Weddings No More Free Consultations!

To many ads? Support ODJT and see no ads!
Thunder said:
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.
Click to expand...

This is exactly how I conduct my business.

Currently, about 80% are mailing the Service Agreement & Retainer to me, saving their consult meeting for 1-4 weeks prior to event.
 
Kelly..

djdawg said:
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.
Click to expand...

You can call me TIM...My name :)

I think you are missing my point. My booking ratio has nothing to do with this at all. I agreed to meet with these people at their home because of the email she wrote to me.

The dad's cell phone rang as we all entered their living room. I didn't know *he* was paying for this..I don't know these people...I was led on, pure and simple.

There is a procedure I follow when potentials come to me. I follow it all the time. Not my first clam bake. Like you and all of the DJs in the world I do not book every event that comes my way...

Thanks for offering the how too's of presentations..I'm good..

We all learn from our misfortunes.

Peace.
 
Ron Auger said:
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.
Click to expand...

Ron,

I don't force a deal at the meeting the deal is already done on the phone 98% of my contracts are signed before I ever meet with the client. 2% want to meet for the signing and I accomodate them. As for the close rate during the meetings in the last ten years it has been 100%.

I don't know where you live but where I am I have to drive 20 miles to even get close to a Walmart, Staples, Starbucks, Music store etc..
 
Thunder said:
I don't know where you live but where I am I have to drive 20 miles to even get close to a Walmart, Staples, Starbucks, Music store etc..
Click to expand...


Sorry for the sidetrack

Speaking of where you live, Thunder where do you live, there isn't any info in your profile? Sounds like where my parents lived, WalMart was a 45 minute drive. But it sure was nice at night, very quiet and relaxed.
 
I'll let Steve tell you where he lives if he wishes.

I used to live down the road a ways from Steve and can vouch for what he says. Usually when a prospect calls, he or she is ready to book. People are very easy to work with and it's often just a matter of printing up the paperwork and mailing it or delivering in person. :)
 
MBM said:
Sorry for the sidetrack

Speaking of where you live, Thunder where do you live, there isn't any info in your profile? Sounds like where my parents lived, WalMart was a 45 minute drive. But it sure was nice at night, very quiet and relaxed.
Click to expand...

You just follow the phone and power lines when they end you keep driving about 20 more miles. When the pavement runs out go another mile anfd turn right follow the wagon trail up the mountain until you come to the dry creek bed (if it hasn't been raining) turn left on the creek bed and drive to the spring head I am in the tent on the right.

Actually I am in Madison County Virginia (Fred's old stomping grounds) in an area known as Shelby.

madison county virginia map - Google Maps
 
AlbanyAMS said:
You can call me TIM...My name :)

I think you are missing my point. My booking ratio has nothing to do with this at all. I agreed to meet with these people at their home because of the email she wrote to me.

The dad's cell phone rang as we all entered their living room. I didn't know *he* was paying for this..I don't know these people...I was led on, pure and simple.

There is a procedure I follow when potentials come to me. I follow it all the time. Not my first clam bake. Like you and all of the DJs in the world I do not book every event that comes my way...

Thanks for offering the how too's of presentations..I'm good..

We all learn from our misfortunes.

Peace.
Click to expand...

Tim...I guess you're missing MY point...and that is it seems you walked into a situation that you were either ill prepared for or you just didn't do your research before you went there.

Sorry to offer you some pointers...hope you become more successful in the future.
 
You must log in or register to reply here.
Top Bottom
Back