This thought came to me after reading several of Mix's questions about getting gigs.
Whether this advice will be heeded, is another story...but I thought is was worth sharing.
I have a wedding tonight for Aaron and Brianna.
I got the gig, because they were at Gabe and Beth's wedding I did many years ago.
As well as Wyatt and Gabby's wedding I did a little while later...
AND at Gabe's parents' anniversary party...which I also DJ'ed.
Plus, they will be at Lillie and Dustin's wedding I will be doing next Spring.
Of course, we all know the value of repeat business,
but I couldn't help but wonder WHY I was getting repeat business, specifically from this family.
It all started with Gabe's wedding.
I realized that at their wedding, I did nothing special musically.
It was filled with your basic, time tested, dependable favorites (Old Time Rock and Roll).
What made the difference...what made ME their "go to" DJ for the family....was ME!
It was not Mike Foxx the DJ, it was Mike Foxx the person. (or personality)
Any DJ can play the right songs. Cause after all...an Ipod can play the right songs.
I got this gig because of how I talked to a potential client.
That delicate balance of asking them what their vision is for the day...
and not being afraid of making suggestions, to help them avoid a problem.
I went beyond getting details like how many people, and what music they wanted...
I asked them how old they were, what they did for a living, and how they met.
One of my favorite "get to know them" questions...
is asking if the groom will spend most of his time at the bar, or on the dance floor.
The answers are immaterial, it's all just to make it more PERSONAL than PROFESSIONAL.
After my final "week of" conversation, I really felt I had a connection with them.
And, this connection continued at the event.
I meet their parents and their families. I introduced myself, talked about how the day is going,
and told them to let me know if there is any special song they'd like to hear.
If I play that song later, I make sure to send it out to that person.
I also take note of little things that are said, like "Frank is an awful dancer."
Then I try to jokingly say something similar when Frank is on the dance floor.
It's not much, but it creates the feeling that I am part of the gang.
Even better, I use that "research" if there is a repeat gig down the road.
"Hey! How's your mom and dad doing?"
At the end of the night, I always make a big deal about saying GOODBYE!
I take a selfie with the Bride and Groom, and share a few hugs.
Honestly, I don't feel I am a great DJ.
But I am a great "people person".
And people will always prefer to hire a person that they know, and who knows them.
Unless, of course...the gig is just music.
But we all know which kind of gig pays better.
So, Mix...
I have no idea of your talent with music...but I do know that you depend on that talent to get gigs.
The problem is, if you do a gig and play GREAT music, and people dance...
all the guests remember is that the MUSIC was great.
But if you actually ENTERTAIN them, and make friends with them...
they remember YOU, and the great time they had, because of YOU.
And THAT is where you get repeat business.
Whether this advice will be heeded, is another story...but I thought is was worth sharing.
I have a wedding tonight for Aaron and Brianna.
I got the gig, because they were at Gabe and Beth's wedding I did many years ago.
As well as Wyatt and Gabby's wedding I did a little while later...
AND at Gabe's parents' anniversary party...which I also DJ'ed.
Plus, they will be at Lillie and Dustin's wedding I will be doing next Spring.
Of course, we all know the value of repeat business,
but I couldn't help but wonder WHY I was getting repeat business, specifically from this family.
It all started with Gabe's wedding.
I realized that at their wedding, I did nothing special musically.
It was filled with your basic, time tested, dependable favorites (Old Time Rock and Roll).
What made the difference...what made ME their "go to" DJ for the family....was ME!
It was not Mike Foxx the DJ, it was Mike Foxx the person. (or personality)
Any DJ can play the right songs. Cause after all...an Ipod can play the right songs.
I got this gig because of how I talked to a potential client.
That delicate balance of asking them what their vision is for the day...
and not being afraid of making suggestions, to help them avoid a problem.
I went beyond getting details like how many people, and what music they wanted...
I asked them how old they were, what they did for a living, and how they met.
One of my favorite "get to know them" questions...
is asking if the groom will spend most of his time at the bar, or on the dance floor.
The answers are immaterial, it's all just to make it more PERSONAL than PROFESSIONAL.
After my final "week of" conversation, I really felt I had a connection with them.
And, this connection continued at the event.
I meet their parents and their families. I introduced myself, talked about how the day is going,
and told them to let me know if there is any special song they'd like to hear.
If I play that song later, I make sure to send it out to that person.
I also take note of little things that are said, like "Frank is an awful dancer."
Then I try to jokingly say something similar when Frank is on the dance floor.
It's not much, but it creates the feeling that I am part of the gang.
Even better, I use that "research" if there is a repeat gig down the road.
"Hey! How's your mom and dad doing?"
At the end of the night, I always make a big deal about saying GOODBYE!
I take a selfie with the Bride and Groom, and share a few hugs.
Honestly, I don't feel I am a great DJ.
But I am a great "people person".
And people will always prefer to hire a person that they know, and who knows them.
Unless, of course...the gig is just music.
But we all know which kind of gig pays better.
So, Mix...
I have no idea of your talent with music...but I do know that you depend on that talent to get gigs.
The problem is, if you do a gig and play GREAT music, and people dance...
all the guests remember is that the MUSIC was great.
But if you actually ENTERTAIN them, and make friends with them...
they remember YOU, and the great time they had, because of YOU.
And THAT is where you get repeat business.