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Ways To Maximize Bookings |
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Don't just sit by the phone --
make it ring!
Is your calendar as full as you would like it to be? Do
people know how to find you when they need a Mobile DJ?
Are you expanding your customer base? If you didn’t
answer yes to these questions, then it’s time to get to
work! Before you reinvent the wheel, however, check out
this list of 29 ways to maximize your bookings!
1. CHECK YOUR BUSINESS CARD. Do you have a good supply? Is
the information current? Is it a great-looking billboard
for your DJ services? (See Biz Card Awards in MB #58 for
inspiration.)
2. UPDATE YOUR PROMO KIT. All the information should be
current. Are your references up to date? How about your
music list?
3. NETWORK YOUR WAY TO SUCCESS. It’s not who you know,
it’s who can you know. Expand your circle of influence.
4. DON’T BE SO CHEAP! Throw out that cheapo answering
machine and get one that makes you sound as professional
as you are.
5. JOIN YOUR LOCAL CHAMBER OF COMMERCE. Offer to trade
your services for a membership. That way you can showcase
your talents and pick up corporate and other referrals at
the same time.
6. SMILE FOR THE CAMERA! Have a quality video produced,
showing you at your best, or update the one you have. Make
sure your name and phone number are on the label and on
the video.
7. SEND OUT A MAILER OR NEWSLETTER. Let people know where
they can see you regularly. Send it to all past clients
and the great leads in your database. (You have a database
don’t you?)
8. LOOK GOOD IN PRINT. Do you have decent letterhead and
envelopes? Make sure you look as good, if not better in
print than you actually are.
9. CALL SIX PEOPLE EVERY DAY. Call just to say hello and
confirm their information in your database. Ask these
people if they know of anyone who could use a Mobile DJ.
10. KEEP IN TOUCH. Drop a postcard to three previous
clients every day, asking for a referral.
11. CHECK YOUR YELLOW PAGE AD. Are you in the yellow
pages? Are you paying too much? Are you paying too little?
Do you look like you’re easily accessible and ready for
work?
12. READ THE NEWSPAPER DAILY. See who’s getting married,
what corporate events are coming up, and what other
functions could use your services. Note the week’s
social calendar so you can contact those people for next
year’s gig.
13. CHECK YOUR CHECKBOOK. To whom are you writing checks
month after month? Ask these people for referrals. They
get your business - why not get theirs?
14. APPLY YOURSELF. Staple your business card to every
bill payment check you send. They will need a staple
remover to take your card off the check, and will see your
name.
15. WATCH YOUR PRICING. How do your rates compare to the
competition? Strive to offer a good value, but get the
price you deserve.
16. CLEAN UP YOUR ACT. Is your equipment up to date? Do
you have the best in lights, audio and cases? How about
your attire? Could your appearance stand to be updated as
well?
17. TWEAK YOUR MATERIAL. Constantly update your tunes.
Keep in touch with what’s going on in today’s music
scene. Listen to all types of music, not just what you
like personally.
18. BE WELL-READ. Read books on sales and marketing. The
DJ business is market driven. Find out what other
businesses do to create more customer contact.
19. READ THE TRADE MAGAZINES. Keep current. Know what’s
going on around you and in other parts of the world.
20. SPREAD THE WORD. You never know where that next gig is
going to come from. Don’t limit yourself!
21. GET A NAME AND NUMBER. Never quote a price on the
phone without first finding out who’s calling. They
don’t always book you on the phone right away. You might
need a name and phone number to call back.
22. BE PREPARED. Have handy a print piece on yourself that
fits in a #10 envelope. You can also carry these smaller
brochures around with you like business cards. When
you’re at the supermarket and run into someone who needs
your services you can say, "Here’s my card.... and
here’s a brochure, too!"
23. DON’T BE AFRAID TO ASK. Ask every person who books
you if you can use him or her as a reference. They might
even suggest some leads.
24. KNOW YOUR SELF-WORTH. Don’t start hacking away at
your fee if somebody says, "Your price is too
high." Explain the benefits of using you: your
talent, your experience, your past performances. Always
start at the top, you can go down in price later.
25. BE CHARITABLE. Do a couple of gigs for charity every
year. Remember, you get what you give.
26. GET SOME HELP. Read a couple of books on
self-promotion. They’re inexpensive, and they’re in
every major bookstore.
27. IF YOU DON’T ASK, YOU DON’T RECEIVE. When somebody
calls asking about booking you, never end the call without
trying to close a definite date. Never give a price and
then let the caller say, "they’ll get back to
you." Get specifics. Find out what it will take to
book the gig.
28. KEEP YOUR CHIN UP! Don’t let a bad gig get you down.
People can hear it in your voice on the phone or in
person. Clients want to book a DJ who is excited and
confident.
29. COP AN ATTITUDE. Your attitude will make or break you.
People pick up on it and respond accordingly. If you want
to be a success, start believing that you are one!
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