You guys have been immensely helpful! Still not sure which route I'm going to take- but I've got some solid info to go in!
Sent from my iPhone using Tapatalk
Sent from my iPhone using Tapatalk
Weddings Websites & Pricing: To Post or Not To Post- That IS the question!
- Thread starter bombdhell89
- Start date
Don't post your prices dude. AT LEAST until you have established solid relationships with other industry professionals who will refer you.
There is some trickery to this game. Posting prices and letting the website sell you only works well if you are either
A: Selling on low price
or
B: Selling on Referral
Honestly, everyone in the middle between those two need to have solid customer interaction because if you don't...how are you going to effectively sell your services?
If I were to state "Our price is $1,500 all inclusive within 5 hours on our website...I guarantee my email inbox would be very, very slow. since a good portion of my inquiries come from the internet, and not direct referral. However, if I put on my website "A 4 hour weding reception start's at $295" ...I bet I would get a lot of people emailing me looking at that low price that sucked them in. Of course I am not a low baller like that, and need to charge a serious amount.
If you are not doing either A or B as I mentioned earlier...then at the MOST maybe put up a price range depending on specifics, or "starting at" price. Beware with starting at though. The people with 4 hour only receptions will want that starting at price for core DJ services...if you plan to go beyond that, have tangible add ons to sell them.
I change stuff all the time on our website. Right now we are offering a $300 OFF discount for 2016 weddings booked this month. It has obtained some attention, but since I am offering this discount, there is NO price info on the website in terms of total price. They need to contact me. in a few months when 2016 is closer to being here, I will put our pricing range back on the website, but they still need to email or call me for the exact price for their special event!
I had a bad experiencing putting packages on our website. I hate being dead slow with inquiries, and that is what happened when I tried to do set prices with packages. It was bad. I went back to custom quoting and the inquiries came back. Set prices with packages advertised on the website only works well with enough referral business in my opinion. . If you are relying on the internet as a start up...it's bad...You NEED that customer interaction whether it be via email or phone.
Especially today when so many prospects window shop on the internet. If your website intrigues them...THEY WILL contact you for that important price information!!!
There is some trickery to this game. Posting prices and letting the website sell you only works well if you are either
A: Selling on low price
or
B: Selling on Referral
Honestly, everyone in the middle between those two need to have solid customer interaction because if you don't...how are you going to effectively sell your services?
If I were to state "Our price is $1,500 all inclusive within 5 hours on our website...I guarantee my email inbox would be very, very slow. since a good portion of my inquiries come from the internet, and not direct referral. However, if I put on my website "A 4 hour weding reception start's at $295" ...I bet I would get a lot of people emailing me looking at that low price that sucked them in. Of course I am not a low baller like that, and need to charge a serious amount.
If you are not doing either A or B as I mentioned earlier...then at the MOST maybe put up a price range depending on specifics, or "starting at" price. Beware with starting at though. The people with 4 hour only receptions will want that starting at price for core DJ services...if you plan to go beyond that, have tangible add ons to sell them.
I change stuff all the time on our website. Right now we are offering a $300 OFF discount for 2016 weddings booked this month. It has obtained some attention, but since I am offering this discount, there is NO price info on the website in terms of total price. They need to contact me. in a few months when 2016 is closer to being here, I will put our pricing range back on the website, but they still need to email or call me for the exact price for their special event!
I had a bad experiencing putting packages on our website. I hate being dead slow with inquiries, and that is what happened when I tried to do set prices with packages. It was bad. I went back to custom quoting and the inquiries came back. Set prices with packages advertised on the website only works well with enough referral business in my opinion. . If you are relying on the internet as a start up...it's bad...You NEED that customer interaction whether it be via email or phone.
Especially today when so many prospects window shop on the internet. If your website intrigues them...THEY WILL contact you for that important price information!!!
Its a double edged sword, we are damned if we do, damned if we dont.
With wedding photo packages i've done package prices, 'starting at' and no price. And the phone rings accordingly -packages and they call almost always with a package in mind, 'starting at' it rings less - consumers are not stupid, they often see this as a 'come on', but it can work, you just have to be careful how you do it. And no price? the phone died completely.
Now I never had my hs senior pricing on line - just session prices - as I"m not cheap and I was afraid showing $2000 senior package would scare people away - but no, it hasn't in 3+ years of doing it.
YOU know what a typical wedding is in your area - '5 hours, music, system, mic, mc, etc' - list it out and put a price on it. Add "extra hours $100 ea" or whatnot, 'ceremony system add $100" or such.
It answers the question 'how much' and 'what do i get for that'. MAYBE they'll call to ask, but if they get 4 dj websites and 2 or 3 have that info and your's doesn't then they won't call you to ask - they have their answer. Now if you site is 'intriguing' (aka the best) and you have no price...they're gonna assume you're expensive and if they call you're gonna 'sell' them - and nobody wants to be sold.
Now if you have the best site AND pricing/pkg info they will call you.
Sure, some consumers don't care about price (you buy stuff, you have friends, how many are liek that? ) but they're few and far between. You can certainly upsell them if you can get them on the phone/in person, but how you gonna do that?
Where does the traffic to your site come from? With referrals it's 90% call and book - they don't visit my website at all. (I know this with photography as I ask 'have you seen my work" and they say no).
WHat I'm finding across the board is "I found you online, reviews are good, do you have my date? Can we meet (or send me the contract/can I pay your deposit now is 1/3 or more of my calls now). " Especially for the DJ side of things.
Now if you're 50% more expensive than what comes on google you've got a challenge - your website really has to build value, show professionalism, etc. I find burying them in info works- info, testimonials, videos - SHOW them what you do and how long you've been doing it.
With my photography it's easier I think to show them why I'm better/worth the extra money (posing, lighting, awards, training, studio, credit cards, retouching examples, etc).
Not sure yet how to show that as well on the DJ side of things.
Now I never had my hs senior pricing on line - just session prices - as I"m not cheap and I was afraid showing $2000 senior package would scare people away - but no, it hasn't in 3+ years of doing it.
YOU know what a typical wedding is in your area - '5 hours, music, system, mic, mc, etc' - list it out and put a price on it. Add "extra hours $100 ea" or whatnot, 'ceremony system add $100" or such.
It answers the question 'how much' and 'what do i get for that'. MAYBE they'll call to ask, but if they get 4 dj websites and 2 or 3 have that info and your's doesn't then they won't call you to ask - they have their answer. Now if you site is 'intriguing' (aka the best) and you have no price...they're gonna assume you're expensive and if they call you're gonna 'sell' them - and nobody wants to be sold.
Now if you have the best site AND pricing/pkg info they will call you.
Sure, some consumers don't care about price (you buy stuff, you have friends, how many are liek that? ) but they're few and far between. You can certainly upsell them if you can get them on the phone/in person, but how you gonna do that?
Where does the traffic to your site come from? With referrals it's 90% call and book - they don't visit my website at all. (I know this with photography as I ask 'have you seen my work" and they say no).
WHat I'm finding across the board is "I found you online, reviews are good, do you have my date? Can we meet (or send me the contract/can I pay your deposit now is 1/3 or more of my calls now). " Especially for the DJ side of things.
Now if you're 50% more expensive than what comes on google you've got a challenge - your website really has to build value, show professionalism, etc. I find burying them in info works- info, testimonials, videos - SHOW them what you do and how long you've been doing it.
With my photography it's easier I think to show them why I'm better/worth the extra money (posing, lighting, awards, training, studio, credit cards, retouching examples, etc).
Not sure yet how to show that as well on the DJ side of things.
Thanks guys! Compelling arguments on both sides and I really appreciate it!
I've taken and plan to take a few notes and ideas from a few photographer friends in my market as well. However, I'm not sure we can always play the same game as DJ's; one example being just putting your $2000 package on your website without a whole lot of explanation. A Photographers website is their portfolio and the work speaks for itself and they don't have to do a whole lot of justifying or selling if they're great photographers. Customers who see the value or are impressed or moved will happily pay with little or no prompting.
When asked about how she targeted and gets her ideal client she said simply, 'I raised my prices. Significantly. " of course it's not that easy, but she's done the work and gets the results to justify it.
I don't think I can do it as easily as that without eliminating all of my leads and business, however I am going to model my website and practices after what she's doing. It will just take more work , and coincidentally, help from those photographers and other vendors.
She's also going to be referring me as a preferred vendor from now on, so that will help, but part of it is to align my brand with my ideal clients to weed out people who arnt my clients (as Rick always says) by giving some indication of not being the cheapest DJ.
It's a dynamic process I'm learning (a lot from you guys) and I think it will just take thought, tweaking, and analysis to get the results I'm looking for.
Sent from my iPhone using Tapatalk
I do not post prices. I customize for each gig, and no two are alike.
I also come from an advertising background, so I believe in giving them JUST enough information to entice them to call. Tell them the whole story, and they have no need to call.
If people don't like the price you post, you never even get the chance to talk to them.
There is the crowd that feels posting prices eliminates tire-kickers.
I like tire-kickers, they are potetntial customers.
I also come from an advertising background, so I believe in giving them JUST enough information to entice them to call. Tell them the whole story, and they have no need to call.
If people don't like the price you post, you never even get the chance to talk to them.
There is the crowd that feels posting prices eliminates tire-kickers.
I like tire-kickers, they are potetntial customers.
I didn't read very many of the replies, but I'm a lot like Mike. I don't post mine for many of the same reasons. I've sold many of the tire-kickers into my pricing.
Are they YOUR customers?
If you're asking $1200 for a wedding and their budget is $500 and they call are you really gonna talk them up that much? $100-200 maybe.
But if you don't post any prices what will they do? Will they all or will the see other DJs with prices, in their budget range, and call/text/email them and you're phone never rings?
If we sold in person all the time or bridal shows or mailers or ads in the phone book then I'd go with your mindset - and did back in that day. But this is this day- the day of the internet.
Just watch how you shop, your wife, kids, friends. I'm in a shooting league with mostly older, many retired guys- NOT the net generation by any means but where do most buy their guns? The local shops? Nope, online and just go local to pickup because the law says so. Why? It's not better prices (with shipping and fees it's the same as buying local). It's the fact they can shop around, price around, etc. AND NOT HAVE TO TALK TO ANOTHER HUMAN BEING.
I bet if you put a 'click here to book now' you'd get a surprising number of deposits.
Yes, it hurts our ego ( and maybe the industry) that consumers don't want the interaction (we say) or 'sales pressure' (they say). You see it a lot now in car sales for that reason.
Alas, we are not all the same car or cell service but consumers don't know that and decades of mcd/walmart 'low low prices' has taught consumers to look at price first.
I'm redoing my website soon and am pondering a price test to see what happens. All I know is I see a LOT of thumbtack/gigmasters and similar that start wtih 'how much' not 'what do you do for the money i'm paying you'.
Maybe ifyou're a sales king
If you're asking $1200 for a wedding and their budget is $500 and they call are you really gonna talk them up that much? $100-200 maybe.
But if you don't post any prices what will they do? Will they all or will the see other DJs with prices, in their budget range, and call/text/email them and you're phone never rings?
If we sold in person all the time or bridal shows or mailers or ads in the phone book then I'd go with your mindset - and did back in that day. But this is this day- the day of the internet.
Just watch how you shop, your wife, kids, friends. I'm in a shooting league with mostly older, many retired guys- NOT the net generation by any means but where do most buy their guns? The local shops? Nope, online and just go local to pickup because the law says so. Why? It's not better prices (with shipping and fees it's the same as buying local). It's the fact they can shop around, price around, etc. AND NOT HAVE TO TALK TO ANOTHER HUMAN BEING.
I bet if you put a 'click here to book now' you'd get a surprising number of deposits.
Yes, it hurts our ego ( and maybe the industry) that consumers don't want the interaction (we say) or 'sales pressure' (they say). You see it a lot now in car sales for that reason.
Alas, we are not all the same car or cell service but consumers don't know that and decades of mcd/walmart 'low low prices' has taught consumers to look at price first.
I'm redoing my website soon and am pondering a price test to see what happens. All I know is I see a LOT of thumbtack/gigmasters and similar that start wtih 'how much' not 'what do you do for the money i'm paying you'.
Maybe ifyou're a sales king
I know this isn't the norm, but there are still clients who aren't as concerned about price as they are about what you can do for their wedding or doing something similar for them as they saw/heard about at another wedding. Word of mouth is huge where I operate and I truly believe that eventually it can sustain my wedding seasons at a higher price than I currently ask. It remains to be seen, but it's a trend I'm seeing with my business.
Of course, I'm not speaking to cold leads and that would most likely be an entirely different scenario...
Sent from my iPhone using Tapatalk
To each his own ... there is no right or wrong. This subject has been beat to death over the years. Why so defensive? We're just sharing our experience and preferences. I probably hold the record on how many times I've redid a website. I'm not afraid to try anything; trial and error is how I learn what works best for me and my business structure. I also find that most will not call; they like the digital age of sending an inquiry through first so they don't have to talk to anyone upfront.
Most that contact me and book me, know my (ballpark) fee before doing so. The cold-leads are really about honing my skills to show how the investment for my services is worth the extra money. I win some, I lose most. But, I work 12-14 gigs a year and bring home a little over $20,000 year (my goal). My closing rate runs in the low 30% currently. But, if I break down my closing rate, I find that I book my target audience around 80% of the time, so my strategy is exactly where I want it to be. Those are the ones that aren't looking at price first, but what we can do together to make their wedding day great.
Exactly what I started when I took over the business in 2007. It takes persistence, but if you maintain quality; the return is there.
Randy, I respect what you've been saying in this thread. You're obviously a smart operator and a great salesman and I'm guessing, your skin is thicker than mine. The problem I have with the tire-kickers is that I work a FT job and time is limited. I also hate having to go through 10-15 phones calls per month where they attempt to berate me to varying degrees for being too expensive. It's a weakness but my fragile little ego gets worn down pretty quick and soon enough I start believing them and want to start cutting my prices. Posting pricing, for me, has been just the ticket. I shoot my price, right where I want it, and I let the web filter out the tire-kickers. I spend far less time making pitches and practically never have to get berated any more. I do like your end result of working 12-18 high-dollar events. I just don't know I could pay the price that you do for those gigs.
I rarely ever take phone calls...in fact, I don't think my number is listed on my website at this time. Everything goes through my online inquiry. My response is quick copy & paste, with a few added personal details mixed in. Takes me about 15 minutes to respond generally. I make one follow-up about a week later and then I leave it be.
I'm happy that you found posting the pricing reduced your work load. I also work 50+ hours a week, so I know how valuable time becomes. But, I don't work as many gigs as you do, so I have more time at home to work responses and such. There are times, especially when I've went through about 10 "no deals" when I think about lowering my prices, but then I get that one person that books that reassures me of my direction. It's certainly not for everyone, I would agree.
Btw, it's 12-14 a year. The number has come down each year as I've raised my rates accordingly.
My goal is to make the $20,000 mark each year, which on top of my salary, is a comfortable living.
It doesn't matter if they are your customers, it doesn't matter if you can or cannot get them to your price.
My point was simply that you'll never ever sell someone you never get to talk to.
You should have an idea of what your (ideal) customer is. There are many many out there that have a beer budget but champagne tastes and will call you and (hope? dream?) that they can afford you. They are wasting your time. What did you post earlier, that 70% don't book? Why are you spending your time on them? Who's paying for that time?
If you had to pay someone to answer calls that were never gonna pay off you're paying for bad leads...very inefficient. Now if you can refer them off and get a bird dog fee it's worth it. Or if you hired someone to do these lower end gigs - do a $400 wedding and pay the DJ $200 - you made $200 for answering the phone.
If you had to pay someone to answer calls that were never gonna pay off you're paying for bad leads...very inefficient. Now if you can refer them off and get a bird dog fee it's worth it. Or if you hired someone to do these lower end gigs - do a $400 wedding and pay the DJ $200 - you made $200 for answering the phone.
Your points are valid, no doubt. I don't see it as wasting my time when I can help them 1. either understand what a quality service is 2. refer them to someone within their budget but doesn't offer what I do (many I do get some voluntary compensation). Some just don't understand what all the bells-n-whistles cost. They inquiry to see if they can afford them and then decide; I do the same thing in real life, so I expect the same from others. And, being a single-op, with my business structure, I can make accommodations when I want, so posting a number out there just to scare the tire-kickers out there away doesn't work for me.
Again, I understand each of us is different and one way of doing something is not practical in this industry. If there is one thing I've learned in my absence from the online boards, is that we can all learn and teach what has worked best for us, but we shouldn't preach it as gospel. Maybe it's my age catching up with me finally, but when we finally slow down and listen to what others are saying, instead of forming a rebuttal without understanding their side of things, we actually can pick up some great information.
That does come with a 'but' ...... but, if after sharing with certain individuals and watch them to continue to struggle and not learn from others who are trying to help ..... well, it's time to quit wasting my time.
If you owned a car repair place, would you not bother to talk to people,
just because you think they can't afford you?
I am not constantly on the phone negotiating rates for gigs...
so talking to ANY potential customer is NOT a waste of time.
Whether 30% or 70% turn out to be good customers is irrelevant.
How do you know they cannot afford you if you never talk to them?
just because you think they can't afford you?
I am not constantly on the phone negotiating rates for gigs...
so talking to ANY potential customer is NOT a waste of time.
Whether 30% or 70% turn out to be good customers is irrelevant.
How do you know they cannot afford you if you never talk to them?
I'm not sure why you left to begin with but just wanted to say, I'm glad you're back. You're one of the guys with some actual, valuable input IMHO.
I don't see fielding phone calls from tire-kickers as (necessarily) a waste of time, but in my own case, it was more a need to insulate myself from the un-wanted abuse. When Wes finally convinced me to post pricing, I was pricing at $500 and had just gone through a long string of really rude, mean prospects who seemed to be taking immense pleasure at berating me for being "too expensive". I raised my price $100 and posted it and all that abuse just stopped cold and I started booking most of the inquiries coming in.
Long story short ... it was a break that I personally needed. I had so much going on in life (college, new career, new job, moving, etc, etc..) that I had to cut something. After seeing some of my online interaction, I realized I needed to step back from it. Glad to be back here at ODJT.