Going back to the basics, what do you think?

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Abbey Lane

DJ
Jan 22, 2008
1,484
22
Ontario
For the last couple of years I have been the first in my market with all the add on FX and equipment. ie: Up-Lighting, under table glow skirts, karaoke, etc

It has not been selling for me, so I'm thinking of going back to the basics. Just the music with couple of wash lights. I think I may have even lost sells because of the push. Other DJ's in the area who followed my lead have had no luck up selling "features" as well. The DJ's that are doing great business (as they tell me) have little or now lights/FX. What do you think I should do?

I wonder if everything has a cycle and it's time to notice a change when it's hitting us in the face. Most big name bands change things every now and then by going back to the basics; even KISS, BTO, The Who, etc. Remember the Mirror/Disco Ball was a big hit in the 1950's and died out, came back in the 1980's and the 2000's. The strobe light was big in the 1970's, died and came back and faded away again. Etc. Is it time for all these add-on features to fade away for now? Do the "markets/clients" really want these features or are they being pushed upon us by the manufacturers saying that we must keep changing to make money?

Many of these "up-sells" may be working in large markets for large events, but I'm talking about must of the grass roots DJ's who play for 200 or less. On a good night they may reach group of 250 or 300 tops.

What do you think?
 
Abbey Lane said:
For the last couple of years I have been the first in my market with all the add on FX and equipment. ie: Up-Lighting, under table glow skirts, karaoke, etc

It has not been selling for me, so I'm thinking of going back to the basics. Just the music with couple of wash lights. I think I may have even lost sells because of the push. Other DJ's in the area who followed my lead have had no luck up selling "features" as well. The DJ's that are doing great business (as they tell me) have little or now lights/FX. What do you think I should do?

I wonder if everything has a cycle and it's time to notice a change when it's hitting you in the face. Remember the Mirror/Disco Ball was a big hit in the 1950's and died out, came back in the 1980's and the 2000's. The strobe light was big in the 1970's, died and came back and faded away again. Etc. Is it time for all these add-on features to fade away for now? Do the "markets/clients" really want these features or are they being pushed upon us by the manufacturers saying that we must keep changing to make money?

Many of these "up-sells" may be working in large markets for large events, but I'm talking about must of the grass roots DJ's who play for 200 or less. On a good night they may reach group of 250 or 300 tops.

What do you think?
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Since you already have all the stuff keep them but separate the services. I have never provided lights myself. If it was requested, I would refer the request to a friend who did just lights. He charged his full price and I charged my full price. We did the gig together and thus were backup and help for each other.
The client did not see a total price coming from the DJ for light and sound, therefore it was easier to compete with other DJs, especially the ones throwing lighting for free just to get the gig.
Skills, experience and a different kind of sound system has always worked in my favor.
 
We do the same...lighting is included in the price. You may be able to up your price a little bit too. When we meet with clients, we tell them what they get with our pricing and they're actually excited by it. May not work for everyone but it works for us.
 
Each situation is going to be different but I am a KISS DJ. 1 tripod with a few lights. It is going to get even simpler when I get my 4 bar 4 play combo and add maybe 1 or do other FX light to the mix.

I have found in the venues I am at, most have white xmas lights everywhere and it doesn't ever get dark enough to have a ton of lights. A few yes but not enough for me to spend a ton on big lighting fixtures.
 
Thanks for your replies, but I think some of you may be missing the point. I'm not asking how to price, but rather do you think that the markets for DJ up-sells and FX features are changing. Are we going back to the basics? Maybe people don't care for all these add ons and we've been brain washed by the makers of FX and lights into believing that clients are in need of the features offered?
 
Abbey Lane said:
Thanks for your replies, but I think some of you may be missing the point. I'm not asking how to price, but rather do you think that the markets for DJ up-sells and FX features are changing. Are we going back to the basics? Maybe people don't care for all these add ons and we've been brain washed by the makers of FX and lights into believing that clients are in need of the features offered?
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In my opinion, I just don't think that people like to be nickle and dimed for every little thing. That's why we throw in lighting. I think it depends on the market myself.
 
Traffic Dude, how is your market reacting to all the add-ons? Do many DJ's in your area offer them? Are they going back to simple times?

I know that each market is different, but each market makes up the bigger market scene.

DJ's let me know what is happening in your market so we can see if there is an overall trend going back to the simple times and not pushing the add-on's.
 
Abbey Lane said:
Traffic Dude, how is your market reacting to all the add-ons? Do many DJ's in your area offer them? Are they going back to simple times?

I know that each market is different, but each market makes up the bigger market scene.

DJ's let me know what is happening in your market so we can see if there is an overall trend going back to the simple times and not pushing the add-on's.
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Hey Abbey...many of the DJ's here, from what I understand do upsells on different packages. I think we might be one of the few who doesn't do that. We have one package with lighting and that's it...the only thing we charge extra for is if there are additional set up's for ceremony or cocktail.
 
T/Dude, do you think that clients in your area are getting tired of the up-selling?

What is the average amount of people you entertain at most of your events?
 
Here in the GTA and also in Greater Metro Vancouver Area the clients have spoken to me often. I always offer my lighting unit 4bar and acrobat. Most would never even ask or have need for a subwoofer. The ones who recognize appreciate it and the occasional client wants a clublike across the board offering. I prefer a sub and the acrobat as a must for smooth tone and thump along with visual coverage comparable to multiple of lights one unit and the wash from the 4bar sufficient in every unit i have used it. (GO figure Karl I want the 4play to add to the 4bar but I will never let go of my acrobats.
 
I'll probably get ripped for this...

Abbey, I am on the OTHER end of the spectrum you describe. Of course we all realize that market conditions may dictate business operations, but it all depends on how you market yourself/your business.

Limb...:yoOMG: I am a black DJ in Dallas, I have been into lighting but just recently took the plunge to get into DMX. As such, my primary client base is Black, but I do service Latinos, Whites, Orientals, and Indians. Historically my primary client base has been black and most didn't see the value of DMX lighting, uplighting...or so I thought. What I realized is that it was MY own ignorance that was holding me back. Once I got exposed to DMX, uplighting, monogram gobos, etc... I realized that blacks would do it, but like me, most were either NOT exposed to it or didn't know a black DJ that offered it.

Now that I am offering it, they are ALL OVER IT!!! I am doing "intro" pricing now to get my photos/videos prepped for my site and then I will change it. My current pricing is working for me, no complaints! I am now faced with a paradigm shift in my client base in that I service just as many white clients as blacks, so once again, with my current pricing EVERYONE is all over me, but that will change soon as I get better at it.

I am getting coached by my good friend B. Steward on upselling the client, but it's all in how you sell it. I really don't have to "sell" them via words, I just show up with the MBK Pro and voila (pics and vids), they eat it up almost EVERYTIME:tribiggrin:
 
Depending on the party, depends on what I see. Like most others, for KISS shows, I usually include 2 simple lights. For additional lighting, I'll put them in touch with a lighting guy or I'll give them the options and price for my lighting system an its power requirements.
 
I had three packages that I used to sell. no lights, small lights and large lights.

Being an interactive dj I rarely sold the light packages. They usually just wanted me even if I offered to throw in the lights I was hearing "don't think it is necessary". I just got asked if I was available for a December party and the man was asking if he needed to have a sound company supply "the loudspeakers and stuff" I was tempted but told him that was in my price.

All the lights in the world can't make up for personality. Sell that!


Paul
 
Let's not look at what we've sold in the past. Let's look at the future and were we are going. Are "up-sells" starting to die and drop out of the "cycle" (like mentioned above) for now? What is around the corner; just the basics with no "up-sells"?
 
I haven't sold a real big light show in two years people want it but don't want to pay for it. There is one guy in this market in my price range that has an awesome DMX light show and brings it but to me if I can't get paid for it it's just not worth the extra work.

I do bring lighting and it's more than enough to fill a room. Right now I just picked up a Revo III and I run it with a Galaxian laser and a Chauvet mini Moon. I am waiting delivery on one of these
 
I'd LOVE to have a show setup for all my lights. I don't have the time to do it tho - plus, it's MUCH easier pluggin 'em in and using the pre programmed 'shows'. Although, I really would like a 'show' that utilized all my lights.
 
Abbey Lane said:
Let's not look at what we've sold in the past. Let's look at the future and were we are going. Are "up-sells" starting to die and drop out of the "cycle" (like mentioned above) for now? What is around the corner; just the basics with no "up-sells"?
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unfortunately, this may a regional issue.
my area, is JUST NOW starting to EMBRACE uplighting, gobo's, and such.
so while you are seeing a downturn, we are just starting to enjoy the benefits.
but I will offer this...
the DJ aspect IS the starting point of your business
if you feel you have moved some of your efforts, or drawn some attention AWAY from the basic DJ biz...
then maybe it's time to go back to the basics.
as long as you have the other gear, you can still suggest it, sell it, and make money off if it...
but you should start selling only the DJ service, until you have them sold.
THEN mention that you "...also offer these great services..."
 
I have a Elation DMX Operator Pro - for those of you that design light shows, gimme some good ideas for light shows that have worked. Like I said, I mostly use the pre made shows, which are based on the individual types or sets of fixtures and not on the overall various grouping of lights.
 
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