STOP SELLING ( My NEW Way of Working )
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- Опубліковано 1 сер 2024
- STOP SELLING ( My NEW Way of Working )
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Hey Jason, I agree with this a lot actually and it’s a great way to get your clients foot in the door. Maybe they do t have the extra funds at that time to book an ‘enchancement’ but once they book the dj services first, then they can follow you more, see how the other things can help make their vision a reality, and make you not sound like a ‘saleman’ and try and get them for more things like uplighting, CO2, sax person etc until the planning takes more form over time. Good topic!!
This is good, as long as the client knows in advance that you have what they need to make their vision come to life as they prepare for the big day. A lot of people don’t know what uplighting or effects are and they are usually not the priority. It’s better not to throw it all at them in one shot.
I don’t even mention it on the sales call. But we email-drip them every 60 days with soft sell mentions of it
Since going off on my own, I always told couples there's no need to add items at the time of booking. In fact, during my consultations I do not reference enhancements at all unless they bring it up. We can always add items later on once they get a better sense of their budget, the vision, etc. The key is to secure the DJ they want to be a part of their celebration and make sure they connect. I always honor the prices they received at the time of inquiry to give them that sense of comfort that things will increase. In addition, I allow couples to modify things if their needs change... adding that extra layer of flexibility. It's shocking to see how many companies require enhancements to be added at the time of booking or scare couples by saying prices will change or things wont be available.
I listened to everything that was said and I am 50/50 about it. Some people might look at it like you're trying to scam them to get more money out of them. And i see it from your point of view. Everyone is different and I'll have to give it a try. Thanks for the information.
💯 Agreed. The old saying goes true. People will buy more from people they like!!!
This is a great tip!! Thanks as always for this 🔑🔑🔑
Glad you liked it!
I do the same
I let them know what I offer but only ask them book for main reception everything else can be decided later down the road
Love it
Good video...I understand where you are coming from. We offer a large price to book DJ service (unlike our competition who offers that "trick low price" and then compounds it with additional services.) So we do the opposite, offer a large buy-in for DJ services (guaranteed money) and offer lower-priced additional services. More importantly, as I sit here doing our taxes...I wonder? Are your DJs considered employees or sub-contractors? Is there a benefit to using one or the other in our profession? Maybe a DJ tax video in the future?? Keep rockin....
Booked my first couple without going into all the details. They wanted me. Paid my deposit. Explained that we can pick what they want and need during the planning process. Leveling up the #janiway 😂🎉
hell yeh
Hey Jason yes I remember you mentioned it on Monday, and you really got me thinking as I've been thinking to see what we can do differently in 2024. Thank you again Mom & and I will see you next Monday 🙌
Let me know if you try it out!
@@Jason_JaniIn the works as we speak and have an upcoming wedding show to try it out 🙌👍
I agree with this. I do think its more of a trend right now. People are just hiring me (as the talent), and then adding enhancements later, when they are more in tune with their budget. I've also been encouraging other DJs to do the same, instead of the all inclusive packages. Lighting at one time was really important but now its more of a mature service, that everyone has seen. I found only about 60% of people hired us with uplighting last year, when just a few years ago it was nearly 100%. I've told DJs that you better start finding a base level of your service because people are going to start asking you the question, whats the price without the lighting or without the photobooth. You need a DJ only price. Thanks JJ
Hey Bobby, Happy 2024. Thank you for sharing your insight here!
I dunno about this approach Jason. I definitely see your point of view about gaining the trust of the client and so forth, but I think that there are some add-ons you can see right away, that you don't really need to wait for or try to upsell later. For example, if a client came to me and said I want you to DJ my 400-person wedding. I wouldn't just give them my DJ rate, I would give the DJ rate, an upgraded sound system rate, lighting, sparklers/dry ice... They don't have to book it all, but at least put it on their radar with a brochure. The follow-up email is usually inquiring about the services above, asking for more details. So do I not provide any more details and tell them "We can definitely discuss these at a later date after you book the DJ services."? No, I would typically give the client all the info and the client would say yes, that sounds like it's what we want and add it in. So technically, I just sold the client on the full package, pre-dj sale. I also feel like enhancements are "nice to haves". There is a huge chance of you not being able to sell a client on an upsell at a later date because they exhausted their budget already with other vendors. Like I said, I see your point, and I am glad it's working out for you, but I am not too sure how this would work for me/my market.
1000% Agree
Thank you
Jason you're doing what General Contractor do.. they give you a one off price lets say $4000 for kitchen renovations. You sign a contract and eight months later your $4000 budget is now $6000 to complete the scope of the work. That's a little deceiving and can land you a day in court. I think it's best to tell the client that they are signing up for a basic Jason Jani Package and they can add services down the road if they desire. This way they are prepared to spend additional money if it becomes available. If you're not telling the client this basic little fact, then it's totally annoying to be upsold once a contract is signed and executed.
Your analogy is not correct. If a GC sells a kitchen renovation and asks for more money to complete the work as contracted, then yes that opens up the GC to litigation. However, if a couple adds enhancements, the scope of work changes and the DJ has the right to charge for this enhancement
If you’re booking 2 years in advance makes sense because things change and new products come out in the market. I book no less than 6 months and I don’t want to hold a couples hand for 2 years back and fourth emails. I typically get in touch with the couple 1 month before the event and take it from there.
I think you are missing the point. I give them all of the pricing for everything they want day one, WHAT I AM NOT DOING is DECIEVING anyone. I am avoiding making couples pick services off a menu or list or sheet without having tghee concrete idea of what they acutally will have in terms of a party bc when they book 2 years in advance how do they know if they need uplighting or not?? -- The point is to change direction what has always been to what people are receiving now as a secure way to plan out a wedding with a trusted person on their team and not just a vender.
@@Jason_Jani if you’re giving all the pricing upfront, then it makes sense because when you book 2 years out in advance, and I did mention this in a previous comment things change, new technologies, new products come out and something even more important I believe is the number of people that they’re having at their reception may change. They may have invited 200 guest, but only 100 replies came back so at that point they may just want to tone it down a little bit or the inverse can happen they invited 200 and 300 people showing up and at that point they may wanna kick it up all in all great content. I’ve been doing this for over 40 years and I can honestly say I’ve been through a lot of weddings, and I’ve seen a lot as well.