A cancellation, HOORAY!

[Proformance]

I don't agree with Bob waiting for 30 days. Why should it take that long for a potential client to decide if they want to book the DJ or not?

I'm not waiting at all.
The document simply expires after 30 days if no prescribed action is taken. This is standard contract/offer procedure in ANY form of business.
The default is 30 days because weddings, galas and high profile events are typically booked 18 to 12 months in advance. There is no rush.
The data field is variable. If you inquire about an event just 3 days in advance I can reduce the window to just 24 or 48 hours.

There have been times when I've issued offers to multiple clients on the same day for the same date/time reservation. I often scheduled sales meetings in the office back-to-back (clients may even meet each other on the way in or out.) I also held monthly live open house dance events with Arthur Murray Studios and would have a dozen clients at a time in attendance meeting with prospective DJs, seeing us do mock introductions and first dances, etc.

I'm not sure why so many people have a fundamental misconception of how a successful sales process works.

 

[rickryan.com]

Even if it's the least desirable customer? The one who is buying the least profitable option?
I would be putting my best effort toward the best possible customers.

Venues in my area won't even show you a given space if you can't meet the minimum attendance requirements.
When a sales agent doesn't ask for the sale - it can well be to simply slow things down and make space for the better customer.

If I don't want to work with a client, it's simple, "I'm sorry ma'am but I'm booked." Simple and clean. If I get a deposit from a client then I honor my word to them. They OWN the date, regardless of profitability.

 

[Proformance]

If I don't want to work with a client, it's simple, "I'm sorry ma'am but I'm booked." Simple and clean. If I get a deposit from a client then I honor my word to them. They OWN the date, regardless of profitability.

There's probably a more rewarding way to handle that, something that consistently enhances profitability and credibility rather than simply closing the door on an empty room.

I don't bluff in business, because when it fails I'd be caught in a lie and a lack of credibility is like a flood. The impact pours into every direction and crevice soaking everything we do.

When I don't want to work with someone I give them the logical and real reason. If the reason is purely commercial then directness is the only thing that might move them to a better position. When it's ethical, historical, or safety related they understand that we are incompatible and I will not yield on that point.

 

[rickryan.com]

When I don't want to work with someone I give them the logical and real reason. If the reason is purely commercial then directness is the only thing might move them to a better position. When it's ethical, historical, or safety related they understand that we are incompatible and I will not yield on that point.

The last time I was honest with a jerk client and told them "I don't want to work with you." it ended up with a bad (fake) online review.

 

[MIXMASTERMACHOM]

I say after a potential client has the contract, it shouldn't take 30 days to decide if they want to book you to do an event.

 

[sonic-vision]

I say after a potential client has the contract, it shouldn't take 30 days to decide if they want to book you to do an event.

Right Mixxy. 10 days is long enough!
You book and lose the gig in one post.

 

[tunes4046]

Right Mixxy. 10 days is long enough!
You book and lose the gig in one post.

He never actually books as there is no contract

 

[MIXMASTERMACHOM]

He never actually books as there is no contract

Not true sir. You missed my point. Why should it take 30 days for a potential client to decide if they want you to do an event for them? I say it's about selling yourself so they will decide to book you. Not have them keep looking at other DJs to possibly do the event for them.

I get it if your price is out of what they can afford. If they can't afford you they should look for a DJ they can afford. Hopefully they will find one that will do a good job and they are satisfied with. At times there's room for negotiations and other times the price they want to pay is not worth you doing the event. Let them keep searching.

Sometimes doing an event for a certain price can hurt you in the future.

 

[sonic-vision]

Yep, Free could not be any cheaper.
Next you will be paying for gigs!

 

[tunes4046]

Not true sir. You missed my point. Why should it take 30 days for a potential client to decide if they want you to do an event for them? I say it's about selling yourself so they will decide to book you. Not have them keep looking at other DJs to possibly do the event for them.

I get it if your price is out of what they can afford. If they can't afford you they should look for a DJ they can afford. Hopefully they will find one that will do a good job and they are satisfied with. At times there's room for negotiations and other times the price they want to pay is not worth you doing the event. Let them keep searching.

Sometimes doing an event for a certain price can hurt you in the future.

So you have a contract for every one of your gigs,

 

[Proformance]

The last time I was honest with a jerk client and told them "I don't want to work with you." it ended up with a bad (fake) online review.

Well, that's to be expected if you personalize it. "Tact" is the art of turning what we dislike about them, into a statement about us.

"I don't want to work with you" is judgemental and jarringly personal when in fact, we don't even know these people. It can be true and still unnecessary in every sales presentation.

"I can't and won't be responsible for _______ and if that's a key requirement I don't want to move forward with the rental" is a statement that sets a clear boundary capable of undoing the sale while also taking ownership of the issue.

"I don't think this will be a good fit" is another example. It's easy to say when we're being asked to play Hindi music all night for an Indian wedding with no such experience, but there are other permutations we can phrase to indicate we are not comfortable with our ability to please them.

LOL. I get the same bad (fake) reviews on here - because I respond like it's a staff meeting and don't waste time coddling bad ideas. I'm not selling or buying, not seeking anyone's approval - just a mirror showing the reflection. People hate that.

 

[Proformance]

Why should it take 30 days for a potential client to decide . . .

It might not.
But, when it does - an expiration date stresses the need to commnicate if they don't want the inquiry to fall inactive.

You don't seem to understand to real purpose.
I'm not "holding" anything - I'm simply installing a road block to anyone who would hold a piece of paper and claim they booked me when in fact they failed to perfect the contract and/or deposit within the window of opportunity provided. You can sign the contract today - but if your check doesn't clear and we didn't waive the deposit you have at most 30 days to fix the issue.

 

[MIXMASTERMACHOM]

Well, that's to be expected if you personalize it. "Tact" is the art of turning what we dislike about them, into a statement about us.

"I don't want to work with you" is judgemental and jarringly personal when in fact, we don't even know these people. It can be true and still unnecessary in every sales presentation.

"I can't and won't be responsible for _______ and if that's a key requirement I don't want to move forward with the rental" is a statement that sets a clear boundary capable of undoing the sale while also taking ownership of the issue.

"I don't think this will be a good fit" is another example. It's easy to say when we're being asked to play Hindi music all night for an Indian wedding with no such experience, but there are other permutations we can phrase to indicate we are not comfortable with our ability to please them.

LOL. I get the same bad (fake) reviews on here - because I respond like it's a staff meeting and don't waste time coddling bad ideas. I'm not selling or buying, not seeking anyone's approval - just a mirror showing the reflection. People hate that.

Have there been potential clients you decided that you don't want to work for? In some cases talking to a potential client let's me know to pass on doing an event for them. It can be something as simple as the location for the event.

What about those who are way below the price quote you give them? You quote a price and what they want to pay is ridiculous. You decide to let them keep looking because you're not it.

 

[Proformance]

Have there been potential clients you decided that you don't want to work for?

Generally, no.
You've posed this in a very strange way: "Clients you decided you don't want to work for."

I want to work for every client.
Price is not a qualifier - it's an exchange, and when that exchange is not in balance one of us is going to decline.

DJs with a fixed minimum price are essentially selling a commodity - not a service. That's not hard to do with certain events because the work is so repetitive and DJs focusing on a common event style will promote preset "packages." This is what I did with respect to weddings, etc.

Still, when I see a request that is simple - I'll take it. For a gig 15 min. from my door when I know I can be available - I will deliberately give them a price no other DJ will touch. Why? Because the best work is local work - and to be the name on everyone's tongue we have to be seen doing something memorable that people will talk about. This is how we become the name that everyone knows who does "that thing."

I booked my first $17,000.00 gig 35 years ago, because I dared to take a string of $300 youth dances that no one else wanted. The rest is history.

The reality about this business is that if we're not community based - then we are destined to be a huckster. A huckster is someone who needs to constantly and relentlessly advertise and promote. The customers are flung far and wide and there's no cohesion, no community, and short of a direct 1 to 1 referral - no conversation and no reputation that precedes the seller. The internet may have changed that a bit, however people still live in a community in the real world. Those communities can be professional or civic (or both) but, we need to be a participant, and to be seen.

It would not be unusual for any DJ to discover a local competitor that they never even knew existed, and who consistently out-performs/out-books them due to their widespread familiarity in the community. When most DJs on this board talk about competitors - they talk almost exclusively about the advertising the have seen.

 

[MIXMASTERMACHOM]

Let me keep it simple. Certain situations we used to put ourselves in we don't do anymore. Let another DJ deal with it.

 

[rickryan.com]

Generally, no.
You've posed this in a very strange way: "Clients you decided you don't want to work for."



I booked my first $17,000.00 gig 35 years ago, because I dared to take a string of $300 youth dances that no one else wanted. The rest is history.

It's rare, but I find it strange that you've never had a prospect that you decided you didn't want to work for. I sure have, that's the reason for the initial consultation. I remember one girl, who broadcasted "I'm a PITA!" I listened to what she said during the meeting, saw trouble coming, then politely told her "I'm not the DJ for you. I'm going to take a pass." She got extremely offended, then went online to trash me. Not every would be client is someone you want to be involved with.

As for $300 youth dances, then only thing I ever got from those were more $300 youth dances. Even when I told them, "Don't share how much I'm doing this for." the first thing out of the mouth of a referral from them was "But you did it for $300 for them." Not saying it's not possible to land a $17k event from a $300 referral but, it's never ever happened to me.

 

[tunes4046]

It's rare, but I find it strange that you've never had a prospect that you decided you didn't want to work for. I sure have, that's the reason for the initial consultation. I remember one girl, who broadcasted "I'm a PITA!" I listened to what she said during the meeting, saw trouble coming, then politely told her "I'm not the DJ for you. I'm going to take a pass." She got extremely offended, then went online to trash me. Not every would be client is someone you want to be involved with.

As for $300 youth dances, then only thing I ever got from those were more $300 youth dances. Even when I told them, "Don't share how much I'm doing this for." the first thing out of the mouth of a referral from them was "But you did it for $300 for them." Not saying it's not possible to land a $17k event from a $300 referral but, it's never ever happened to me.

I’ve actually gotten a lot of work from doing free or low priced community events, they see the level of detail and commitment to success you provide on that gig and often they want that for their event, Yes sometimes if they find out what you had charged for the previous event you have a struggle to with the price objections but it’s rarely an issues

 

[Proformance]

It's rare, but I find it strange that you've never had a prospect that you decided you didn't want to work for. I sure have, that's the reason for the initial consultation. I remember one girl, who broadcasted "I'm a PITA!" I listened to what she said during the meeting, saw trouble coming, then politely told her "I'm not the DJ for you. I'm going to take a pass." She got extremely offended, then went online to trash me. Not every would be client is someone you want to be involved with.

I don't understand why you envision so many of these things to be inextricably linked when in reality they are not linked at all, until you engage with it and start that train rolling..

If a bride announced that she was a PITA - my response would be: ". . good luck getting anywhere near my ass because I'll be quite busy focusing on your guests." I can do that with a sense of humor - but, the clear message is: "I'm here for the work, not the drama and I know how to navigate both." Another word for it is boundaries. We can CHOOSE to participate in the drama or we can deflect back to the specific boundary of the role we are selling,

As for $300 youth dances, then only thing I ever got from those were more $300 youth dances. Even when I told them, "Don't share how much I'm doing this for." the first thing out of the mouth of a referral from them was "But you did it for $300 for them." Not saying it's not possible to land a $17k event from a $300 referral but, it's never ever happened to me.

Why on earth would you tell someone to keep your price a secret? It's not only bad for business, it's kind of creepy.
I still do teen dances for $400. I brag about it. It's a community service (and I get to pick the community!)

An event is NOT advertising. It's nothing more than our credibility on display.
Advertise WHO you are and the RANGE of your capability, by being part of something bigger than yourself and it will open doors.

 

[rickryan.com]

Why on earth would you tell someone to keep your price a secret? It's not only bad for business, it's kind of creepy.
I still do teen dances for $400. I brag about it. It's a community service (and I get to pick the community!)

Cheap dates ($300) create demand for more cheap dates. I'm glad it worked out for you (1 event) but my experience has been the opposite. There are times where I will take these types of dates, but I do them for FREE rather than work for a cheap rate.

 

[Proformance]

I'm glad it worked out for you (1 event) but . . .

Why is it your first reflex to backhand or back bite? i.e "1 event"
What I gave you was: "1 example."

It's of no concern to me, but it should be to you. My point is - it's a pattern in the stories you tell about past client's and present prospects. You seem almost obsessed with putting people in their place and I feel like it's the biggest impediment to you getting what you really want.

An extension is this notion that you somehow need be "cheap" and/or "free" - is your community service suddenly more worthy because you give it away?

You've already shown us an example of a bride who passed over your thrift to pay a higher rate for a different DJ, at a different venue. That begs the question: "Why are you still committed to being the lowest cost option even while your prospects are telling you they want better?" Are you simply afraid to quote higher and assume that responsibility? Is it about control?

I get that this is all a sideline for you, and constraints of time/resources are relevent. But man, you gotta figure this self-undermining sales thing out, because you have lots of potential and the only road blocks I can see from this distant view are the ones you throw out by choice.