I officially will swear off referrals from prior couples.

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Ed Witles

Active DJ
Nov 6, 2008
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Gang -

You would think referrals are gold - a gimmi, if you will.

Well, I did an awesome wedding last April. And the groom has sang my praises since.

He gave my name to a potential couple who inquired about my services for his wedding.

A couple email exchanges he really seems impressed - but wanted the same rate for I gave the other couple. In fact said he would be willing to sign.

I then draw up the email from the other couple and shared w/ him. Just $100 more. This was for a March date. He said he would be in touch.

A follow up email a few days later and said he was still looking over vendors.

I let him know that w/o any paperwork and down payment, I could not hold his date.

That was the 1st week of July. Almost three weeks later - today, I assume since I have not heard back, other plans have been made.

His reply? Does not think we are a good match b/c I require too much contact and he was not ready to commit.

My final email to him was polite. Wanted to let him know I would hate to lose him as a client since he expressed great interest. Then asked how he would taken it had I booked the date and not let him know. It is just me, not an agency.

I have not heard back. And should he decide to have me, I will say no thanks.

Am I pushy? Well, maybe a tad - if they express a desire to book. Now if they are just gathering quotes, then I might follow up once - but that is it.

In summary... the last 3 client based referrals did not book all the while I was very VERY (did I say very) much referred. These are $1500+ wedding events - except for this one, it was $1100.

Rate played the biggest part. And I tried to position myself to be the only real solution to their event. One even said... if you can't meet this offer, then I will look elsewhere.

But other referrals from catering, photography, and venues are easier sells.
 
I've had a couple like that too. "We Want you, We have to have you" months go by, no response to emails. Sometimes they do come back, just recently had one come back after 6 months, and I did still have the date open for next month. The MOB apologized for dropping the ball, but once she did start again, everything was in place that day.
 
we will always find people who are just not businesslike.they want you to work your schedule around and with them.some you win some you lose,its a part of doing business."procrastination" makes up some peoples name.
 
I haven't experienced that yet.

I have booked at least three weddings that were referrals from clients whose weddings I haven't even performed yet! Maybe I should copyright my sales pitch. Haha.
 
It don't concern me none! LOL

I don't chase clients, when I am contacted I send out a planner and contract with a return by date (including the retainer amount) if it is not returned by that date I consider it open and send out a contract to the next potential client with the same parameters. If the first couple contact me after the contract return has expired I am unavailable.

You don't chase them that is the biggest turn off for most people (at least it is for me)!
 
If they don't book and appreciate your deal, then crap on them. You were nice enough to honor a low price, from your normal rates, and they wait hoping for a better deal? I am usually always on the clients side, but in this scenario, I am on your side, and I hope they procrastinate looking for a dj so much, that they end up paying more that $1000.

Actually I hope they call within the next day or so and take advantage of your generosity. But, we'll have to wait and see I guess.
 
WaydeWest said:
I haven't experienced that yet.

I have booked at least three weddings that were referrals from clients whose weddings I haven't even performed yet! Maybe I should copyright my sales pitch. Haha.
Click to expand...

Care 2 share via PM?
 
I don't know where you are located, or how well connected you are in any particular tier of your market, so let me just speak generally.

At $1500 and up you are nearly twice what it costs in today's market to acquire a competent general business wedding DJ.

I'm not saying your price is too high - I'm saying it means that client referrals are not enough to qualify you to customers who are shopping within the market at large. You are far enough out of the current mainstream price trend that it requires some additional qualification of your potential clients if you want person-to-person referrals to support you at that price level.

Consider for example getting a referral from your friend: he recommends you buy a BMW. No matter how accommodating the dealer or how often he contacts you - you're probably not going to buy a BMW unless that was the economic sphere you were already operating in. In fact, despite the brand name, at some point this BMW dealer may sound desperate to get your money. (If he had more clients he wouldn't be so concerned about you, right?)

This is the dilemna success can create for you. Raising your rates is not just about money - it's about raising standards, and that often means finding a new kind of client.

The referrals you are getting from other vendors pay off specifically because those other professionals are probably already operating in the sphere you want to position yourself. You're previous clients are probably not, and hence the prospects they are sending you appear much more fickle.

If you have an associate who can serve these clients at a price they find acceptable, you can continue to capitalize and benefit from your previous clients.
 
Point taken. In fact, I do have an associate for just such an occasion - and use him well. In fact, by booking him out, pays for my advertising.

However, my market does support big ticket weddings - for example, my wedding this weekend is $2250. Basic 4 hours plus happy hour and ceremony coverage.

They were from a trusted catering referral and I was able to convey why I am the right solution for them - while there were much cheaper options available to them.
 
Ed Witles said:
Care 2 share via PM?
Click to expand...

To be honest, I don't have a "pitch". I don't consider myself a "salesman" by any definition of the word. I will even joke about that at the end of my consultation. Basically I listen to what they want, find some common ground, walk them through the event, offer various options and unique touches, and basically put them at ease. That's the comment that they all brought from their referral; I answered all their questions before they asked them and put them at ease that is was going to be a great day. I've come to realize it's all about trust. They want to trust that they are making the right choice, that you are somebody they can trust with their most special day.
 
Exactly the difference I am talking about. The caterer is referring people who have each been pre-quailifed by his own service as someone compatible with your fee structure.

We all know people; or we have relatives, whose standard of living differs significantly from our own. Referrals made between people of significantly different incomes and expectations don't generally pan out in either direction.

When a person with a $130,000 income refers you to a person with a $60,000 income you can see why this might not result in a sale. Likewise, in the other direction the implied thrift can undermine the sale even where the more expensive option is not the better choice!

Sometimes it's not what we say or do - but rather the context of how we got on their radar.
 
Just booked 8/8 for $1750. Right now, last minute bookings are welcome. I originally quoted $2250 for the 6 hours plus ceremony services during the initial chat two weeks ago - much less work than the one I am doing this weekend.

I also knew she was in contact w/ someone for much less. So I wanted to somehow stand ground but give back. Now, would she have booked had I not budged? Maybe - maybe not. From the looks of things, she might have. Keep in mind the average rates in this area for said services are $1100.

During our in person chat, we seemed to hit it off and built a rapport. Again stressing I am really the ideal solution for their big day - answering the questions to the big satisfaction of the groom's dad.

Just prior to our meeting, I shared media clips of my introductions and a really nice dance set.

The break down was this:

$1200/4 (no remote speaker)
$1500/5 (happy hour and remote speaker)
$1900/6 (includes ceremony)

Last night, she sent this:

I appreciate the email, it was a pleasure speaking with you in regards to your services. We are very interested in working with you and are interested in any discounts which you can provide. We like the 6 hour package and were wondering if you could provide that package at the 5 hour price. I look forward to your response.

Kind regards,
Click to expand...

I replied with:

Thanks for getting back!

The 6 hour was already discounted from the original $2250 to $1900.
Keep in mind I am offering myself – not an associate w/ limited experience.
Could we agree to cut the difference and make it $1750 for everything?
I really want to make it work and be there for you and your guests.
Click to expand...

She then replies with:

Thank you for making this work. We would like to move forward for the full 6 hours ( ceremony set up, cocktail hour, 4 hour reception) at $1750. We really appreciate the extra discount. Can you send over a contract? Also what is the deposit?

Kind regards,
Click to expand...

I am happy today!

In case you are wondering, this was a knot referral.
 
Ed you did the correct thing

I always say no pay no play

on the booking form it states that its held for 7x days only and after that first in first served

no answer and someone else book, then he misses out
 
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