Why are so many DJs afraid to talk to people

[tunes4046]

I see so many have communication issues with a client/potential client and the trying to solve it with a well worded e-mail ??? Pick up the phone and call or send an e-mail to schedule a call. My business has for the most part always bee 100 percent referral, I am out and mingling with the crowd during cocktail / dinner asking about requests introducing myself basically making friends / new contacts, you'd be amazed at the number of people at the typical event that know someone who might need a dj in the near future. Don't give me the BS about millenials not wanting to talk you just need to find a way to engage them. Get out from behind the booth and make some friends

 

[steve149]

Sales 101

 

[TwinSpinDJ]

Personally, I like a "record" of the negotiating process leading up to the first meeting which is to sign the Contract and/or receive the Retainer. Most first meetings are to receive the Retainer, followed by a second meeting to sign the Contract Agreement. Most meetings take place at the venue if I have never played there before. After that it's phone call and/or emails. Agreed, one should get out from behind the DJ station and mingle with the crowd.

 

[Ausumm]

Working in radio...I have never had a problem talking to people, OR being in front of a crowd.
In fact, I don't know how to handle myself any other way....
so when it's a "background music only" kinda gig...I go nuts trying to shut up and sit still.

 

[Scott Hanna]

I think all forms of communications have their advantages and disadvantages, their time and place. There are times that each one comes in very handy.
I prefer face to face meetings for in depth discussions and planning.
Phone calls are also good to have in depth discussions
An email is great for a series of questions. It's also good for a follow up to a phone call to put in writing what was discussed.
A text is fine for a quick question.

However, it's also important to read the customer too. Do they preferred more face to face meetings? Do they prefer to text?

I had a contractor do some work on my house. He did some good work, but every time he called me with a question that needed a yes or no, I'd get the voicemail If I wasn't able to take the call, then send him a text with the answer. I told him you can just text me the question, but he said, " I don't think it's professional to text a question" Well, your customer just told you it was and had been showing you he prefers it on occasion. Plus he was a chatty Kathy and would tell me everything that was going on.

 

[dunlopj]

I am out and mingling with the crowd during cocktail / dinner asking about requests introducing myself basically making friends / new contacts, you'd be amazed at the number of people at the typical event that know someone who might need a dj in the near future.

Boom! That's exactly what I used to do. Always had a few cards in my coat pocket and usually left one in the middle of the table after chatting with the guests at whatever tables I had time to visit.

I would get many calls from that face to face marketing.

 

[DJ Ricky B]

I had 3 good phone conversations today with clients. My email blew up with inquires today. I responded within minutes, and had each client on the phone all in the same day. Today was VERY RARE, but cool how things worked out. I have a Gig Masters lead very interested, and have a phone call with her set up at 5:05 p.m. tomorrow...Yes...5 minutes after 5 because she picks her kids up from Basketball practice exactly at 5.

Getting the clients on the phone definitely is the best approach. You establish report with them, and they actually hear you instead of reading an email.

I recognize that some clients don't want to bother with phone calls so I am fine handling everything over email as well...Just that the phone is better for establishing some sort of report with the client. Phone calls make it seem like the customer service aspect of our service is superior (Maybe not, it just "feels" that way).

I also say make it a point to engage in conversation with guests at your events. If guests actually engaged in some sort of conversation with you, they will be more likely to remember you later on. Also, it helps break the ice. I tell my clients that I do take requests from guests at the event, and try to work their requests in when I can. If I can "break the ice" and let their guests know that I'm easy going, and approachable by them, this is likely to enhance the event as well.

Don't be the guy who sits behind the table the whole time, and literally talks to nobody.

 

[IceBurghDJ]

Sales 101 2016 - the customer chooses the contact method they prefer...if htey want to talk to you they'll call - everyone has a phone on them 24/7. they can text or email. If htey like email, they will. If text, they will.

When I do taxes a question we must ask is how they prefer to be contacted about tax issues, problems with their return, etc - 90% say text. 9% email. 1% call me.
And that's ALL ages.

But yes, at events it's good to talk to people. Venue managers and their staff as well as random guests.

 

[DJ Ricky B]

In 2016 More than 50% of my clients booked me without ever having a phone conversation. I think it depends more on the client and what they prefer to do than what the DJ has in mind.

I don't really like it when sales people call me up out of the blue trying to get me on the phone to sell me something I am not interested in.

Examples:

1. Wedding Wire Reps
2. Yelp Reps
3. Bridal Show sales people
4. Web SEO sales people
5. Telemarketers
6. Other companies looking to grow their business via trying to market their product to me. (IE. Jam Text - one of their competitors called me a few times)

If I was in the market for any of those things I would contact them.



In the end...if a Prospect did not give me their phone number in their email correspondence with me, OR did not call me first...then they have not indicated that they want to engage in phone conversation with me.

If it's a lead on Gig Masters...They willingly gave their phone number. I'd say it's 50/50 on if they want to talk with me or not. If they typed in that they want DJs to call them, then the chances are greater they will be willing to chat.

 

[IceBurghDJ]

I agree - I get at least a call a day, sometimes 10. Google is great for calling, at 9 am some alarm company called giving away alarms. Really? Nothing is free and I don't want an alarm, and i've never heard of you...

I have to assume this crap works though.

I don't know how i'd feel if say, I hired a telemarketer to call random people wtih a recorded message (every call I get is recorded..i thought they outlawed that?) and say they got a bite...what kind of happy client do you think you'll get from such a lead source? Cheap, poor, desparate, ignorant? I mean, do 'the right people' respond to these marketing, um, techniques I'll call them?

 

[rickryan.com]

When I'm booking sub-$1k services, email is usually the preferred method. When I'm dealing with a $2k+ event, usually photography+DJ, then it's far better for me to pick up the phone and call them the instant the lead comes in (via email usually). Oddly enough, I'm having a hard time getting them to do a F2F meeting. Most of them want to talk on the phone, but that's about the extent of the contact they want.

 

[Ausumm]

When I'm booking sub-$1k services, email is usually the preferred method. When I'm dealing with a $2k+ event, usually photography+DJ, then it's far better for me to pick up the phone and call them the instant the lead comes in (via email usually). .

Just as long as you don't become technology dependent AFTER the sale.
Brides who have already given you money, and want to go over sensitive details...need to hear a calming voice.
It's much easier to solve problems and lots of "warm fuzzies" over the phone.
Email is very impersonal.

Rick, I am saying this in general...not a direct attack on you, personally.

 

[DJ Ricky B]

Times have changed.

Back in the 1980s you saw all sorts of commercials on TV selling products. The only way to order the product was to pick up the phone and call them.

Today, if I have any interest in a product I see selling on TV...I go to the website to look at the details of the product. I don't want to call and talk to anybody.

I order roughly 75% of all my DJ Gear online through a website. I rarely call anybody to talk about the product. I look up reviews of the product first.

I suspect my clients are looking up reviews of me before they contact me.

I talked with a client today. She filled out my contact form on the website last night. Asked if I offer discount pricing for fund raisers...YUP...especially since I am open on her date in April. We exchanged a few emails. Tonight we chatted over the phone for 15 minutes. The the party booked. Discounted fund raiser rate, and I can also do any advertising that I want to at the event.

Think about this...I started the conversation with telling her how my day went. ...I was told by my Dad that he took my Mom to the Doctors, and diagnosed her with Shingles. Told this to the prospective client (Because I was about 30 minutes late calling her)...She was cool, and told me about her day. Interesting way to build rapport with the client, but why not? I basically let her know that I'm a down to earth human being. ...Not a stiff DJ in the least.

I think that's one thing I realized I should work on when chatting with clients. Loosen up, and be myself. Being myself and showing myself to the client sells better than "Being Professional" ...if that makes sense. If I run into a prospect who is a Stiff, and up tight during conversation, I don't want them as a client anyway!

I believe my website is doing a good job of attracting the type of clientele I want to work with. I have had a lot of down to earth cool clients over the past 4 years or so. The only clients I have had issues with were sub contracted clients from other DJ companies in the past.

 

[Albatross]

I get the general idea of the "be friendly" approach at events. And I'm certainly polite and warm with any guest that approaches me. But if I was at a party and "the help" was out mingling... I really wouldn't want to chat with them. People are at events to talk to their friends/family/colleagues and to meet other guests. I don't feel like it's my place to jump in to the party and try to make friends. The only friends I try to make at my events are the other vendors I'm working with.

 

[ittigger]

You're right, you're not there to make friends, but it doesn't hurt to walk by and say hi - obviously no long drawn out conversations. While people do not come to events to meet 'you', they aren't going to dismiss you either. IMO, you get more referrals from your guests than the other vendors.

 

[Proformance]

It's not rocket science. Where you choose to cast your net determines what you catch.

It's not surprising that DJs with an internet-centric plan see the majority of their work come from online leads. Those with an interpersonal plan see mostly referrals and word of mouth. Neither one should be extrapolated to some notion about how the world works in a 'new age.' What can be determined is the profile of a customer likley to rely on one method over another. The important question remains: does real experience drive your plan or does the plan define your experience? The former is due diligence, and the latter a rationalization.

 

[rickryan.com]

Rick, I am saying this in general...not a direct attack on you, personally.

No offense taken. I realize that several of you guys probably have the opinion that I avoid speaking directly with clients. I don't. I just feel there are times where it's useful and times where it's the opposite. Personally, I love meeting clients F2F. Like you said, it often does give a nice, calming effect to the situation. Still, I'm noticing a trend that more and more brides do NOT want personal interaction. They prefer email, text, facebook messaging, etc. A phone call seems to annoy them and in terms of winning the sale, my only concern is to get it done in whatever manner works best for them (and me).

Now there are also times where we have to deal with ruffled feathers. In cases where a phone call can smooth it over quickly, I'm all for it. Others, especially in cases where you're having to tell them "No", the impersonal nature of an email works better. Take that girl that wanted me to attend her rehearsal. We had covered it clearly, on the phone, at the time of the sale. She understood my position and accepted it. She then came back a few weeks ago and wanted me to change my stance and attend the rehearsal to "make her feel better". A phone call in that scenario would have been very hard to pull off without alienating her (unless I was going to just fold and give in to her requests). It's certainly possible that I might have alienated her all the same but, my opinion, an email was a much more effective and less alienating way to tell her, "Just like I told you at the beginning, if you want an extra night of service it's an extra night of pay." You, or anyone else here, doesn't have to agree with my stance but this one is my business. I'll do it my way.

Thanks for the discussion.

 

[Proformance]

I would not rely on email and texting to communicate with someone I had not already developed rapport based on personal phone conversations or meetings in person.

Absent established rapport, people's perception of you in an email or text originates from within themselves. It forms around their own wants, needs, strengths, or insecurities and not necessarily from what you have written or any clear understanding of intention. This is exacerbated by people's use of email and text to delay, distance, and/or prolong ambiguity.

 

[Cap Capello]

I let the customer establish their preferred method of communications by asking them. Easy Peasy. My current favorite is facebook video chat or google video chat. Rapidly becoming theirs too.

To each their own. Just find out what their own is.

 

[DJ Ricky B]

You're right, you're not there to make friends, but it doesn't hurt to walk by and say hi - obviously no long drawn out conversations. While people do not come to events to meet 'you', they aren't going to dismiss you either. IMO, you get more referrals from your guests than the other vendors.

I tend to believe that it did not use to work that way, but today I would agree with your statement!

I have booked 3 to 4 of gigs in the last 18 months or so where the client was a guest at a prior event, OR they were referred from a guest at the event, and the person looking for the DJ got a hold of the bride/groom who booked me!