No phone, no meeting, no problem.

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Fred Wright

Fred Wright

Administrator
Staff member
Aug 7, 2006
12,741
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Delaware, USA
www.nwedj.com
My friends,

We recently booked a wedding reception with a client on the state guv'ner's staff. She emailed through our info request link. Asked for date and cost. I replied with our wedding rate and availability.

She emailed back and asked if we'd play any music asked for. I responded and said we would as long as it was OK with the bride. She wrote back and booked. Package was sent out on Friday.

I understand that a lot of folks in this biz prefer to do the phone and meet thing. That's understandable. All I'm sayin' ~ I prefer to book 'em on reference and let our website and reputation do the selling.

I don't like meetings. Meetings are for tire kicker prospects and DJs who have nothing better to do with their time than chase low budget engagements.

Sorry, folks but I work 2nd shift. Work a lot of OT too. I ain't got the time nor the patience for meetings with ditzy tire kickers who have family and friends who will DJ for free. Upscale clients are often in the same boat as I and don't give a care about meetings. That suits me just fine.

Before youse all bust me upside the head, hear me out. I've been in this crazy biz since '93. I know of what I speak. Meetings with prospects have been a waste of time in my experience. My time is my inventory and I don't give it away.

Remember, Wolfie is from Steve Miller's neck of the woods. Holding a client's hand isn't necessary where we come from. Tell us what you want done and we'll do it with a smile. We've got it covered. :)

Thoughts?
 
Yeah, Steve's one of the boys from home. :)

Shirl and I had the pleasure of visiting with Steve and JoAnn some years ago. They treated us to dinner in the best restaurant in town, an upscale place that caters to to the wealthy.

Steve always said he didn't have time to hold a client's hand and it's true. Leave the planning and other details to those who are being paid to do that stuff. All we need is the names of the wedding party in order and the music the B&G want for their itinerary. If it's written on a cocktail napkin or the lid of a shoebox, we can work with it. :)

Gimme room to load in and set up. We'll take it from there.
 
In my neck of the woods, if you won't meet with them beforehand, you may not get the booking. (unless it's a bride looking for a cheap DJ)

There are many mobile DJs and some are car salesmen that call themselves DJs.
Brides have become very cautious about finding the right DJ because they have friends or relatives that have been screwed over by bad DJs or given the old bait & switch routine where they have dealt with a salesman that promised them everything under the sun...then on their wedding day, they received a rookie.

I receive many inquiries via email, I then contact them to get more info & set up a time to meet in person. I feel that I'm interviewing them as well. A wedding is too important.

BTW I don't chase low budget gigs, my rates start at $1,200. It's the low budget brides that don't care to meet, they just want the lowest price & someone to hurry & send out the presigned contracts.

But, I guess it's whatever works best?
 
Sounds like you live in my backyard Fred. Around these parts meetings certinaly aren't the norm and 9/10 the gig is booked by phone or email before I ever see the client face to face. Sometimes I don't see them until the night of the reception (good thing the bride wears white :sqrolleyes:). And although I use one for formal events contracts aren't the norm here either

Around here they want a DJ to keep the place moving, not be a planner or event coordinator or whatever the buzzword is this week. Just play the music and keep the guests happy

Even upscale weddings here aren't hand holders most times. They book you with the trust that you can do your job and take the worry from them. They give you what you need to perform and you give them what they need to have a good time

This is why I don't understand why it takes some DJs 20+ hours to plan a 4 hour show. I'm not saying it's wrong I just don't get it
 
Same here -- I very rarely met with a client before a wedding. In 30 years, I could count the ones I met upfront on one hand.

I'm not a salesman type, so my view was always, if you want to hire me, great -- if not, hire somebody else. Never a lack of bookings :)
 
Hey thanks, guys. :)

It's not always sight unseen. Often, the prospect knows of us via a show we've done like the Bachelor Auctions or a wedding they attended as a guest. People don't always think to mention where they heard of us and I don't always think to ask. In many cases it's "Oh he's the guy who DJed such-and-such" and they'll remember that.

For those who prefer the meet & greet, that's fine. I've just found it to be more of a time and travel waste than anything else. Gasoline is gonna surpass $4.00 per by summer. There is no way I'm gonna be driving all over Delmarva to meet with tire kickers and people who have their minds made up that they're not gonna pay any more than $50.00 per hour for a DJ.

Wolfie's not alone in this. Many of our local compadres have ditched the meet upon demand thing. Some prospects simply take advantage of it... all they're doing is jacking DJ companies around.

Thoughts?
 
Jeff Romard said:
Sounds like you live in my backyard Fred. Around these parts meetings certinaly aren't the norm and 9/10 the gig is booked by phone or email before I ever see the client face to face. Sometimes I don't see them until the night of the reception (good thing the bride wears white :sqrolleyes:). And although I use one for formal events contracts aren't the norm here either

Around here they want a DJ to keep the place moving, not be a planner or event coordinator or whatever the buzzword is this week. Just play the music and keep the guests happy

Even upscale weddings here aren't hand holders most times. They book you with the trust that you can do your job and take the worry from them. They give you what you need to perform and you give them what they need to have a good time

This is why I don't understand why it takes some DJs 20+ hours to plan a 4 hour show. I'm not saying it's wrong I just don't get it
Click to expand...

In Calif there is stiff competition for business. With Randy Bartlett 100 miles away and Peter Merry about 400 miles away. Then I'm sure you start getting the idea of what some brides want around here.

The venues local to me want a good MC who can run the event and work with them. The brides around here want a proficient MC/DJ who can do the whole thing and still help them create the perfect reception most brides around here still require a little hand holding.

But they are willing to pay for it. For me giving great customer service is one of my top things. I can see that the internet has been a good thing and a bad thing. They hear of all the scary stories and some are very fearful. Some of the things I like the most about were I'm at is that I get many ideas not done in my area from you guys or other boards so it makes me unique.
 
Fred Stewart said:
Meetings are for tire kicker prospects and DJs who have nothing better to do with their time than chase low budget engagements.
Click to expand...



Thats a pretty BOLD statement. I guess I've been doing it all wrong for the last 20 years.... But for me, an hour long meeting is definitely worth a $1500 booking. YMMV

-Alan
 
We do about 400 jobs a year and can't possibly meet with everyone. Having said that we'll meet with anyone once they've signed for planning, we cover a 200 mile service area and as a service to my clients we meet with brides in the raleigh area who have booked us (retainer paid) on every other wednesday and charlotte on the opposites.

I do a lot of sales calls to schools and businesses but running this company I've created is a more than full time job if you want what I call a "pre-sale" meeting either ill squeeze you in on the wednesday schedule or you have to come to Greensboro.

Also on the "I want to see you perform" if you can't watch the videos I'm passing

Kyle
 
Whatever flops their flipper works for me. Good on the phone? Me too. Wanna meet? Okay...BUT... the phone conversation goes deeper from that point forward with the perspective client being quizzed and advised that meetings take valuable time and if they are truly serious about making a commitment and are prepared to do so at the end of the meeting, let's git 'er done. If they are shopping, and if they don't meet my pre-qualifiers, then, no.

It's a cat and mouse game that seems to work better for me the more I don't cave in to their every whim nor they into mine.

Must be I give good telephone.
 
adj4u2c said:
Thats a pretty BOLD statement. I guess I've been doing it all wrong for the last 20 years.... But for me, an hour long meeting is definitely worth a $1500 booking. YMMV

-Alan
Click to expand...
Thanks, Alan.

What works for you works for you. Good deal. :)

We don't have clients who'll pay $1500.00 for a DJ company around here. This is Lower, Slower Delaware. Delaware is a trailer park state. What we do have is a lot of people who are out of work or underemployed. DE has lost thousands of manufacturing jobs since 2000. We're gonna lose more yet when the Chrysler plant shuts down next year. If a DJ company can get $150.00 per hour here, that's not a bad paycheck. We're fortunate to get that.

The rental venues are deserted on weekends. I drive by them on Saturday evenings when I'm on a provisions run. People aren't partying like they did in the old days. The Elks, the Sheraton... all empty.

But I digress. This is not a seller's market. Many are not big spenders when it comes to wedding vendors. Again, in our experience, meetings usually mean tire kickers. Ya set up at a bridal show and it's like a flea market.

That's what prospect meetings are here ~ a flea market. Cheap, window shoppers who have no intention of booking an upscale DJ company. I refuse to compete with $50.00 DJs and hacks who will work for a dinner plate. I don't have the time, the patience nor the gas money for that nonsense.

If you don't believe me, come see for yourself. I'll give you the nickel tour. :)
 
Hey Fred,

I didn't mean to come off Brash, but I think it was the statement below that kind of rubbed me the wrong way.


Fred Stewart said:
Meetings are for tire kicker prospects and DJs who have nothing better to do with their time than chase low budget engagements.
Click to expand...

I do understand your situation and your market difficulties. That must be just Brutal !!


I will add that I don't just meet with anybody just because they want a meeting. I will "qualify" them first over the phone and then, if they are seriously interested in meeting me (along with their mom, dad, fiance', check writer, etc) I will schedule a meeting in MY office. I don't drive around town to meet them, they come to me. It helps that my office is only 2 blocks away from my home :sqbiggrin:

-Alan
 
Thank you, Sir.

Unfortunately, chasing low budget engagements seems to be the norm around these parts.

We're "blessed" with a local guy who can't say no. He overbooks at rock-bottom and then hustles to find warm bodies to cover the gigs. He's alienated many of the DJ and photography companies. They want nothing to do with him.

He's a master BS merchant and will meet with anyone who asks. The idea is to quote cheap to get the booking, take the money and then pimp it off on some unsuspecting soul.

I won't meet and won't even try to compete with that stuff. :)
 
We do about 400 jobs a year and can't possibly meet with everyone. Having said that we'll meet with anyone once they've signed for planning, we cover a 200 mile service area and as a service to my clients we meet with brides in the raleigh area who have booked us (retainer paid) on every other wednesday and charlotte on the opposites.

I do a lot of sales calls to schools and businesses but running this company I've created is a more than full time job if you want what I call a "pre-sale" meeting either ill squeeze you in on the wednesday schedule or you have to come to Greensboro.

Also on the "I want to see you perform" if you can't watch the videos I'm passing

Kyle
 
I tell every bride I meet with, that if they are comparing DJs, to request to meet with the actual DJ upfront. Not a salesman.

I know there are DJs in my market that don't meet with clients & they are kept busy, but they are only getting about $450 for the event.

I can take that same client & after meeting with them & upselling my ceremony system & video montage, I can probably get close to $1,700 to $2,000 out of them.

I can do 4 wedding events and not meet with them & make close to $2k, or meet with them & possibly make the same amount at one wedding event.

But it depends on your market area too. But everywhere there are clients that will pay extra to have you hold their hand.

Any schmuck can just show up & play music. We have them here that'll do it for $300.
 
Thanks, Bill.

The market area does indeed have much to do with it. For our part, our reputation and references speak for us. I don't have to do the meet & greet. That suits me fine because I don't have the time nor the patience for price shoppers.

Yas all can shoot me if ya wish but I've found that the ones who ask for a meet are just tire kickers. They've got a runway set up and will review all the DJ companies who walk though.

In my opinion, that's no better way to book a mobile DJ company than it is a way to look at used cars on a Sunday afternoon. We're not a used car.

If ya want a professional service, we're here. Here's what it will cost. Here's what our clients have to say about us.

Your results may vary. :)
 
Bill Kexel said:
I can take that same client & after meeting with them & upselling my ceremony system & video montage, I can probably get close to $1,700 to $2,000 out of them.
Click to expand...

How many hours would it take you to plan out a show like that Bill
 
We'll be glad to meet customers.

I usually tell customers..."If you'd like to get together in person, we'd love to. We have it all set up so you can easily provide us will all the information we need right on our website, so getting together is not mandatory. It's just important to us that you feel comfortable that we understand exactly how you want the evening to go. If you feel more comfortable relaying that in person, then let's get together.

Today, about 35% of our clients want to meet in person.

about 5% book, plan, and pay for a event without ever talking to anyone. it's all done via email and website.
 
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