Price increase

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Proformance said:
Compliments shouldn't be the thermometer you use. They are a check point - but you want to be selling rather than simply pleasing. I also think making your self the DJ handicaps you in any larger event. People want their venue manager to be managing - not performing. Being a lone wolf presents a risk most people will recognize early on in the booking process. If your are cueing up the parent dances who's dealing with the plumbing issue in a restroom? The caterer that is short handed. or the multitude of other things that could at any time require the attention of a manager rather than a DJ? Where's your backup for all of these roles?

Taso's correct - we're trying to get you to focus on the venue alone and realize that all these other things are just menu items. You being the DJ is a point of divergence - the venue booking should be made without such condition. There are easy enough ways to set a maximum sound level for visiting entertainers.
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If you want to nit-pick terms then I'll say "feedback". I'm not getting my ego stroked. I'm observing what pushes their buttons, which leads me to the booking. Look, I understand you guys wanting me to disassociate myself from anything but being an owner. That ain't gonna happen, at least not yet. What I'm doing is working and the events are being executed very well. I'm not changing that formula at this point in time.
 
Bob here's where it's at. I don't mind negotiating. There's room for that. The issue is when the amount a client wants to pay becomes ridiculously low then I will say no and let them keep looking for a DJ to do the event. Honestly sometimes I will ask a potential client how much they want to pay a DJ to do the event for them. If it sounds reasonable I will agree to do it. I don't do this all the time. Just occasionally.
 
MIXMASTERMACHOM said:
Bob here's where it's at. I don't mind negotiating. There's room for that. The issue is when the amount a client wants to pay becomes ridiculously low then I will say no and let them keep looking for a DJ to do the event. Honestly sometimes I will ask a potential client how much they want to pay a DJ to do the event for them. If it sounds reasonable I will agree to do it. I don't do this all the time. Just occasionally.
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It's my impression that Bob doesn't do as many weddings as he does corporate events. In his situation, it makes sense that you custom quote everything and the quote is built from a $0 basis. In the case of a DJ (or venue owner) that does only weddings, to me it makes much more sense to have standardized packages. In that world, I don't want to waste my time talking to endless brides and coming up with customized quotes. I choose to offer them options, as simplified as possible, which gives me prospects that are highly pre-qualified and ready to book.
 
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rickryan.com said:
It's my impression that Bob doesn't do as many weddings as he does corporate events. In his situation, it makes sense that you custom quote everything and the quote is built from a $0 basis. In the case of a DJ (or venue owner) that does only weddings, to me it makes much more sense to have standardized packages. In that world, I don't want to waste my time talking to endless brides and coming up with customized quotes. I choose to offer them options, as simplified as possible, which gives me prospects that are highly pre-qualified and ready to book.
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What you said reminds me of Taso. He has set prices so that potential clients who contact him already know what his prices are and those who are looking to book a DJ are not what we call tire kickers. Main Event 1 is in the same category.

That doesn't mean that they don't get tire kickers. Occasionally they do get them. It's just that they have built a great reputation and booked frequently, so they don't have to lower their price to get a booking.

I remember Taso giving a discount to a bride because her wedding was on a Thursday.
 
rickryan.com said:
Yes, I totally agree with you on the icing on the cake part. I get that. My hesitancy to breaking everything out is that one of the main compliments I hear from prospects is how much they appreciate everything being rolled in. It's convenient, it's affordable and they appreciate that I'm throwing in goodies without nickel-and-diming them for every little thing. In fact, that's probably one of the main compliments I hear from prospects. It makes it easy to understand how much the total event cost is. I could be wrong but I really think there's a marked difference in the sophistication between the clients you deal with and the ones I deal with. I will say though that I do like making photography and planner as add-ons. It gives me a single, main package with 2 simple options that are available. I really like that.
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I really don’t think it has anything to do with sophistication. Or even trying to be anyhting but an owner. It's how to structure your services to a) maximize profits b) literally be an option for as many people as possible c) provide value. Value doesn't come from including things people didn't come there for. I personally would not want a photo booth at my event as it distracts from the dancefloor. I would've likely asked you to give me a lower price. Also, if a couple is comparing you to someone else... the fact that you had a photo booth or dj or sparklers will most likely have no impact on their decision, bc in the end they're choosing a venue for its foundation which in your area is location and amenities (here food is as equal a priority as all venues provide the food). So if people aren't booking you for those tangibles (photo booth/dj), why are you throwing in those items and giving up potential revenue or negotiating ability. You could also say your choice of one included instead of throwing in everything

In regards to value, I used an example of the venue around me that offered a vendor bundle. I dk why that didn't stand out to you as much as it did to me... but the feedback on social media was evident with many saying "I wish my venue had something like this". You could have your base at 8500 and have a $5750 all in vendor bundle expeirence with your photog, planner, dj, and photo booth. Just floating aroudn ideas.

I don't think it gets more simplified than this:

Base is venue only w/ choice of dj or photo booth (personally I wouldn't include either but you feel it makes a difference).
A La Carte is: DJ, photo booth, photog, and planner
Value Bundle for All
 
Regarding giving up control of the dj because of sound/neighbors. You make it seem as if this issue is unique to you, but I personally deal with this more often than I'd like. Just last weekend nonetheless. Many venues here have a decibal meter that only the dj can see and are told they can't hit xx db for a sustained period. First time's a warning, second times conclusion of party if they want to bring in their own system. One venue even has a traffic light system that is green when good, yellow when within 2db and red when you hit the db meter. Something to consider
 
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djtaso said:
I really don’t think it has anything to do with sophistication. Or even trying to be anyhting but an owner. It's how to structure your services to a) maximize profits b) literally be an option for as many people as possible c) provide value. Value doesn't come from including things people didn't come there for. I personally would not want a photo booth at my event as it distracts from the dancefloor. I would've likely asked you to give me a lower price. Also, if a couple is comparing you to someone else... the fact that you had a photo booth or dj or sparklers will most likely have no impact on their decision, bc in the end they're choosing a venue for its foundation which in your area is location and amenities (here food is as equal a priority as all venues provide the food). So if people aren't booking you for those tangibles (photo booth/dj), why are you throwing in those items and giving up potential revenue or negotiating ability. You could also say your choice of one included instead of throwing in everything
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We'll have to agree to disagree because I see it in prospects' eyes and I hear it from their comments. They appreciate the extras and do attribute value to them. To date, I've never once had anyone to ask to leave those items off. If anyone every does ask, I'll offer a modest discount. At this point it's my judgement call that these are value-added items that are helping me. By the way, I just recently had a couple ask me to leave off food, cake and coordinator. I did and they were thrilled with the discount. Funny thing, they wanted to keep photobooth, cold sparks and DJ.

In another post you mentioned sound and a decibel meter system. Why in the world would I want to change what I'm doing and have to contend with that? Why would I want to have to police outside DJs and threatening them to end a party? Thanks but I'll keep pushing the buttons, running the show and not have those problems (which an outside DJ creates). Keep in mind, at some point in the future I DO intend to exit the DJ portion but my plans are to contract in my own DJ and to keep that portion of the service under in-house control. To me, it just makes sense.
 
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rickryan.com said:
We'll have to agree to disagree because I see it in prospects' eyes and I hear it from their comments. They appreciate the extras and do attribute value to them. To date, I've never once had anyone to ask to leave those items off. If anyone every does ask, I'll offer a modest discount. At this point it's my judgement call that these are value-added items that are helping me.

In another post you mentioned sound and a decibel meter system. Why in the world would I want to change what I'm doing and have to contend with that? Why would I want to have to police outside DJs and threatening them to end a party? Thanks but I'll keep pushing the buttons, running the show and not have those problems (which an outside DJ creates). Keep in mind, at some point in the future I DO intend to exit the DJ portion but my plans are to contract in my own DJ and to keep that portion of the service under in-house control. To me, it just makes sense.
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I think we're looking past each other on this. Yes it's appreciated, yes it adds value, and of course to those that book you, they're happy its included and will vocalize that (who doesn't love free stuff). But NO ONE is choosing you because those items were included or not. And likley the ones that don't care about them and went in a different direction aren't contacting you to take em out to begin with. If you didn't include it, you'd still get the booking and most likely would be able to make a few extra hundred on top it on some of those small extras, or said at the very least, "I like you guys, here's what I'll do, if you book I'll give you the sparkelrs or photo booth service at no cost. I normaly charge $500 for either, but I'd love to take care of you!)

Sound decibal meter is just there as a preventative aspect. You can monitor it s much or as little as you want. My point is many venues deal with this and they do not provide in house dj's (outside of offering recommended dj's).

Personally I think there is one thing you've done that's limited your growth and worked against you. You've severely limited your external word of mouth presence. You make outside dj's and virtually outside vendors such a problem that you've virtually eliminated your best source of referrals. Vendors are your greatest source of referral as they're a trusted source amongst their family and friends. For example, many venues here allow vendors to partake in cocktail hour, whereas in other areas they restrict it. If you ask owners around here why they encourage it (literally they go to vendors and say please help yourselves to the food), they'll tell you straight up that they want the vendors to taste how great the food is and how well they were treated so they can go rave about their venue to everyone.

My advice isn't a high end vs low end, sophisticated vs small town. It's just good business processes that can be applied to a lot.

Food for thought, do as you wish!
 
djtaso said:
I think we're looking past each other on this. Yes it's appreciated, yes it adds value, and of course to those that book you, they're happy its included and will vocalize that (who doesn't love free stuff). But NO ONE is choosing you because those items were included or not. And likley the ones that don't care about them and went in a different direction aren't contacting you to take em out to begin with. If you didn't include it, you'd still get the booking and most likely would be able to make a few extra hundred on top it on some of those small extras, or said at the very least, "I like you guys, here's what I'll do, if you book I'll give you the sparkelrs or photo booth service at no cost. I normaly charge $500 for either, but I'd love to take care of you!)

Sound decibal meter is just there as a preventative aspect. You can monitor it s much or as little as you want. My point is many venues deal with this and they do not provide in house dj's (outside of offering recommended dj's).

Personally I think there is one thing you've done that's limited your growth and worked against you. You've severely limited your external word of mouth presence. You make outside dj's and virtually outside vendors such a problem that you've virtually eliminated your best source of referrals. Vendors are your greatest source of referral as they're a trusted source amongst their family and friends. For example, many venues here allow vendors to partake in cocktail hour, whereas in other areas they restrict it. If you ask owners around here why they encourage it (literally they go to vendors and say please help yourselves to the food), they'll tell you straight up that they want the vendors to taste how great the food is and how well they were treated so they can go rave about their venue to everyone.

My advice isn't a high end vs low end, sophisticated vs small town. It's just good business processes that can be applied to a lot.

Food for thought, do as you wish!
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I see what you're saying on the PB/Sparks. That is a good strategy to be able to throw in goodies to sweeten the pot. I'll give it some more thought.

On the meter my point is that, if it's me or my guy/gal doing the DJing, then I have no chance of a problem of the DJ playing too loud. I admit that I'm ashamed to look back at some of the problems I caused venues. I carried those big yorkies around and made more than 1 venue owner cringe and beg me to turn down. Now that I'm standing in the position of owner, that's a problem I intend to avoid and what I'm doing is working.

On the referrals, come on, when has the DJ EVER sent a prospect to book a venue? It never happens that way. Out of 14 years of mobile DJ I can't remember even one time where a bride booked a venue based on my referral as a DJ. I do see your perspective about networking and agree to a degree. However, I think the all-inclusive model has won me far more business than any networking did. Still, I'll keep it on the back-burner. At some point it may make sense to change the biz model.
 
rickryan.com said:
I see what you're saying on the PB/Sparks. That is a good strategy to be able to throw in goodies to sweeten the pot. I'll give it some more thought.

On the meter my point is that, if it's me or my guy/gal doing the DJing, then I have no chance of a problem of the DJ playing too loud. I admit that I'm ashamed to look back at some of the problems I caused venues. I carried those big yorkies around and made more than 1 venue owner cringe and beg me to turn down. Now that I'm standing in the position of owner, that's a problem I intend to avoid and what I'm doing is working.

On the referrals, come on, when has the DJ EVER sent a prospect to book a venue? It never happens that way. Out of 14 years of mobile DJ I can't remember even one time where a bride booked a venue based on my referral as a DJ. I do see your perspective about networking and agree to a degree. However, I think the all-inclusive model has won me far more business than any networking did. Still, I'll keep it on the back-burner. At some point it may make sense to change the biz model.
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As someone that gets booked before the venues a few times a year, I can promise you my input has contributed directly to the decision made. Or a couple would reach out to me, ask me for my opinion on venues they're considering and I provide it. I literally just dealt with a couple in March where they were stuck between two venues... wehad a consultation gave them real insight on both venues and how things are and what may be better for their vision and needs, and that pushed them to the venue that was actually $17,000 more. I can safely say at minimum 5x a year I am chosen before a venue is secured and that my input as a dj is often an influencing voice. I can literally show you contracts where the venue is listed as To Be Determined. Here's just 2 since the new year.

Here's the original email from the one that ultimately chose the venue that was $17k more: "Hi Taso, We're so happy to hear you're available for our date. We are currently in the process of securing our venue, and are considering either Cescaphe Ballroom or Ballroom at the Ben. I know you have experience at both locations. We just scheduled a consultation and can't wait to discuss things in more detail!"

Here's another one that had me booked to secure a popular date and literally had not even started venue shopping. The contract still has no venue listed (they're finalizing things with one right now):
Hi Taso! We had a blast at Ioanna’s Wedding and the energy matched our vibe! Do you have any suggestions for venues in central NJ? I already contacted the Grove which I saw you posted for a wedding. Our party will most likely be smaller scale about 100-120 guests.

But put aside Taso the DJ sending a prospect to a venue... how bout me as an individual with more venue experience than 95% of the people out there? I tell my friends and family all the time about which venues are the best depending on their needs, price point, areas of importance, etc. Not as their dj, but as a friend/relative that is trusted event industry professional. My opinion as a friend/relative happens even more than that as a DJ. I'm the one that provided the recommendations to my sister and my brother in law getting married, I'm the one that provides the recommendations for my friends weddings or birthday parties.

If vendors start saying "I love working at Ryan Acres" to their friends and family as well as clients, guess who will be top of mind when they need to book another event.
 
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MIXMASTERMACHOM said:
Bob here's where it's at. I don't mind negotiating. There's room for that. The issue is when the amount a client wants to pay becomes ridiculously low then I will say no and let them keep looking for a DJ to do the event. Honestly sometimes I will ask a potential client how much they want to pay a DJ to do the event for them. If it sounds reasonable I will agree to do it. I don't do this all the time. Just occasionally.
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Is there any patron that you support or provide assistance to at no cost?
 
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Proformance said:
Is there any patron that you support or provide assistance to at no cost?
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Yes I have. For one the 12 step program I'm a member. Sometimes I have done events for them and got paid, other times I've volunteered my services.
 
djtaso said:
As someone that gets booked before the venues a few times a year, I can promise you my input has contributed directly to the decision made. Or a couple would reach out to me, ask me for my opinion on venues they're considering and I provide it. I literally just dealt with a couple in March where they were stuck between two venues... wehad a consultation gave them real insight on both venues and how things are and what may be better for their vision and needs, and that pushed them to the venue that was actually $17,000 more. I can safely say at minimum 5x a year I am chosen before a venue is secured and that my input as a dj is often an influencing voice. I can literally show you contracts where the venue is listed as To Be Determined. Here's just 2 since the new year.

Here's the original email from the one that ultimately chose the venue that was $17k more: "Hi Taso, We're so happy to hear you're available for our date. We are currently in the process of securing our venue, and are considering either Cescaphe Ballroom or Ballroom at the Ben. I know you have experience at both locations. We just scheduled a consultation and can't wait to discuss things in more detail!"

Here's another one that had me booked to secure a popular date and literally had not even started venue shopping. The contract still has no venue listed (they're finalizing things with one right now):
Hi Taso! We had a blast at Ioanna’s Wedding and the energy matched our vibe! Do you have any suggestions for venues in central NJ? I already contacted the Grove which I saw you posted for a wedding. Our party will most likely be smaller scale about 100-120 guests.

But put aside Taso the DJ sending a prospect to a venue... how bout me as an individual with more venue experience than 95% of the people out there? I tell my friends and family all the time about which venues are the best depending on their needs, price point, areas of importance, etc. Not as their dj, but as a friend/relative that is trusted event industry professional. My opinion as a friend/relative happens even more than that as a DJ. I'm the one that provided the recommendations to my sister and my brother in law getting married, I'm the one that provides the recommendations for my friends weddings or birthday parties.

If vendors start saying "I love working at Ryan Acres" to their friends and family as well as clients, guess who will be top of mind when they need to book another event.
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What did I tell you about showing off. I'm going to have to take your membership away on here.
 
djtaso said:
As someone that gets booked before the venues a few times a year, I can promise you my input has contributed directly to the decision made. Or a couple would reach out to me, ask me for my opinion on venues they're considering and I provide it. I literally just dealt with a couple in March where they were stuck between two venues... wehad a consultation gave them real insight on both venues and how things are and what may be better for their vision and needs, and that pushed them to the venue that was actually $17,000 more. I can safely say at minimum 5x a year I am chosen before a venue is secured and that my input as a dj is often an influencing voice. I can literally show you contracts where the venue is listed as To Be Determined. Here's just 2 since the new year.
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Kudos to you however, you are the exception to the rule.

BTW, I do have vendors referring my place.
 
Here's the bottom line to it all. You can increase your price if that's what you decide to do. The big thing is if people think you're worth the price you charge. I've said this before. People will only pay for something they feel is worth the price. For example there are people who will spend the money for a brand new Mercedes and those who may have the money to easily afford that car but won't buy it because they don't feel it's worth the price they want to own it.

Then there are those who will go into debt to get something they want bad enough.

Taso gave an example of a bride willing to spend 17K more for one venue over another. Another bride wouldn't do that because they couldn't see why this one venue is worth spending 17K more.

The thing is are you happy with where you're at with your price? Also are you getting enough bookings for your satisfaction. It doesn't matter what someone else thinks or feels.
 
rickryan.com said:
Kudos to you however, you are the exception to the rule.

BTW, I do have vendors referring my place.
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I promise you I’m not the exception. Word of mouth means exposing yourself to as many mouths to spread your name. Trusted industry leaders carry the most weight. The more of them you have speaking positively the better the growth.

For all you know, you may actually have them speaking negatively bc of all your rules. I know around here vendors in the industry bash venues that keep things in house. Those venues tend to not last long as outside vendors do such a good job of scaring people about the low quality vendors the venues provide for a low price.

You are not right about this, but I don’t think you want to accept this perspective as you always say I’m the exception to everything. I’m just an average guy… I’m nothing special in this industry.
 
djtaso said:
I promise you I’m not the exception. Word of mouth means exposing yourself to as many mouths to spread your name. Trusted industry leaders carry the most weight. The more of them you have speaking positively the better the growth.

For all you know, you may actually have them speaking negatively bc of all your rules. I know around here vendors in the industry bash venues that keep things in house. Those venues tend to not last long as outside vendors do such a good job of scaring people about the low quality vendors the venues provide for a low price.

You are not right about this, but I don’t think you want to accept this perspective as you always say I’m the exception to everything. I’m just an average guy… I’m nothing special in this industry.
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Taso let me ask you a questions. How many DJs do you know that get paid what you do and offer what you do?
 
MIXMASTERMACHOM said:
Taso let me ask you a questions. How many DJs do you know that get paid what you do and offer what you do?
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Tons. Yes I am in the upper 5% for sure with a $2950 starting price but You’re in NJ where we also have DJs that start at 3500 and and 4000 and 5000 for sound only. The only difference is they’re part of larger companies with larger marketing power, where as I’m strictly word of mouth.

In NJ Due to the venue structure (venues here have built in lighting or have restrictions and we also have lots who hire live musicians or have church ceremonies), our starting prices are for just reception sound typically, But going further outside of NJ, djs offer all inclusive packages w ceremony and cocktail services, lighting, uplighting, Photo Booth and I’ve seen those djs offer $5000, $7450, and $9000 packages as their STARTING points.

One clarifying point. They may offer what I do in terms of stuff, but I believe I do things differently than most.
 
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