Do you use the term "package" when selling?
- Thread starter Abbey Lane
- Start date
I'm lazy,, I go with what the consumer knows...
System or packages, and so on are terms that people know.
Trying to educate the public, trying to sound unique to me, well let's say that I used to do that and just got tired of butting my head against the wall.
For a time I tried not to use "DJ" as in,,,,,, client.. "we need to hire a DJ"....me.. "oh well I'm an Entertainment coordinator and I can do the music and help plan your day and yada yada yada"..... Client...."oh so then we need to hire a DJ too?"
maybe I'm old, maybe I'm stuck in my ways... use terms that people know and understand.. IMHO as an old guy.
System or packages, and so on are terms that people know.
Trying to educate the public, trying to sound unique to me, well let's say that I used to do that and just got tired of butting my head against the wall.
For a time I tried not to use "DJ" as in,,,,,, client.. "we need to hire a DJ"....me.. "oh well I'm an Entertainment coordinator and I can do the music and help plan your day and yada yada yada"..... Client...."oh so then we need to hire a DJ too?"
maybe I'm old, maybe I'm stuck in my ways... use terms that people know and understand.. IMHO as an old guy.
AlbanyAMS, the size of location or crowd doesn't matter in your pricing?
Mike, you use the same set up for 50 people or 350?
Mike, you use the same set up for 50 people or 350?
we only have ONE hall around here that'll handle 300+
and I usually bring extra power for those
but they are very rare.
99% of my weddings are between 50 to 150 guests...in small to average sized rooms.
what I was trying to say was that I don't charge different prices for adding or subtracting extra sound or lights...I only adjust the price for the hours contracted. I have one system and one set of lights, with backups of course.
hence....no "packages"
Abby, you didn't ask me, but I can say I don't use the same set up, but I don't charge any different.
Bring in the right equipement for the right job..
Here is why....
you tell the client who is having 250 people at their event that "Package A" is good for 150 peeps and costs XYZ...... "Package B is good for over 200 people and because it has more power, subs whatever and costs XXYYZZ"
but the client is cheap and only wants to spend XYZ.... now you have three choices:
1- Try and educate the person that they really need the sound. - not gonna work most of the time, people only want to spend what they want. But maybe you can.
2- Take in a system that you KNOW will be lacking and look bad to the others in the crowd who don't know that the client cheaped out. Losing gigs maybe.
3- Bite the bullet and bring in what you know you should anyway and maybe have a chip on your shoulder, but have great sound.
why would anyone bring in less than what they know they need?
Yes I have been there many times myself and have done # 3... There have been times when groups of over 500 didn't want to spend the money so I just did it.
I had a party last year 1100 for a big name drink company (no name dropping here) staying at one of the most expensive hotels on the island. I told them I needed more sound for 1100 peeps, they didn't want to pay more than my $800.00 that is what I charge..... I went with number 3.
Bring in the right equipement for the right job..
Here is why....
you tell the client who is having 250 people at their event that "Package A" is good for 150 peeps and costs XYZ...... "Package B is good for over 200 people and because it has more power, subs whatever and costs XXYYZZ"
but the client is cheap and only wants to spend XYZ.... now you have three choices:
1- Try and educate the person that they really need the sound. - not gonna work most of the time, people only want to spend what they want. But maybe you can.
2- Take in a system that you KNOW will be lacking and look bad to the others in the crowd who don't know that the client cheaped out. Losing gigs maybe.
3- Bite the bullet and bring in what you know you should anyway and maybe have a chip on your shoulder, but have great sound.
why would anyone bring in less than what they know they need?
Yes I have been there many times myself and have done # 3... There have been times when groups of over 500 didn't want to spend the money so I just did it.
I had a party last year 1100 for a big name drink company (no name dropping here) staying at one of the most expensive hotels on the island. I told them I needed more sound for 1100 peeps, they didn't want to pay more than my $800.00 that is what I charge..... I went with number 3.
As with Chuck..
I use packages because that's what clients are used to buying everyday in a variety of situations.
This ain't rocket science
I use packages because that's what clients are used to buying everyday in a variety of situations.
This ain't rocket science
Thanks Chuck, I agree with you.
I hate using packages. My competition does, so when clients call me I have to explain we don't offer packages. I'm tired of educating the public. It's much easier just to go head to head with the competition based on price. I don't want to but I think I'm loosing customers if I don't do it their way and "talk price".
Overall I'm still deciding what to do before I head into the Bridal Show season.
I hate using packages. My competition does, so when clients call me I have to explain we don't offer packages. I'm tired of educating the public. It's much easier just to go head to head with the competition based on price. I don't want to but I think I'm loosing customers if I don't do it their way and "talk price".
Overall I'm still deciding what to do before I head into the Bridal Show season.
K
Kirby Ball
Guest
I'll have to second Chuck The DJ on his "solution" to use packages and to do what it takes to make it happen.
I offer two main packages:
"Standard Package" ("Non-wedding events")
"Reception Package"
"Reception Package" includes everything in the "Standard Package" PLUS "all that wedding stuff." Both packages have a fixed price for 4hrs, and a published rate for ea. additional hour thereafter.
Ceremony service is called a "Ceremony Upgrade" since it's added onto an accompanying reception package.
Everything included in the packages is clearly published, and I seldom ever have any issues or questions about "does it include x?"
Lighting, additional sound reinforcement, projection, etc. are all termed and treated as "add-ons" or extras with published prices as well.
Essentially it's ground-up pricing and the packages give them everything they *need* for an event - the additional items you could term the *wants* are added in as-desired. Pricing this way seems to have a great psychological advantage for the client as they can see what they pay before they even call, and they can see they are only paying for what they want and need.
Never have and never will over-complicate package offerings with varying hours, types, qty's of lights, wired vs. wireless mics, etc. Not only are these packages confusing and arbitrary in the way they are put together, one package will seldom ever meet the needs or wants of a client. Their event will inevitably be better served (if the dj is being honest and the client educated) by a piece-meal composite of aspects from multiple published packages. So why bother?
I do offer a reduced-rate package for schools K-8/M-F based on a 3hr minimum as well.
Note to potential client:
If a dj has confusing pricing packages named after precious gems or medals, RUN - DON'T WALK!
But on the serious side, the common-thread among those who aren't using the term "package" seems to be that it implies cookie-cutter or not customized. I don't know why this is assumed because "package" and "customization" are not mutually exclusive.
My Reception Package is just as customizable as any other offering out there.
If "Package" is a dirty word, maybe you just don't know how to advertise or spin it?
"Standard Package" ("Non-wedding events")
"Reception Package"
"Reception Package" includes everything in the "Standard Package" PLUS "all that wedding stuff." Both packages have a fixed price for 4hrs, and a published rate for ea. additional hour thereafter.
Ceremony service is called a "Ceremony Upgrade" since it's added onto an accompanying reception package.
Everything included in the packages is clearly published, and I seldom ever have any issues or questions about "does it include x?"
Lighting, additional sound reinforcement, projection, etc. are all termed and treated as "add-ons" or extras with published prices as well.
Essentially it's ground-up pricing and the packages give them everything they *need* for an event - the additional items you could term the *wants* are added in as-desired. Pricing this way seems to have a great psychological advantage for the client as they can see what they pay before they even call, and they can see they are only paying for what they want and need.
Never have and never will over-complicate package offerings with varying hours, types, qty's of lights, wired vs. wireless mics, etc. Not only are these packages confusing and arbitrary in the way they are put together, one package will seldom ever meet the needs or wants of a client. Their event will inevitably be better served (if the dj is being honest and the client educated) by a piece-meal composite of aspects from multiple published packages. So why bother?
I do offer a reduced-rate package for schools K-8/M-F based on a 3hr minimum as well.
Note to potential client:
If a dj has confusing pricing packages named after precious gems or medals, RUN - DON'T WALK!
But on the serious side, the common-thread among those who aren't using the term "package" seems to be that it implies cookie-cutter or not customized. I don't know why this is assumed because "package" and "customization" are not mutually exclusive.
My Reception Package is just as customizable as any other offering out there.
If "Package" is a dirty word, maybe you just don't know how to advertise or spin it?
I'm so sorry I thought I answered your question...:sqembarrassed:
Yes my pricing does differ on a number of situations. I just had several different weddings in the past 2 weeks.
20-50 people, my most basic system. Load in and set up, time, 5 minutes.
50-80 people, upgrade system, load and set up, 15 min.
90+, I use my full system, facade. Set up, 20 minutes.
It just depends on what I'm bringing for setting up.
I agree with different set-ups for different situations...
I just think that taking a half hour to explain the differences, or the advantages, or the disadvantages is too confusing...
especially when most b/g's only wanna know "the price".
I just think that taking a half hour to explain the differences, or the advantages, or the disadvantages is too confusing...
especially when most b/g's only wanna know "the price".