Mike, I agree, there definitely is a threshold as to just how high you can go in a particular area, regardless of what you offer... but I say let the customer decide based on what they value. Clients in Kleens particular area on avg spend around $1300 in total on the DJ (probably with ceremony, lights, photobooth, etc)... if you give them something to desire that no one else is doing, perhaps they'd pay that little bit more for just the base dj service (we're only talking $200) and cut it from another option you offer like a monogram, or another service like desserts or centerpeices, or just simply increase their budget slightly. Every area experiences increase in costs, just simply due to inflation and the cost of living, so at some point that threshold will jump from $800 to $1000 in Lafayette, LA. and other parts of the country in general. The question is who gets there first and can justify being the first one. Even in NJ we deal with it... people were afraid to touch that $2000 starting point in NJ... now there are a handful dj's with a starting point of $2000-$3000 and they're all keeping plenty busy. And if there isn't a pool large enough of clients willing to pay that in that particular town, then I am sure there are plenty of neighboring areas one can start marketing to as well to add to the calendar. That $200 increase over say 30 weddings, is $6k... covering those investments you made to get to that level and still giving you some extra money in the bank.
It can be done, I dc what anyone says honestly... I've been to plenty of lower income areas to witness first hand people sacrificing or struggling to book my services but doing it because it's part of their vision for their celebration. Parents who are dealing with daughters who refuse to have a sweet 16 unless I'm the dj, and end up holding it in a rec center, or church gym as opposed to a banquet hall to make it happen within their budget. I've had brides who interview $950 dj's, yet for me they're looking at double or triple the cost and struggle for weeks, even months, on what to do and call me back saying they value the entertainment so much that they'd rather spend more to get me and cut out or simplify other things in their wedding. I have videos of so many of these examples.
The wedding I did in the barn last week I think falls in line with the type of income that you and Kleen are referencing. Facility was $1800, food was 2000, photographer 2000, plus officiant/dresses/floral,etc... homemade cupcakes/centerpieces, no limo,. In fact the whole wedding I don't think was more than 12-15k if that. I was $3k or 20-25% of that budget. People are human and even in lower income area's, they will spend more on something if they really value it, even if it means sacrificing something else. Just gotta give them that something special.