20% off all classes for NAME members

All NAME Members get 20% off ALL classes
visit our website or Call 267-625-3227 to register

Please visit our Website for information on DJ Classes in-person or on line at http://www.djentertainmentschool.com

NAME members get 20% off all classes

20% off ALL classes For NAME members. Inquire on our website or call 267-625-3227 to register

Please visit our Website for information on DJ Classes in-person or on line at http://www.djentertainmentschool.com

Sales and Selling Yourself

Sales and Selling Yourself

You sell yourself in many ways. The first is selling to your clients through advertising or Trade (Bridal) shows. All of this should be also funneled to your website which should also be built simple and informative and enough to close sales for you. In order to satisfy your customers needs you must find out exactly what they want and let them know exactly what you can offer them. Building a Q & A sheet for your business can help you and others sell parties for your company in the correct manner. Make sure all of your materials like business cards and brochures look real nice and they are not cheaply made because it says a lot about you and your company. It is all about appearance and first impressions. Be excited (even when you are not) when you talk to potential clients, talk to them with sincerity and make sure you can project to them that you really care about one of the most special days of their lives turns out. Make sure you can convey to them that you will be in control of the party while listening to exactly what they (your clients) want.

Leaving a good voicemail

Leaving a good voicemail

The client has already made contact . The goal is to have them make contact again , at a time where you can convince them to book . In order to do that you need to get their attention via voicemail.

The optimal voicemail length is 18 to 30 seconds. Every additional second after 30 causes a decrease in results by 2%.

Prioritize what is going to grab the client . If you use all of the elements we just discussed, will it all fit ? Nope . Pick what you feel is most important to the client and work down. Let them know you will also be sending an email and get ALL of the information into that email. At the end of the email ask for the best contact time.

What were their actions? Had they called you first? Had you met them at a show? Did their friend recommend?

Bait : Discounts

Popular date

Value

What should their next action be ?

The cold calling voicemail

To begin the discussion of voicemail, it’s important to have an understanding of the first call sequence or script. When preparing for a first call, you should be able to fill in the following 5 points:

Opening Statement: Introduce yourself, what company you work for and why you’re calling.

Trust Ladder: To build rapport, start as high up the trust ladder as possible.

Positioning Statement: How is what your company offers different from competitors in your industry?

Cool Feature and Key Benefit: What can you do for the prospect that shows quantitative benefit?

Proof Story: Why should your prospect believe you?

Send an email: Per my voicemail

Voicemail #2

Refer to the last contact or voicemail. Ask for the best time to call.

Send an email: Per my voicemail

Leaving a good Follow up voicemail

We don’t want to call for the sake of getting through our tasks. Call for the sake of catching the client’s attention.

The client has already made contact. The goal is to have them make contact again, at a time where you can convince them to book. In order to do that you need to get their attention via voicemail.

The optimal voicemail length is 18 to 30 seconds. Every additional second after 30 causes a decrease in results by 2%.

Prioritize and target what is going to grab the client. If you use all of the elements we just discussed, will it all fit? Nope. Pick what you feel is most important to the client and work down. Let them know you will also be sending an email and get ALL of the information into that email. At the end of the email ask for the best contact time.

What were their actions?

Were they looking at profiles?

Do they have a popular date?

What should their next action be?

Refer to the last contact or voicemail. Ask for the best time to call.

Send an email: Per my voicemail

Gaging and Engaging the Client

Gaging and Engaging the Client

"Gaging the Client"

There are several personality types of clients we deal with on a daily basis. Once you have the basics down on the techniques of sales its important to begin to understand the major component of our sales, the client.

Metaphor: In sales, we have a toolbox. Full of all of our tools that we can use to sell a client. The art within those sales is knowing how and when to use those tools. As well as when to speak and when to listen.

Each of us are aware of the tools we have; including the quality of our packages and services, the reputability of our company, etc..the list goes on. The importance is knowing when to use each of those tools based upon different clients personality types.

When losing physical appeal over the phone, tone goes along way. It is easy to gage or get a feel for the client on the initial phone call and interaction with them.

Open discussion question: What general personality types do you come across with brides?

Of course, the main goal is to go as far as you can with every phone call, but different personality types call for different TLC (tender love and care) and attention through the sales process. I have divided our typical clients into different categories.

Classifications of Bride types:

Shy/Quiet/Awkward/"Not sure": We all know those shy and quiet clients. Who one word every question you ask, whether it permits a one word answer. Sometimes, it can be as painful as pulling teeth.

Ex:

So what do you do?

For the shy and quiet bride it is important to give them direction without sounding bossy or overbearing. You want to get as much information you can from them without totally chasing them away.

Get the basics: their wedding date and venue.

Explain you are always reachable by phone or email. Sometimes I like to emphasis email when you can sense a bride is totally phone shy, and allow them to know its a great communication tool to reach you.

Let them know they have all the resources they need and can find everything they need right on their wedding space including the packages, professionals, etc. So they can locate it at their convenience with their fiance.

Ask to follow up and schedule an appointment at a time when they would be more able (and willing to talk).

Rude/bothered/Rush off the phone: We all have those clients that answer angry or rushed. You have either bothered them at work or they are just not having it, and they will clearly let you know.

Ex:

So what do you do?

As hard is it may be, you want to respond in the sweetest and most polite way possible. Apologizing, of course, for bothering them. The ideal option would be asking when to reschedule a phone conversation, but if you cannot get to that point or commitment, letting them know you will send them over an email with additional information. It is important to confirm the email address or at least e-mail domain you will be sending it to so they know where to expect it. (Side note: with email, make sure you state it could land in their spam folder to ensure they will get it.)

Overly excited, no venue (just got engaged): We all have gotten those brides who are so excited you cannot get a word in otherwise. They just got engaged and you can practically see them gleaming through the phone.

So what do you do?

With this, you want to redirect them and share your excitement. Ensure them, that everything tends to fall into place after they have a confirmed date and venue, but if they know a desired date and city/state that is helpful to start generating pricing and professionals. I assure them I can send over my contact information and general information on our pricing. I will ask them when they hope to have a decision, and will set myself a reminder to reach back then.

Ex:

"Chatty Cathy"/A lot of questions: We all have gotten those brides who are so excited you cannot get a word in otherwise. They like to talk in circles about all aspects of the wedding day. Asking a ton of questions.

So what do you do?

This is good, they are interested! It is important to answer them to the best of your ability, in a nice and confident manor. It will come along way, the client will not only think you are nice but smart and reliable. The key is to use positive connotation and wording. However, you want to give them direction in insuring you stay on a focused track.

The bride that is willing to talk: We all get the occasional bride who is willing to talk.

So what do you do?

For these brides, it's important to be educated and informative. The most efficient want to help them is to ask them "What are you looking for in your ___ services?" to help guide them to a similar fitting package. Instead of going through four photography packages, you will not only loose the client, but will totally waist time. This is an important time to listen rather than speak, and pitch a package accordingly. You always want to slow down and be clear.

The hesitant bride that doesn't trust you: There is always the bride that is hesitant to give out any personal information or her venue location because they are skeptical.

So what do you do?

It is your duty to build trust with this client. Pitch all of the reputable things about the company, ensure you are there for them to help. Tell them you can send over some general information on your pricing to start off. Send them a helpful link to the brochure.

Budget brides: We all have had the bride that makes it known off the bat budget is her main priority. She is clearly "Balling on a budget."

So what do you do?

The best thing to do is ensure that she is in great hands and that you would serve as a great fit. Explian the value of a professional and ask for a few moments to justify your worth. Have a list of techniques and services offered available to present to her in support of your value statement.

Key components to consider, from your initial contact/first conversation with a bride:

Put the client in your shoes... How would you want to be treated? or guided through the process?

Be the brides best friend

-Keep in mind you are helping them for what is in their best interest.

-Let them know you are here for them all the way up to the wedding.

-Be friendly and confident.

Get the information you need to get the ball rolling while not sounding like a robot.

-Atleast their venue, date, and fiance's name (to add a personal touch, this way you can add his name to their website of course!)

Generally pitch the company. I like to include 3 quick points

-Ex:

How long have you been a dj ?

How many weddings have you done?

Give an example of your best review.

What high profile gigs have you done ?

Assure them your contact information will be right in the email so they have it at their convenience

Schedule a follow up phone call.

Closing remarks:

A First impression is everything. A client will remember you over other companies if you keep a pleasant and educated initial pitch.

It's important to alter the way you handle clients and "gage them" based off your initial encounter to help them throughout the process.

After your initial contact with them, they will build trust with you, especially after seeing how wonderful our services are, however, different personalities call for different handling and attention.

Keep positive connotation to keep positive relationships.

Open ended questions: What hardships do you face?

Get HOT LEADS at your event

Getting HOT LEADS at your event

Everyone wants to generate more business. Some DJs COLD CALL, meaning they either call or visit a local establishment and find the manager to try to sell their services. This can be anything from a Bar to a Catering hall to a school. This is just one of the many ways you can increase business for yourself.

The Best sales calls or visits come from LEADS! These are clients interested in you and or your service. You can pay an online service to hand you LEADS but these leads are also going to other people as well so keep that in mind. Leads are also generated if you have a contact form on your website but do you ask them the correct questions?

Every DJ sometime in their career has been asked do you have a card? This is a chance to get a HOT LEAD. Simply ask the client for their information just like you would ask on your online form:

Here are the Questions you need to ask

1. Name
2. Phone Number
3. Email address
4. Type of party
5. Date and time of party
6. Location of party

Once you get this information and it is on the weekend. Follow up with an Email and a call immediately on Monday with another follow up Two days later. After that try again in 3 more days, but if no contact back just wait for the client to decide. You do not want to harass them.

Remember doing the BEST job you can at your events will PAY OFF in the form of these LEADS so make sure the next time Anyone anywhere asks for a card make sure you get their info as well.

Removing fear out of sales and relaxing the client

Removing fear out of sales and relaxing the client

Our main goal, when first meeting a client or Prospect, is to remove fear and allow them to relax. We all have a natural fear of being sold. For this reason, it is important, in your original contact, to create confidence -- not fear. Below are the four steps involved in meeting a client or prospect:

1. Smile almost to the point of grinning. Some people have forgotten how to smile because they don't do it much. The ability to smile pleasantly - - whenever you feel like it or not - - is an important sales skill.
2. Look in their eyes. Shifty-eyed people cause us to question the honesty in their hearts.
3. Greet your client / prospect properly. Study the person you are greeting for a split second and greet them uniquely. This is a great way to focus your attention on their individuality, and to get them to remember you.
4. To shake, or not to shake, that is the question. Many people don't want to be touched by strangers. Don't expect to shake hands unless your client extends their hand. A simple rule is let your client determine if you shake or not. The important thing is to get rid of the idea that you must touch them.