Weddings Let's build a set of interview questions.

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OK, I've been going back over my script and the questions I've asked. Why, aren't you getting out of the business, you might ask and the answer is yes I am but I still want to give you the benefit of experience.

So, in rethinking, here's the way I'd go today...

1. Is this your first marriage?

Yes, this is a personal question and you may want to tell the prospect that some may seem personal but this is the best way for you to find out what they want. Asking this question is very helpful to you because it sets the stage for follow up and lets you know their experience. If it is their first wedding chances are they have never planned a wedding before. If it is not then they have done this before.

2. Have you ever planned a wedding before?

Now, if the answer to one is that this is their second marriage then the answer here is probably yes; however, they may have had a wedding coordinator the first time.

If the answer is yes then you may want to get more details; for example,
- Were they the wedding coordinator?
- How many weddings?
- How long ago?

3. How many weddings have they attended as a guest?

If they have experience planning weddings then you may not want to ask this but if this is their first marriage and they have never planned a wedding before then this is a must know. If they've never even been to a wedding this may be a red flag because their inexperience may cause you some strife; I've been down that road and you want to pay close attention to other answers.

4. How familiar are you with the wedding flow of events in the area?

Now, the answer to the first three questions are going to guide you with this question. A first marriage with no planning experience that has not attended a wedding will not know at all. Others may be familiar to various degrees. Also, they may have also just moved into the area so the question is valid for all brides.

This would be an a good spot to present a list of the typical flow.

5. What are the demographics of your guests? Age, ethnicity, location, and maybe even wealth.

This will give you a good idea of what the crowd interaction might be and what types of music they might like.

6. When you think about the music for your reception should it be: a) what your guests want, b) what you want, c) a combination?

a) and c) would make for a decent reception. a) indicates a high degree of care about their guests and c) indicates a good amount of care. If they answer b) then you might want to follow up with:

- What are your music tastes? Pay close attention as these may highly conflict with the demographics.
- What are the music tastes of your guests? If they don't know ask if you are allowed to take requests. If you are not then this may be a disaster in the making. In that case tell them that you will be making the following announce ment, "Ladies and gentlemen, [bride] and [groom] have come up with a playlist that they know that you will enjoy. We will not be taking any requests this evening." If they balk at that then you may wish to consider not accepting their event.

OK, add to this list and give some reasoning and options as I have.

Thanks.
 
When you've attended a reception as a guest, what did you see/hear/feel that you really enjoyed? Same question...what did you NOT enjoy?

What atmosphere/feeling did you want to have during the reception?

...just a few....
 
I've gotta say that with the exception of the discussion on music preferences, I'm not sure that I've ever asked any of those other questions. In fact, I've never felt the need to ask those questions. Sometimes, it comes out that they haven't been to many weddings. My point is that they trust me for my experience. To them, we're the experts because we go to weddings on a regular basis. We see more weddings each year than they might see in their lifetime. There's no real need to quiz them on their wedding experience.
 
Tom:
Welcome back from your long break away from the board. It seems as though you've only been away for a week or so. Boy time flies.

Good post. Here's a few.

What is your entertainment budget?

After that answer will tell you whether to continue.
 
DJ Ducky said:
There's no real need to quiz them on their wedding experience.
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Anna:

I had a bride that had never even been to a wedding before and by the time I found out it was too late. She was a micromanager and tried to micromanage a process she did not even understand. Her micromanagement tendancies did not come out at the interview.

The basic reason for asking the questions I've listed are to find out where things stand. If you have someone that has done some wedding planning in the past they may have some preconceived ideas. This can be a good thing or a bad thing but knowing the experience opens the door to other situational questions.

Would knowing this information hurt? No, but it may make a world of difference in your approach if you knew it.

Suppose you had a bride that is a wedding planner, wouldn't knowing that help you? Suppose you had a bride that had never even seen a wedding before, wouldn't that give you clue as to how much hand holding you may have to do?

Once you've got the experience questions then Jim's questions come.

Keep the ideas coming folks.
 
Ron Auger said:
What is your entertainment budget?
Click to expand...

Well, in typical fashion Ron is trying to be the wize azz, but I'll address this.

In the interview you really shouldn't be concerned about their budget. My philosophy always was to get an idea of what they were looking for, get an idea of their personality and whether I could work with them, and present to them the justification for my price. The price quote came at the end and I would either hear:

1. We'll get back to you.
2. Where do I sign?
3. Do you give discounts?

In one and three I may have wasted my time with them but at least I got experience honing my interview skills.
 
GoodKnightDJ said:
Well, in typical fashion Ron is trying to be the wize azz, but I'll address this.

In the interview you really shouldn't be concerned about their budget. My philosophy always was to get an idea of what they were looking for, get an idea of their personality and whether I could work with them, and present to them the justification for my price. The price quote came at the end and I would either hear:

1. We'll get back to you.
2. Where do I sign?
3. Do you give discounts?

In one and three I may have wasted my time with them but at least I got experience honing my interview skills.
Click to expand...

That's why I post all my prices up-front and they're out in the open before we ever sit down at a table. If the price is going to scare them off, we'll know that before we even get started.

They know up-front what they will pay - it's just on me to convey the value in that price - which is easy.

Approaching it this way removes a lot of the hesitation and standoffishness and really gets them focusing where they SHOULD be focusing at the meeting - which isn't on price. We've already crossed that bridge to their satisfaction, evidenced by the fact that they showed up. :sqcool:
 
Sounds To Go said:
That's why I post all my prices up-front and they're out in the open before we ever sit down at a table. If the price is going to scare them off, we'll know that before we even get started.

They know up-front what they will pay - it's just on me to convey the value in that price - which is easy.

Approaching it this way removes a lot of the hesitation and standoffishness and really gets them focusing where they SHOULD be focusing at the meeting - which isn't on price. We've already crossed that bridge to their satisfaction, evidenced by the fact that they showed up. :sqcool:
Click to expand...

Do your published prices take into consideration difficult load ins? Would be kinda cheesy to ask for more money at that point after you find out you have to go up three flights of stairs won't it?
 
ahoustondj said:
Do your published prices take into consideration difficult load ins? Would be kinda cheesy to ask for more money at that point after you find out you have to go up three flights of stairs won't it?
Click to expand...

That's why you write in that additional travel, setup and venue fees may apply. Of course when you talk to the client and find out their venue you can go from there.
 
ahoustondj said:
Do your published prices take into consideration difficult load ins? Would be kinda cheesy to ask for more money at that point after you find out you have to go up three flights of stairs won't it?
Click to expand...

I would determine that at the the first meeting when I am determining the venue. Those are extreme circumstances and the exception rather than the norm, and those scenarios are included in my contract, which I would go over with with them.

Of course there are exceptions - but that's exactly what they are - exceptions. We'll bring them up and address them as such when and where applicable.:sqwink:
 
GoodKnightDJ said:
Well, in typical fashion Ron is trying to be the wize azz, but I'll address this.

In the interview you really shouldn't be concerned about their budget. My philosophy always was to get an idea of what they were looking for, get an idea of their personality and whether I could work with them, and present to them the justification for my price. The price quote came at the end and I would either hear:

1. We'll get back to you.
2. Where do I sign?
3. Do you give discounts?

In one and three I may have wasted my time with them but at least I got experience honing my interview skills.
Click to expand...
OK Tom, what's so wise about knowing their budget? You asked, I offered. I was trying to be nice and I hope the powers to be see this. Let me try and say this as nice as I can without getting anyone upset. There are two ways of looking at price. A part timers perspective who doesn't live off the money they earn from their DJing but uses it to enhance their life style. Then there is the full time business owner who knows there is a bottom line with regards to price that must be met or there is not deal. There is also no need of wasting anyones time when it's well know that the budget is a deal breaker.

There's a big difference between a part timer who cares more about working with someone than a full timer who care about working with someone for the right price. It appears that you're more into working with someone who fits your specific needs. I care more about working with someone who fits my specific needs, PRICE first. If they can't meet my beginning price then there's no need of going further and wasting anyones time. When I get the couples who are holding their weddings at an Elks Lodge I pretty much know they can't afford me. But, being polite I'll ask them what price range they're looking for. When they start at under $1000 I just refer them to people who I know will handle cut rate jobs. That's not to say they don't work hard at it, it's just that they can afford to do more jobs for less money than me.

So no Tom, there was nothing wiseass about knowing someones Budget. If they can't pay I don't play.
 
Ron Auger said:
So no Tom, there was nothing wiseass about knowing someones Budget. If they can't pay I don't play.
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Point taken and you have my appology.

Now, there's another side to the entertainment budget question. Sometimes, well, most times, they just don't have a clue what quality entertainment (full or part time) is worth. That is why I always tried to defer the price till I had put my presentation in front of them and the presentation included my time commitment to them.

Now Ron, I know it is your soul income and was my source of "fun" money but if a client answered under $1,000 do you just go right to the list of other guys or do you tell them what they get for their $1,000+? If it were me, I'd be educating and then quoting because, even though they say their budget is below $1,000 maybe they can afford more.
 
RON: Thank you for your objective, unbiased, and non-judgmental assessment of the differences in pricing considerations between part- and full-timers. Such a break down divorced from judgment, sanctimoniousness and passion is a breath of fresh air! :sqwink:
 
Sounds To Go said:
RON: Thank you for your objective, unbiased, and non-judgmental assessment of the differences in pricing considerations between part- and full-timers. Such a break down divorced from judgment, sanctimoniousness and passion is a breath of fresh air! :sqwink:
Click to expand...
I'm not sure if I should thank you or bend over and say "sir may I have another"?:sqwink:

Tom: Apology accepted. And please next time you take a break from the board, don't stay away so long. I almost forgot who you were.:sqwink:

When they are looking for a DJ under $1000 then they more than likely are having a VFW or Elks lodge wedding. If they are booking this 2 months out then I may tell them it's a "just show up and play" deal. Which means no planning. I also might tell them it would be either me or another DJ depending on the schedule. But, as in most cases if they are booking 6 months or longer out then $1000 isn't going to get me. So I send them to those DJ's who will play weddings for unlimited hours for $600.00. And let me tell you I have plenty in my area. If they're going to mess around with $200-$400 in pricing then they don't want me, they just want to get cheap. Don't get me wrong, I don't get mad at them, I don't get pissed at them, I tell them I completely understand. I know money is a big issue so I even offer to help them find a DJ that will fit their pricing needs. It's up to them to determine the quality.
 
Tom,

I'm gonna agree, you gotta know their budget up front.

Why would you want to waste your time or their time, if they can't afford you, or are willing to come up to your base price?

I had a follow up call this afternoon from a B2B for May 2010, that I had sent my initial PDF packet to as soon as I received her inquiry. Based on her information, she wants a 5 hr reception + ceremony.

In this initial contact, I told her where our pricing starts. When I contacted her, she told me that "oh, that's a lot more than I was wanting to spend".

I asked, "Well, what budget did you have for your DJ?" Her reply - $600.

$600 for May 2010.... 5 hrs + a ceremony.

I told, I'm sorry, but I can't commit to doing that for that price. According to her, it turns out her initial DJ "double booked" the date, so she's still looking for entertainment.

So yes, knowing their budget does matter.
 
Well, let's not turn this into a pricing thread. My last comment on it will be that I booked 90% of my interviews and stood by my price. When they saw the time commitment they understood what a 20 hour commitment was worth and they also understood that a wedding DJ does more than just play for them for four hours. Some of them were expecting to pay less than $1,000 and had budgeted less; one only had a budget of $400 but ended up paying my price of nearly triple that with add ons.

Putting your fees on your website may be causing you to lose clients you may get if you take the time to talk to them.

The 10% I did not get because I left price go till the end I considered the cost of doing business.

I have no prblem discussing price but let's take it to another thread.
 
Tom just before I answer this - I need just one from you

is these questions done at an interview after you have got them to agree to meet ?
or is it done via the Phone first to get them as a Client ?

thanks, waiting for an answer...
 
Dennis:

Since I used face-to-face interviews as a tool to get them as a client I will say that you are meeting with them to get them as a client.
 
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