Potential clients: tell them what you do first, or ask them what they want first?

[Papa Deuce]

Spinoff of a comment from a RickRyan theard / post I made in that thread.

When you first sit down with a client, do you tell them what you do first? Or do you ask them what they want first?

Personally I tell them what I do and don't do / can do or can't do .... That takes about 5 minutes. Sometimes by that point I know I am not what they are looking for in a DJ, and we can wrap up a meeting quickly. If I ask them what they want first, well sometimes that goes on for 30 minutes or more if I go through all of my questions and they add in whatever else they want to talk about.


You have to remember, though, that I don't work like many DJs. I don't want every potential client to become my client. I like my 10 - 15 parties a year.

 

[Hank Davidson]

When you first sit down with a client, do you tell them what you do first? Or do you ask them what they want first?

It would never get to the sit down unless all that was established first. In my case, what I do and offer is clearly and briefly stated on my website. Most of the referrals or calls that come in already know what I do, but it's the initial email or phone call that addresses all that.

 

[Papa Deuce]

It would never get to the sit down unless all that was established first. In my case, what I do and offer is clearly and briefly stated on my website. Most of the referrals or calls that come in already know what I do, but it's the initial email or phone call that addresses all that.

I agree, but things always seem to be different when we meet than what is said over the phone. I think that is because over the phone you just have one person's view.

 

[Dave Miller]

Mind you, I only do weddings.

When you first sit down with a client, do you tell them what you do first? Or do you ask them what they want first?

Neither.

I ask them about themselves. How did they meet? How long have they been dating? How did the proposal happen? These kinds of questions give great insight into the types of people you're dealing with. Often that discussion will eventually get us talking about their wedding ceremony and reception. If not, then I'll eventually ask them to describe their wedding day.

 

[Hank Davidson]

I agree, but things always seem to be different when we meet than what is said over the phone. I think that is because over the phone you just have one person's view.

Well, then I suppose the polite thing would be to ask them what they want first. Either way, I'm not going much outside of my box.

 

[rickryan.com]

Years ago a friend taught me, "Rick, find your client's pain then prescribe their cure." While I won't go as far as to ask a whole line of personal questions (seems disingenuous, at least it would be if I did it), I also won't start off by giving them my "here's what I do" speech either. I usually start a meeting with a warm handshake, big smile and direct eye contact. I'll then make some brief remark about the day then go directly to asking them about what they are looking/hoping for. As those needs get uncovered it gives me two distinct opportunities; to show them how I'll meet/exceed their expectations and it demonstrates my sincere passion and concern for their event and how I can make it better. It's that last bit of B.S. that they always buy and makes that distinctive "cha-ching" sound. (wink wink).

 

[DJ Ducky]

Most of our potential clients have already received information regarding what we offer and for what price. Our initial face-to-face client meetings usually run as follows:

1. Hi, how are you? Etc.
2. Double-checking date and how are the plans going?
3. Explanation of how we will be taking the notes on what they have so far planned - questions before we begin?
4. Make sure we have full names spelled correctly, along with basics of venue location and number of guests planned.
5. Thought of special songs (1st dance, etc.)? Discussion follows.
6. Present 1-page song planner and multi-page song suggestion sheet for couple to take home - gets the thoughts going.
7. Discuss music likes/dislikes in general.
8. Basic lighting discussion.
9. Basic discussion about venue and other known vendors.
10. Questions?
11. Present and explain contract; offer one for them to take home and discuss.
12. Sometimes, they just book on the spot; otherwise, they tell us whether they plan to book (and get money off parents) or need to think about it.
13. Any more questions?
14. It was delightful to meet you - enjoy the rest of your day!

This whole initial meeting usually takes 30-60 minutes, depending where the conversation goes. Sometimes, I've been asked for advice related to hair, dresses, shoes, and other bridal issues. On rare occasions, we've been asked to recommend photographers, caterers, or cake decorators.

This approach to a meeting is not for all DJs. The J Mac and I decided that we will always listen to our clients and take good notes. YMMV.

 

[ittigger]

I pretty much follow the same.