Post by Gareth on Apr 19, 2012 8:08:12 GMT
How Does a Client Choose Their Mobile Disco?
We can glean a lot from talking to clients and potential clients; finding out what's important to them and then responding accordingly. This can be time consuming so we've provided some pointers and the results of our own survey right here...
"I searched the internet and short listed to 5 DJs that I contacted. One of the most important things to us is that the DJ plays some of our favourite songs. They all said yes, so I've still got a short list of 5. How on earth do I choose between them?"
This bride had previously asked for recommendations in her area and none had come forward. She'd never booked disco entertainment before but was very concerned that she chose wisely.
If you were one of the five short listed DJs, how would you give her the confidence to choose and book you? There are a number of things we can do to instill confidence in our potential clients and help with their dilemma.
Email correspondence: Your response shouldn't just detail what you do, but also what the benefits are to clients and their guests. A client wants to know how you can make their event fabulous and memorable. Emails should be written in a friendly way, with accurate spelling and grammar. Short paragraphs also help with readability and flow of your response.
Phone calls: A client will be much more inclined to book you if you appear very experienced, know what you're talking about and are convincing about your sincerity and commitment to their event. Be polite but friendly, professional but not too rigid, answering queries confidently and accurately. Having an elderly relative or child answering the phone on your behalf could damage this confidence.
Easily contactable: Organising an event, party or wedding can be a nightmare. It involves liaising and co-ordinating with a number of different suppliers. The task is made more tedious and difficult if you are hard to reach or don't respond promptly. Consider using redirect services for your telephone when away from your home. This may seem inconvenient, but that two minute telephone call could actually seal the deal and confirm the booking.
Face to face: Offering to meet up with your client can often dispel any niggling doubts they may have. Building a rapport and giving your client confidence is far more effective when you're sat together over a cup of coffee.
Having a contract: A contract, signed by both parties is beneficial to ... well both parties! For the client, it gives them peace of mind that they have a concrete booking and assurance. It also portrays you as experienced and professional. For the DJ, it's a document to refer back to if any of the arrangements are brought into question.
Your contract should state (as a minimum); the day, date, month and year; venue address; client address including email and phone number; times of performance. If any of these things are brought into question, you have it in black & white.
Do you really know what is important to your potential clients and what would influence their decision? We conducted a survey on a bridal forum to gauge the response. The results maybe surprising to some readers...
The top ten in order of importance - as determined by clients!
1. That your DJ is reliable and will turn up.
2. That your DJ will play what you want.
3. That your DJ will make your reception special.
4. That your DJ has back up equipment with them.
5. That your DJ will play what your guests want.
6. That your DJ will be dressed appropriately.
7. That your DJ is cheap.
8. That your DJ holds a current DJ Licence.
9. That your DJ has Public Liability Insurance (PLI).
10.That your DJ's equipment is tested annually for safety (PAT).
Number one goes to 'reliability'! If this is concurrent with most of our potential clients, it stands to reason that building up confidence could be a deciding factor in the selection process.
When writing copy for your website or an email reply to an enquiry, it's worth bearing these points in mind and including them (with, perhaps, less emphasis on equipment, PLI, PAT etc.)
Lastly, actions speak louder than words! A firm handshake and a confident stance with a welcoming smile speaks volumes!
Until next time .... secure those bookings
Paul, Sandy & the AMPdj Team
Thanks to everyone who called to see us at BPM this year - don't forget to check out DJ Hank's video diary (link top right).
We can glean a lot from talking to clients and potential clients; finding out what's important to them and then responding accordingly. This can be time consuming so we've provided some pointers and the results of our own survey right here...
"I searched the internet and short listed to 5 DJs that I contacted. One of the most important things to us is that the DJ plays some of our favourite songs. They all said yes, so I've still got a short list of 5. How on earth do I choose between them?"
This bride had previously asked for recommendations in her area and none had come forward. She'd never booked disco entertainment before but was very concerned that she chose wisely.
If you were one of the five short listed DJs, how would you give her the confidence to choose and book you? There are a number of things we can do to instill confidence in our potential clients and help with their dilemma.
Email correspondence: Your response shouldn't just detail what you do, but also what the benefits are to clients and their guests. A client wants to know how you can make their event fabulous and memorable. Emails should be written in a friendly way, with accurate spelling and grammar. Short paragraphs also help with readability and flow of your response.
Phone calls: A client will be much more inclined to book you if you appear very experienced, know what you're talking about and are convincing about your sincerity and commitment to their event. Be polite but friendly, professional but not too rigid, answering queries confidently and accurately. Having an elderly relative or child answering the phone on your behalf could damage this confidence.
Easily contactable: Organising an event, party or wedding can be a nightmare. It involves liaising and co-ordinating with a number of different suppliers. The task is made more tedious and difficult if you are hard to reach or don't respond promptly. Consider using redirect services for your telephone when away from your home. This may seem inconvenient, but that two minute telephone call could actually seal the deal and confirm the booking.
Face to face: Offering to meet up with your client can often dispel any niggling doubts they may have. Building a rapport and giving your client confidence is far more effective when you're sat together over a cup of coffee.
Having a contract: A contract, signed by both parties is beneficial to ... well both parties! For the client, it gives them peace of mind that they have a concrete booking and assurance. It also portrays you as experienced and professional. For the DJ, it's a document to refer back to if any of the arrangements are brought into question.
Your contract should state (as a minimum); the day, date, month and year; venue address; client address including email and phone number; times of performance. If any of these things are brought into question, you have it in black & white.
Do you really know what is important to your potential clients and what would influence their decision? We conducted a survey on a bridal forum to gauge the response. The results maybe surprising to some readers...
The top ten in order of importance - as determined by clients!
1. That your DJ is reliable and will turn up.
2. That your DJ will play what you want.
3. That your DJ will make your reception special.
4. That your DJ has back up equipment with them.
5. That your DJ will play what your guests want.
6. That your DJ will be dressed appropriately.
7. That your DJ is cheap.
8. That your DJ holds a current DJ Licence.
9. That your DJ has Public Liability Insurance (PLI).
10.That your DJ's equipment is tested annually for safety (PAT).
Number one goes to 'reliability'! If this is concurrent with most of our potential clients, it stands to reason that building up confidence could be a deciding factor in the selection process.
When writing copy for your website or an email reply to an enquiry, it's worth bearing these points in mind and including them (with, perhaps, less emphasis on equipment, PLI, PAT etc.)
Lastly, actions speak louder than words! A firm handshake and a confident stance with a welcoming smile speaks volumes!
Until next time .... secure those bookings
Paul, Sandy & the AMPdj Team
Thanks to everyone who called to see us at BPM this year - don't forget to check out DJ Hank's video diary (link top right).