desperate for work. Besides have you ever thought that you are missing out on clients because you don't list your rates? I know when I'm shoppin online, if it says call for price, I don't. I go elsewhere because I don't want to hear that long sales pitch I know is coming.
 
DJ Wes said:
I'm a little confused. What does an availability checker have to do with a price quote generator? I believe in availability checkers, but not quote generators. My rates are published with a flag note that there is an additional charge for out of town events. YMMV.
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Let me ask, do you have issues with it set up this way? Have you ever had anyone say no just because of the additional travel fee? That is what our fear is. We do a lot of out of town events, and don't want to lose them because of having a different price on the website than what is quoted to them.
 
Not really because the fee is pretty nominal considering the base price for my services. It usually adds less than $100 to the price. If it really bothers you, just calculate what your average travel fee is and just add it to your base price. That way some gigs you make more some you make less, but it all averages the same.
 
I too think the "Starting rate" is a better idea. I will quote them a more accurate rate based on all their needs.

Unless you are starving for gigs, or a lowballer, shooting a "one price fits all" or an "unlimited time" is a no-no.
 
Bill Kexel said:
I too think the "Starting rate" is a better idea. I will quote them a more accurate rate based on all their needs.

Unless you are starving for gigs, or a lowballer, shooting a "one price fits all" or an "unlimited time" is a no-no.
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I agree you should not offer unlimited time....but I see nothing wrong with a one price for all events model if you do not have extras to offer. We do not offer different audio packages or lighting packages.....our system is the same no matter what the event / where the event is. We also do not do photobooths, monagrams, uplighting and things like that so why complicate pricing with event packages and other things?
 
Its harder to sell up than down, I have never posted rates, because each gig will have a little different style and price, if its a big wedding held at an exclusive inn or country club, it can be on the higher side, if its a wedding held at the VFW it can come with an average rate, lights go with all gigs. This has worked for me, they seem to want to call and ask for the rate, if they are just shopping price perhaps that is all they want a price,, Im fair and dont over-price , but do not want to leave money on the table.
 
JPDJSC50 said:
Its harder to sell up than down, I have never posted rates, because each gig will have a little different style and price, if its a big wedding held at an exclusive inn or country club, it can be on the higher side, if its a wedding held at the VFW it can come with an average rate, lights go with all gigs. This has worked for me, they seem to want to call and ask for the rate, if they are just shopping price perhaps that is all they want a price,, Im fair and dont over-price , but do not want to leave money on the table.
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So you charge differently based on the venue?
 
JPDJSC50 said:
Its harder to sell up than down, I have never posted rates, because each gig will have a little different style and price, if its a big wedding held at an exclusive inn or country club, it can be on the higher side, if its a wedding held at the VFW it can come with an average rate, lights go with all gigs. This has worked for me, they seem to want to call and ask for the rate, if they are just shopping price perhaps that is all they want a price,, Im fair and dont over-price , but do not want to leave money on the table.
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sightsandsounds said:
So you charge differently based on the venue?
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On the one hand I agree you don't want to leave money on the table and sell to those that have Champaign budgets at Beer prices... on the other hand what's so different between what services are offered to the Upper Crust vs the Low Rent clients?

I feel that the price one charges should be based on actual costs plus the desired profit margin no matter who's paying for the gig. What can make the difference is the actual Date. Some dates are far more popular than others and some fall on holidays it's these dates where raising the rates (assumeing you know it will sell no matter what price) makes good business sense.

Charge what you want but be consistant in your priceing strategy so as not to confuse your shoppers.... I've had some check my rates when I was displaying them.... and no bites... then days, weeks, even months later come back and do it all over again. Don't be surprised if you get some that check your rates or have others shop you as well just to see if you quote consistant rates... I know I've shopped things myself just to see if price changes in order to get the best deal.
 
jokerswild said:
Charge what you want but be consistant in your priceing strategy so as not to confuse your shoppers.... I've had some check my rates when I was displaying them.... and no bites... then days, weeks, even months later come back and do it all over again. Don't be surprised if you get some that check your rates or have others shop you as well just to see if you quote consistant rates... I know I've shopped things myself just to see if price changes in order to get the best deal.
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Ever read this statement "Prices are subject to change without notice"?
 
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