Half of the Job

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Ausumm

Ausumm

Gold Plated Productions
Oct 21, 2008
12,222
15,560
60
Bethlehem PA
This thought came to me after reading several of Mix's questions about getting gigs.
Whether this advice will be heeded, is another story...but I thought is was worth sharing.

I have a wedding tonight for Aaron and Brianna.
I got the gig, because they were at Gabe and Beth's wedding I did many years ago.
As well as Wyatt and Gabby's wedding I did a little while later...
AND at Gabe's parents' anniversary party...which I also DJ'ed.
Plus, they will be at Lillie and Dustin's wedding I will be doing next Spring.
Of course, we all know the value of repeat business,
but I couldn't help but wonder WHY I was getting repeat business, specifically from this family.

It all started with Gabe's wedding.
I realized that at their wedding, I did nothing special musically.
It was filled with your basic, time tested, dependable favorites (Old Time Rock and Roll).
What made the difference...what made ME their "go to" DJ for the family....was ME!
It was not Mike Foxx the DJ, it was Mike Foxx the person. (or personality)
Any DJ can play the right songs. Cause after all...an Ipod can play the right songs.

I got this gig because of how I talked to a potential client.
That delicate balance of asking them what their vision is for the day...
and not being afraid of making suggestions, to help them avoid a problem.
I went beyond getting details like how many people, and what music they wanted...
I asked them how old they were, what they did for a living, and how they met.
One of my favorite "get to know them" questions...
is asking if the groom will spend most of his time at the bar, or on the dance floor.
The answers are immaterial, it's all just to make it more PERSONAL than PROFESSIONAL.

After my final "week of" conversation, I really felt I had a connection with them.
And, this connection continued at the event.
I meet their parents and their families. I introduced myself, talked about how the day is going,
and told them to let me know if there is any special song they'd like to hear.
If I play that song later, I make sure to send it out to that person.

I also take note of little things that are said, like "Frank is an awful dancer."
Then I try to jokingly say something similar when Frank is on the dance floor.
It's not much, but it creates the feeling that I am part of the gang.
Even better, I use that "research" if there is a repeat gig down the road.
"Hey! How's your mom and dad doing?"

At the end of the night, I always make a big deal about saying GOODBYE!
I take a selfie with the Bride and Groom, and share a few hugs.

Honestly, I don't feel I am a great DJ.
But I am a great "people person".
And people will always prefer to hire a person that they know, and who knows them.
Unless, of course...the gig is just music.
But we all know which kind of gig pays better.

So, Mix...
I have no idea of your talent with music...but I do know that you depend on that talent to get gigs.
The problem is, if you do a gig and play GREAT music, and people dance...
all the guests remember is that the MUSIC was great.
But if you actually ENTERTAIN them, and make friends with them...
they remember YOU, and the great time they had, because of YOU.
And THAT is where you get repeat business.
 
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Ausumm said:
This thought came to me after reading several of Mix's questions about getting gigs.
Whether this advice will be heeded, is another story...but I thought is was worth sharing.

I have a wedding tonight for Aaron and Brianna.
I got the gig, because they were at Gabe and Beth's wedding I did many years ago.
As well as Wyatt and Gabby's wedding I did a little while later...
AND at Gabe's parents' anniversary party...which I also DJ'ed.
Plus, they will be at Lillie and Dustin's wedding I will be doing next Spring.
Of course, we all know the value of repeat business,
but I couldn't help but wonder WHY I was getting repeat business, specifically from this family.

It all started with Gabe's wedding.
I realized that at their wedding, I did nothing special musically.
It was filled with your basic, time tested, dependable favorites (Old Time Rock and Roll).
What made the difference...what made ME their "go to" DJ for the family....was ME!
It was not Mike Foxx the DJ, it was Mike Foxx the person. (or personality)
Any DJ can play the right songs. Cause after all...an Ipod can play the right songs.

I got this gig because of how I talked to a potential client.
That delicate balance of asking them what their vision is for the day...
and not being afraid of making suggestions, to help them avoid a problem.
I went beyond getting details like how many people, and what music they wanted...
I asked them how old they were, what they did for a living, and how they met.
One of my favorite "get to know them" questions...
is asking if the groom will spend most of his time at the bar, or on the dance floor.
The answers are immaterial, it's all just to make it more PERSONAL than PROFESSIONAL.

After my final "week of" conversation, I really felt I had a connection with them.
And, this connection continued at the event.
I meet their parents and their families. I introduced myself, talked about how the day is going,
and told them to let me know if there is any special song they'd like to hear.
If I play that song later, I make sure to send it out to that person.

I also take note of little things that are said, like "Frank is an awful dancer."
Then I try to jokingly say something similar when Frank is on the dance floor.
It's not much, but it creates the feeling that I am part of the gang.
Even better, I use that "research" if there is a repeat gig down the road.
"Hey! How's your mom and dad doing?"

At the end of the night, I always make a big deal about saying GOODBYE!
I take a selfie with the Bride and Groom, and share a few hugs.

Honestly, I don't feel I am a great DJ.
But I am a great "people person".
And people will always prefer to hire a person that they know, and who knows them.
Unless, of course...the gig is just music.
But we all know which kind of gig pays better.

So, Mix...
I have no idea of your talent with music...but I do know that you depend on that talent to get gigs.
The problem is, if you do a gig and play GREAT music, and people dance...
all the guests remember is that the MUSIC was great.
But if you actually ENTERTAIN them, and make friends with them...
they remember YOU, and the great time they had, because of YOU.
And THAT is where you get repeat business.
Click to expand...

You an I do things very similar Mike. I've had one family it's 22 or 23 now I've done over the last 20 years several more it's been 10+. It actually makes the process easier they feel like they know you and know exactly what to expect. The tough part is to make it similar but different.

One particular couple booked me the night of her sisters wedding. Her's was in August the following year and in between she referred me for 3 more. From those weddings I booked a dozen or more over the last few years. The couple I was talking about were at 5 weddings in a row that I did last year. We have actually become friends outside of weddings

Mix read what Mike said and read again

Quite honestly I'd have to spend thousands a year to get what I get on referrals
 
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This has been my experience as well... even when i stopped djing for several years...past clients still contacted me....ARE YOU STILL DJING?

So when i started back up...it was a no brainer to find those old contacts and many booked me just out of nostalgia that first year.

Im always baffled when dj's arent getting referrals and repeat business...its sort of a tell tell sign that they arent succeeding at creating these relationships. Honestly...people want to make us their personal dj.... selfishly they want a good dj for their event...they dont enjoy the "hunt" involved in finding someone you trust and know will do a good job... once they find it...and like the dj.... they are happy to tell the world...and not risk embarrassment for a recommendation gone wrong.

cc
 
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djcrazychris said:
Im always baffled when dj's arent getting referrals and repeat business...its sort of a tell tell sign that they arent succeeding at creating these relationships.
Click to expand...

You don't need to be the cheapest or the best to be busy. You can be very average if you are personable and building relationships people will call you.

There was one younger guy around here he was a spectacular DJ he had the touch and could play almost any event but he had a MASSIVE ego especially when he drank. For a while he had family to reign him in but it got to the point where no matter how good he was people hated him to the point where he had to drop all social media because he was being bombarded. He finally left the business a few years ago
 
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Thanks sir. I did learn a lesson once talking to a potential client. I was told I talk a lot. I learned when to say something and when to simply shut up. Let the potential client talk for a while and just listen.
 
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Jeff Romard said:
Quite honestly I'd have to spend thousands a year to get what I get on referrals
Click to expand...

Gabe Badesso was the first groom of this bunch...
and at Friday's wedding, he described it as the "Badesso Retirement Plan".

djcrazychris said:
Honestly...people want to make us their personal dj.... selfishly they want a good dj for their event...they dont enjoy the "hunt" involved in finding someone you trust and know will do a good job...
Click to expand...

EXACTLY! This was darn near their exact words.
They were kidding with their last single sibling, that he doesn't have a choice!
If he chooses another DJ, he will kicked out of the family!
 
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My brother dj'd with me for a while. He was never close to the best Dj. But people loved him. He was ...and still is a great people person.

I know for sure I've never been the greatest Dj. I've picked up a few things over the years😄. But my people skills are FAR MORE important that any DJ skills I'll ever have.

Same goes with our crew. The hardest time I've had is with DJ's that loved talking about their great Dj skills were but couldn't calm the slightest of situations
 
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djcrazychris said:
This has been my experience as well... even when i stopped djing for several years...past clients still contacted me....ARE YOU STILL DJING?

So when i started back up...it was a no brainer to find those old contacts and many booked me just out of nostalgia that first year.

Im always baffled when dj's arent getting referrals and repeat business...its sort of a tell tell sign that they arent succeeding at creating these relationships. Honestly...people want to make us their personal dj.... selfishly they want a good dj for their event...they dont enjoy the "hunt" involved in finding someone you trust and know will do a good job... once they find it...and like the dj.... they are happy to tell the world...and not risk embarrassment for a recommendation gone wrong.

cc
Click to expand...

The reality is this goes for any type of service. People love referring someone when they are very confident that you won't make them look bad. They love being the hero.
 
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MIXMASTERMACHOM said:
Thanks sir. I did learn a lesson once talking to a potential client. I was told I talk a lot. I learned when to say something and when to simply shut up. Let the potential client talk for a while and just listen.
Click to expand...

Number one rule in selling. Selling isn't telling, selling is listening. People will tell you exactly what's important to them if you just let them talk. When you do talk, tell them what they've said( this let's them know you were listening and ask them to expand on a part of that).

I've seen salesman hear this...and they pretend to be listening... But what they are really doing while the client is talking is thinking about what they are going to say next... because deep down, they are still convinced that it's going to be something cool they they say as a sales person that will seal the deal, so they really don't listen.
 
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