Weddings No More Free Consultations!

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I've only made had one client meeting at their house, but it was only about 3 blocks from my house, we did book at the second meeting at their house. Now I do not meet at my house, no need bringing someone I don't know into my house to see all my stuff. Usually it's a Starbucks, or a restaurant and we talk over dinner, some have even bought my dinner, since "I was nice enough to come meet them", I was actually thinking of buying their dinner, but they insisted, and now that I think about it, every time that the client bought my dinner they also did end up booking me too.
 
bring the deposit

Personally I have never met with a couple or bride in person and not got the deal if they want to meet I just assume they are going to book and I tell them to bring the deposit.:sqbiggrin:
 
Meetings..

Good for you! That was easier than I thought it would be! :)

Thank you!!

It wasn't bad. 2 in person meetings with the Board. First was an introduction of who I was..Second was for the sign and I had to reinerate who I was for the peeps who wasn't there before.

Also the second time was a Public forum, meaning the neighbors had a chance to speak their opposition. Nobody showed, which is excellent!

It was passed unanymously (sp)...

Now we are working with this sign company to determine which sign best fits our needs.

My advice to anyone who has to meet with theirTown Board for anything, wear a suit and tie :sqwink:
 
STOP PANDERING!

Will the car dealer bring some cars to your house?
Will the Home Depot people bring some washing machines? etc...

If someone "contacts me" and "wants my services", then they must come and shop me.
Either online, by phone or at my home.

The end.

Yes. My Brother in Law is wealthy. He drives an 85K Lexus, and yes, the sales people will bring him a car, and have. He is now in his 4th Lexus in about 10 years.

I also think the company did that for his Corvette.
 
Will the car dealer bring some cars to your house?


Many years ago when I was shopping for a new truck, I called a dealership about 100 miles away to ask about their prices, the sale man offered to put 3-4 trucks on a trailer and bring them to my house if I wanted him too. And when my girl friend was looking for a VW Passat in 98, a dealer in Florida, about 7 hours away offered to put one on a trailer and bring it up to her. Sales were slow for both dealers at the time.
 
Nope, I will go to them. I won't go to homes that is why there is a Starbucks on every corner. I have though about an office but nah it's easier for me to drive to them.

I would never charge a fee it's part of doing business. I close about 90% of face to face meetings. I will eat the 10% that don't.


this is EXACTLY what I would have written -- word for word

I've taken this concept ONE STEP FURTHER....

my new policy is to offer only ONE consult meeting with all customers PER EVENT (up to 60 minutes of face-to-face meetings).

anyone who meets with me, prior to paying their deposit.....burns their consult hour.

Under this new approach, no wasted meetings!
 
Many years ago when I was shopping for a new truck, I called a dealership about 100 miles away to ask about their prices, the sale man offered to put 3-4 trucks on a trailer and bring them to my house if I wanted him too. And when my girl friend was looking for a VW Passat in 98, a dealer in Florida, about 7 hours away offered to put one on a trailer and bring it up to her. Sales were slow for both dealers at the time.

I'll bet THAT was before the days of $5.00 diesel... :sqerr:
 
Who knows, he may be back and book you, especially if you made a good impression at the meeting. Professionalism sometimes weighs more heavily than your rate, which I'm sure he wants to compare with other DJ's.
 
-B&G and prospects can come to us anytime
-we do Raleigh and Charlotte meetings on opposite Wednesdays at restaurants we have trade at in both cities
-I meet with SGA's for breakfast at their respective schools.
- people have to understand at the Raleigh/Charlotte meetings they are back to back and if theyre late,skip forget they have to wait until the last meeting if i feel like staying that long

we close in person at about 80% but with much more volume in numbers of prospects if that makes sense.

Food/Drink at raleigh/charlotte meetings is on trade and we've only really eaten a big tab once.
 
Albany,

What seems to be missing in all of these responses is "why?" Why are you not getting booked when you do the free consultation? It would be helpful if you told us how many of these you do...how many book...etc. What's your percentage of people that you meet end up booking?

Meeting clients in person is absolutely the strongest selling point that you have. I tell them on the phone that it is MANDATORY (well, I don't say it like that) that we meet in person to see if we're a "good fit." I say that it's important that we have that "event chemistry" and to see if we're on the same page. I recommend that they meet ALL of their vendors in person - especially the dj - before they book. (I do that because I know how well I do in person) Do you see the vibe I'm giving out? It's that I am very good and that there is a chance that I may not take the event. In fact, last Sunday night a couple said "have you ever turned down anyone before? Gee honey...let's get him some more cheese....or would you like some wine?" And they giggled....and later they ended up writing me a check in full for 2K. I close about 95% of my one on one meetings when I am there in person.

So...why aren't things going well? It could be your presale....what did you tell them before hand? Did you just exchange one or two emails and then send them a flyer and then they said let's meet? Did you speak with them on the phone and get them excited about all of the things that you can do at their reception? Did you paint them a picture? From the open paragraph you said that you "only did it because the bride asked via email." Why is that? Do you not like doing one on ones? If so, chances are they got that vibe...

What about your presentation? What did you wear? Did you shower....brush your teeth....have a happy and excited demeanor? Don't laugh because I've seen it before....you should hook up with an experienced, polished, professional dj in your town and ask him (or her I guess) if you could meet them somewhere and tell them you will wear what you normally wear to meet clients and tell them to be brutally honest.

How did the meeting unfold? Did you launch right into your packages or did you take some time to get to know them...ask them how they got engaged...how long they were going out...etc.

The point I'm trying to make is that to write off free consultations is a mistake if you are open to improving. When you meet them face to face - it will be your best opportunity to book them. Unless there is something wrong with what you wear, your demeanor, your attitude, etc.

What made the dad just leave? Do you really think he would want to waste his time driving and meeting you somewhere just to be a d#$%? There has to be a reason that turned him off to you.

Try and role play with the same in town dj that I suggested before you refuse to meet people anymore.
 
STOP PANDERING!

Will the car dealer bring some cars to your house? Will the Home Depot people bring some washing machines? etc...

If someone "contacts me" and "wants my services", then they must come and shop me.
Either online, by phone or at my home.

The end.

I'm with Hank on this one -- I'm not a door-to-door salesman.

Come to my office, if you are shopping me :)


I'm with you guys for about 99% of the time. We have on very rare occasions gone to the customer if we felt that it was something we wanted to pursue. Otherwise they will come to us.
 
Will the car dealer bring some cars to your house?
Actually Hank, yes. I have a member of my BNI who works for Marlboro Nissan. He will bring a car to you if requested. I've seen him bring cars to the meetings for others to test drive, both new and used.
 
Actually Hank, yes. I have a member of my BNI who works for Marlboro Nissan. He will bring a car to you if requested. I've seen him bring cars to the meetings for others to test drive, both new and used.

That's hilarious! Desperate...but hilarious!
 
I will meet a potential client at my office, I will meet with a client within 40 miles of my home, but the deal has to be ready to close and the contract is to be signed at the meeting. The vast majority of the time the contracts are mailed returned signed and the meetings are entirely planning meetings.
 
That's hilarious! Desperate...but hilarious!
Think of it this way. A guy calls because you have a car on your lot he's thinking about buying. This guy works all day and just can't find the time to get to the showroom. The salesman drives it to this guy during the day and the sale is made. Smart move for the salesman.

Does this happen for everyone? No, of course not but what a service to offer to those who are serious about purchasing from this dealer.
 
I will meet a potential client at my office, I will meet with a client within 40 miles of my home, but the deal has to be ready to close and the contract is to be signed at the meeting. The vast majority of the time the contracts are mailed returned signed and the meetings are entirely planning meetings.
And what is your close rate on forcing the deal at the meeting?

I do the opposite. I will travel but only within a 5-8 mile radius. They meet me within that area. When we are though I send them on their way. No contracts, no closing pitch, just call me when you decide. I'll close about 98% this way.

The last couple that hired me was so relieved that I didn't do two things at our meeting. I didn't push pamphlets or literature at them and I didn't put a contract in front of them like all the previous vendors. We just sat and talked. 3 days later they called me and booked their wedding. Hey, whatever works for people, do it.