Are you sure they're looking for something cheaper... or is it because they don't think that your price is worth the experience you create. Last week I booked a wedding for $2950... and I was in competition with another Dj who I knew personally who for the same package charged $1950... a full $1000 price difference. I knew he was talking to this client because he asked me if I sent him it as a recommendation, and told him no, and that they actually contacted me within 10 minutes of his email. So clearly we knew they were shopping around. I figured that despite my starting pricing and his staring pricing being on the website, they would probably end up going with him because once the add ons come into play, the difference in our pricing increases ($600 difference in the starting price). They found us both through google so it's not like they had seen either one of us before or knew what we really do.
Within 2 days of sending pricing, they had contacted my friend to schedule a meeting, which convinced me they were def gonna book him since he was cheaper and they never replied back to me at all. He has the meeting, he feels good about the prospect, and I figured that's that. About 10 days after my initial response to their inquiry they contacted me asking to schedule a meeting. I was a bit surprised, but figured I suppose they are just looking to see what the $1000 difference is all about.
I spoke to them for a good hour and half and at the conclusion told them that I'm not going to ask if they wanna book today (I never do), but to talk it over and make sure you're comfortable with your choice, and if you feel I'm the best choice for you, let me know. Again, I didn't think they were gonna book but I treated them like anyone else inquiring and made sure I answered questions thoroughly and described how things would be leading up to their event and how things would play out on the day of in full detail, including how I utilize the enhancements they had interest in from start to finish (lighting mostly) and my approach to creating a musical atmosphere designed around my clients and their visions. Anyways, they responded to my offer to get back to me when their ready by telling me that they were ready to book right then and to get a contract set up. I was really caught by surprise and said that's awesome and jokingly said you sure you don't want the night to think about it? Their response was, "we spoke with a few dj's before you, and saved you for last since you're the most expensive... but you are by far the most thorough and most detailed, and the videos all look like everyone's having a good time no matter what you're playing which makes us feel that you must be good as a dj. Everything we asked you answered honestly and asked the right questions to make sure it pertained to us and that made us feel comfortable with you throughout the conversation, whereas with others we were wanting more from their answers and the conversation." I slightly paraphrased but that was the gist.
Sometimes it's not price, but just people wanting more. You have to really ask yourself what is the experience with you like from the client's perspective? Would you feel comfortable booking you? It doesn't always comes down to just the numbers... but rather does the experience match the numbers one is willing to pay. Sometimes people consider cheaper options hoping for a bit of luck in finding someone great that's giving them a deal, but often that cheaper option only proves that they need to spend more to get the experience they truly want.
Within 2 days of sending pricing, they had contacted my friend to schedule a meeting, which convinced me they were def gonna book him since he was cheaper and they never replied back to me at all. He has the meeting, he feels good about the prospect, and I figured that's that. About 10 days after my initial response to their inquiry they contacted me asking to schedule a meeting. I was a bit surprised, but figured I suppose they are just looking to see what the $1000 difference is all about.
I spoke to them for a good hour and half and at the conclusion told them that I'm not going to ask if they wanna book today (I never do), but to talk it over and make sure you're comfortable with your choice, and if you feel I'm the best choice for you, let me know. Again, I didn't think they were gonna book but I treated them like anyone else inquiring and made sure I answered questions thoroughly and described how things would be leading up to their event and how things would play out on the day of in full detail, including how I utilize the enhancements they had interest in from start to finish (lighting mostly) and my approach to creating a musical atmosphere designed around my clients and their visions. Anyways, they responded to my offer to get back to me when their ready by telling me that they were ready to book right then and to get a contract set up. I was really caught by surprise and said that's awesome and jokingly said you sure you don't want the night to think about it? Their response was, "we spoke with a few dj's before you, and saved you for last since you're the most expensive... but you are by far the most thorough and most detailed, and the videos all look like everyone's having a good time no matter what you're playing which makes us feel that you must be good as a dj. Everything we asked you answered honestly and asked the right questions to make sure it pertained to us and that made us feel comfortable with you throughout the conversation, whereas with others we were wanting more from their answers and the conversation." I slightly paraphrased but that was the gist.
Sometimes it's not price, but just people wanting more. You have to really ask yourself what is the experience with you like from the client's perspective? Would you feel comfortable booking you? It doesn't always comes down to just the numbers... but rather does the experience match the numbers one is willing to pay. Sometimes people consider cheaper options hoping for a bit of luck in finding someone great that's giving them a deal, but often that cheaper option only proves that they need to spend more to get the experience they truly want.