Introducing price to people you know are expecting much less.

To many ads? Support ODJT and see no ads!
P

Papa Deuce

Mac Daddy DJ
Aug 8, 2006
19,843
594
64
Valley Forge Area
I had a guy call me this morning. He was curious about a small event in April. He is expecting 60 people for a birthday party. Before we talked about price I could tell he was thinking less than my price, and I guessed, by a pretty good margin.

So, I never really felt comfortable about introducing my price,but finally I did, since he didn't ask... His budget was $300 - $400. I can't do parties at that price.

But I always feel uncomforatble talking to people about price for such small crowds. You just know that the folks are not expecting to pay as much as most of us charge.

When do you bring up 'price"? Do you do it first? Do you wait for them?

I have no problem talking price with people for weddings or corporate events. people seem to have a fair idea of what to expect. It is all the small, personal events, that I have a problem with talking about my price.

Any thoughts?
 
Papa:

Just curious...Is your "party" rate the same as your "wedding" rate?

Kirby
 
Papa what day is the event on. If its a date you havent booked yet are the chances you are going to book still high. If its a date other than a Saturday this is probly an easy event getting you some extra cash.

Now to answer your question I get all the details, time, date, location and what they are looking for, meaning how do they envision the night. I then paint a picture with all this info. Then start asking questions like, does this sound like what you had in mind? Do you want your quests to have the best time ever? Do you want your quests to walk away at nights end saying I had a blast thanks for inviting me lets do it again next week?

Now if their budget is $400 and you need $500 to do the event if the customer said yes to all the questions above they will probly go ahead and hire you. Simply put paint the picture so well that they know they have to have you and sometimes the extra money isnt a problem. But sometimes they will say I need to check around, but here is the catch. If you did paint that picture in their mind it will be hard for them to forget and they will then have to struggle with the other calls to get that picture out.

The biggest struggle with price is with ourselves. We find it hard to believe that people are looking for price yet we ourselves are always looking for the deal. We have lost the art of the sale, never assume the customer cannot afford you, give them reason to afford you.
 
the dogman said:
Papa what day is the event on. If its a date you havent booked yet are the chances you are going to book still high. If its a date other than a Saturday this is probly an easy event getting you some extra cash.

Now to answer your question I get all the details, time, date, location and what they are looking for, meaning how do they envision the night. I then paint a picture with all this info. Then start asking questions like, does this sound like what you had in mind? Do you want your quests to have the best time ever? Do you want your quests to walk away at nights end saying I had a blast thanks for inviting me lets do it again next week?

Now if their budget is $400 and you need $500 to do the event if the customer said yes to all the questions above they will probly go ahead and hire you. Simply put paint the picture so well that they know they have to have you and sometimes the extra money isnt a problem. But sometimes they will say I need to check around, but here is the catch. If you did paint that picture in their mind it will be hard for them to forget and they will then have to struggle with the other calls to get that picture out.

The biggest struggle with price is with ourselves. We find it hard to believe that people are looking for price yet we ourselves are always looking for the deal. We have lost the art of the sale, never assume the customer cannot afford you, give them reason to afford you.
Click to expand...



Bravo...... "The Art Of The Sale"....Love It!!

I am going to make a couple of assumptions here.....first off you are meeting with them in person....not on the phone or over E-Mail. Secondly you can see by there reaction they like the picture you've painted. This is the critical part of the sale....You get immediate feedback via body language, comments, that what you're selling, their buying. Try getting those same reads over the phone, or in an E-Mail....won't happen. Without body language it's hard to tell whether you have made contact.....words are cheap, they can simply tell you what you want to hear....facial expressions, the eyes don't lie..........

People are creatures of habit....We always want to feel we got a "Deal"......We don't like thinking we have paid too much......or were taken advantage of................
 
I have to disagree about the "meeting in person" part.

I've been told....by MOST of my customers, that they were tired of the "used car sales" approach by DJs who wanted to MEET before giving a price.

They all said that it was refreshing that I was able to give my pricing over the phone---saving everyone valuable time in the process.

Now, that said....I do meet with the prospects when they say something like "We want to hire you, but...." -OR- "we've narrowed down our choices to you and one other company"

As far as these CHEAP birthday party gigs.......leave them to the newbies!!!

Concentrate on weddings, anniversaries, corporates, or any other event that will appreciate the higher level of production quality of a DJ-emcee.
 
Every profitable business needs positive cash flow. While I understand and appreciate the need and value of sticking to one's price, every now and then it doesn't hurt to do one of these gigs and use the money to pay some bills.

If you would otherwise be sitting at home that night, and you didn't have plans with your spouse, then what's the harm in doing the gig, taking the money, and paying the phone bill for 6 months?

During the 90's I once did a Halloween party on short notice. It was a bar holding their annual party and their DJ bailed on them. They were nowhere near my price, but the gig sounded like it might be fun so I took it.

It led to a 2-year regular Tuesday night gig and about half a dozen weddings.

So you never know.
 
so far this year I've posted my prices on my website.
hopefully they've seen it before they call me, so they know what I'm going to say.
I've been trying this and I like that fact that when someone calls me, they just have to give me the event info and then which package they wanted to take.
I try to paint a picture when I describe the packages on my site instead of itemizing what is included.
this also gets rid of anyone who wants to pay $300 for like 8 hrs.
But I do agree with John Allo, however there is always a line to be drawn somewhere when it becomes totally not worth the trouble.
 
DJMC said:
I have to disagree about the "meeting in person" part.

I've been told....by MOST of my customers, that they were tired of the "used car sales" approach by DJs who wanted to MEET before giving a price.

They all said that it was refreshing that I was able to give my pricing over the phone---saving everyone valuable time in the process.

Now, that said....I do meet with the prospects when they say something like "We want to hire you, but...." -OR- "we've narrowed down our choices to you and one other company"

As far as these CHEAP birthday party gigs.......leave them to the newbies!!!

Concentrate on weddings, anniversaries, corporates, or any other event that will appreciate the higher level of production quality of a DJ-emcee.
Click to expand...


I can appreciate your position as respects "The Used Car Salesman" approach.....their's nothing worse.....

However back to the whole "Professionalism" concept, I was not advocating the "Used car Salesmen Approach". Believe it or not there are some very professional ways to contact prospects, diseminate your information, and answer questions, and move on. I try and get the cost out right up front.....and carry it from there. If no interest....move on.

I think a personal visit only emphasizes your interest. I do have to qualify that what I speak to here are Parties, anniversaries, corporates....no weddings... My goal is to have a physical meeting by the second contact, or walk away from the biz..........
 
Kirby Ball said:
Papa:

Just curious...Is your "party" rate the same as your "wedding" rate?

Kirby
Click to expand...

Absolutely... except bubble parties and morning parties that don't interfere with the big part of the day.
 
I'm not sure what it is you're afraid of?

Why not simply ask them what they intend to budget for this?

I always ask people to tell me a little bit about what they are planning, what they would like to have done or included, and then ask them where they have set their budget.

This way I can tell them right up front if they are being realistic, and whether or not the answer they are looking for is something that I can help them with.

Saves us both a lot of time, since I'm either going to come up with the perfect solution to their problem, or I'm going to refer them to where they need to be looking.

You can't get your price until you know who's actually offering!
 
Get the book called

Selling the Invisible by Harry Beckwith.

It is available in audio book format also.

An awesome insight into how to sell the service industry. Redoing almost all of my marketing materials since reading this book. It truly is a must read.
 
Papa Deuce said:
I have no problem talking price with people for weddings or corporate events. people seem to have a fair idea of what to expect. It is all the small, personal events, that I have a problem with talking about my price.

Any thoughts?
Click to expand...

Perhaps you should just stop them at the door? Obviously small functions are not your thing. They do exist and that's why there's another service provider waiting in the wings for this type of client.

Simply explain that it is not profitable for you to take small functions. You can't go to the store and buy just a few slices of the good bread. If all you want is a couple of sandwiches, you'll have to buy the bargin bread.
 
DJMC said:
As far as these CHEAP birthday party gigs.......leave them to the newbies!!!
Click to expand...

Watch it Matt.

I make quite a nice sum doing these cheap gigs. They're frequent and usually within 5 miles. It's not hard for people to put these little events together with all the $150-$200 VFW/Elks/Legion halls around.

For me, $75/hr for casual dancing and dining is like stealing money. I have many repeat clients that are now more like friends that pay me. They all have big 3 generation families that are constantly renting a hall for something.

I might be working more, but I'm turning a profit, having fun and getting more exposure than you can shake your tail feather at.

For every pot of gold you're out there hunting for, I'm picking up buckets full of loose change.
.
 
Flyingdjdan said:
Get the book called

Selling the Invisible by Harry Beckwith.

It is available in audio book format also.

An awesome insight into how to sell the service industry. Redoing almost all of my marketing materials since reading this book. It truly is a must read.
Click to expand...


Have it and read it. Personally, I think it is overrated.
 
Flyingdjdan said:
Get the book called

Selling the Invisible by Harry Beckwith.

It is available in audio book format also.

An awesome insight into how to sell the service industry. Redoing almost all of my marketing materials since reading this book. It truly is a must read.
Click to expand...

Since I'm always looking for something new to read, I have requested this title and 2 others from the library to check out.

If I can even pull out a few gems out of these books, I figure that my time will be well spent reading them.

Thanks
 
Request Line Productions said:

Watch it Matt.


For me, $75/hr for casual dancing and dining is like stealing money. I have many repeat clients that are now more like friends that pay me. They all have big 3 generation families that are constantly renting a hall for something.
Click to expand...


So if I understand you, you would do a 3 Hour anniversary/birthday party for $225? I just quoted $450 for the same here, and I probably won't get it....."No warm and fuzzy" feeling after the phone call. In my mind I can't leave the house for less than $250. Maybe I'm wrong? How much equipment do you set up for the 3 hour party?
Just curious.....
 
You must log in or register to reply here.
Top Bottom
Back