Weddings Qualifying questions

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karaoke_carlos

karaoke_carlos

New DJ
Jun 30, 2008
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I'm trying to reassess my salesmanship skills. Let's face it, there's quite a bit of selling that comes into place when you're dealing with brides, and we know there's a lot of competition out there.

Would you guys mind sharing some of your "qualifying" questions to get an idea of the bride/groom?
 
karaoke_carlos said:
I'm trying to reassess my salesmanship skills. Let's face it, there's quite a bit of selling that comes into place when you're dealing with brides, and we know there's a lot of competition out there.

Would you guys mind sharing some of your "qualifying" questions to get an idea of the bride/groom?
Click to expand...

I try not to sell anything! I offer me, my services and the tools to make it happen so that all expectations can be met. I WILL however ask for the order/business after I have given my presentation.

My famous last questions.
"If there are no further questions, do you see any other reasons for not going ahead and securing this date TODAY?"
"How will you take care of your deposit, by check or credit card?"
After each question, I do not say a word, I WAIT for an answer!
He who blinks first..............:sqwink:
 
I'm getting a little confused here. I thought qualifying questions were the ones you used to build rapport with the customer. I am looking for the type of questions you ask the first three minutes, before you go into the details of what you do, what makes you different and/or try to close the sale.

The reason I am asking is because I've had a couple of situations lately where I met with the bride and groom and I really just didn't feel the chemistry or the connection with them. I almost felt bad trying to sell them my service, because it just didn't work out right. Most of the time, when I've had a chance to build rapport with a couple, the closing comes naturally.

What I'm trying to do is get a little more "inside their head" before I appeal to their heart. I sure hope that makes sense!
 
I tend to ferrit out bridezillas with questions like:

When thinking about the music for your event is it more important that:

1. You get what you want?
2. Your guests get what they want?
3. A combination?

if the answer is 1, I ask how flexible theya re with that. It has been my experience that if the bride and groom only care about themselves then the wedding is doomed to failure.

Are you a hands-on, detail oriented person that expects to give lots of input, or are you the type of person that says, “I have enough to worry about; I want the DJ to just do their job so I don’t have to think about it”? Or are you more in the middle?

Hands-on and detail-oriented often means micromanagement.

My script is attached.
 

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The J Mac and I mulled over this question during dinner and came to the realization that we don't really ask any "qualifying" questions, per se. When we set up a consultation, the potential client already knows our rate and how to book us. They also know that there is no obligation to book on the spot.

We generally begin a consultation with introductions and explain that we are going to go over the details of the event that they have thus far. Before we begin, we ask them if they have any questions for us.

It all goes from there. We go through the details of the event, including music, and we answer any questions that they have. We also show them photos of our setup, especially if we have any from their chosen venue. After this, we present them with the contract and go over it with them.

A lot of folks book on the spot. Some folks need to double-check with the parents (especially if it's a wedding and a parent is paying for the DJ). Some folks never get back to us at all.

We can usually tell whether a potential client is impressed, more from intuition or how well the consultation goes. If our personalities don't work with theirs, it becomes apparent through the conversation. We never push for a sale; we're very low-pressure salespeople. If they like us, they'll book us. Your mileage may vary. ;)
 
I've been lucky enough to be able to read clients pretty well.

I have no exact list of questions I ask...I go through the conversation wanting to understand what my potential client is really looking for.


Last night I was actually thinking about this just a bit...and I might put on my wedding planner one more question:


What are the grooms expectations from our services?
What are the brides expectations from our services?

Most clients will probably write...play some good music, and entertain the crowd. Which is a great answer.

And if one of them write something more...then I know what else they really want for their event, and I will deliver above and beyond their expectations.


I know it is not necessary...but really...if they tell you what they want in the most general terms....how can you not deliver to their expectations?


This would also be a great qualifying question to see if I am only going to be a "just push play" dj, or if I am actually going to be able to use some skill and judgement to push the party to the maximum results.

As far as the rest of the meeting...I lay out a normal night on what to expect.....find out their times of their actual wedding, supper, yadda yadda yadda, put that into a typical timeline, and they get to see how we sell the flow of the night. Music is one small part of the whole equation.


Here is am I, I, I moment here...but......

After explaining the general timeline of the night with their specifics, they get an understanding that I am very experienced with ensuring a smooth transition of the night. I also think this shows a certain level of commitment and personal attention to their event, which is always a good thing.

If you got the gift of gab...use it in your arsenal. The whole conversation does not 100% have to be about the actual event, there are little things you need to pick up on and ask your clients. Get to know them a bit more on a personal level. I know some people think this is horrible...but you know what....my clients love that I can meet them on a personal level as much as a business level.

This also gives me a chance to mention that of course we need a contract because business is business, and I trust you, but I have gotten burned in the past, which is usually met with positive gestures, and help assures them in the back of their mind, I do need to have a business level as well.

You really need to know where to take a conversation.

I never, and I mean NEVER EVER, give the pricing out right as a client first asks me on the phone. I always tell them a little bit about our services, what we offer, and what we do, before I even get to the pricing. I am met with less resistance once I explain what we do, and why we are a good fit for their event.
 
All my qualifying questions are answered before I meet with them.

1) They know my rate, and are okay with it, pending their satisfaction on all else.

2) If they came in through the webform on my site, which pretty much all do if its not a referral, then I have all the needed info for the event logistics itself.

When I meet with them, I go through my overview on the planning process and go through the timeline and all the different aspects of the event to show them how we will get to their desired end - whatever that may be.

We go over things like my mic/emcee/presentation style in the process, what they are looking for, etc. so any red flags for either side will come out during this time.

As for "qualifying questions" though, they are usually all answered before I talk to them.
 
I changed my recent sales approach as per talking with another DJ. It's resulted in 3 bookings in the past 3 days.

When they call they most likely have called the bigger DJ companies in town and they usually have viewed my website.

I now simply start the sale with what do they have to work with as far as budget. If it's reasonable I tell them what I will provide for the said price. I also tell them available options for more money.
 
Qualifying the client immediately is the best and most productive approach. If they dont have minimal budget then move on.
 
Yes i qualify my callers,

I give them my price when they ask and if they meet it then they are qualified!
 
Tim:

I was talking about the phrase, "ask for the sale". That just is not my style. I encourage them to interview with other DJs and compare. I have good success with this plus I want the client to be happy with their choice.
 
TommyO said:
Tim:

I was talking about the phrase, "ask for the sale". That just is not my style. I encourage them to interview with other DJs and compare. I have good success with this plus I want the client to be happy with their choice.
Click to expand...

IMO, I would never "encourage" them to look at other DJs. That's like saying I don't really want to do your wedding.

I'm not a high prsssure sales guy myself, I too don't want to talke every reception. I pre-qualify them over the phone. People have gotten lazy these days over emails.

If they really want ME as thier DJ, they weill call me...

Do you want to DJ their wedding, ask for the sale!
 
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