Don't just sit by the phone -- make it
Is your calendar as full as you would
like it to be? Do people know how to find you when they
need a Mobile or Club 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 in 2003!
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?
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 knowl. Expand your circle
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
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
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
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
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 DJ/MUSIC 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
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
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
DjDennis is the
moderator for several wedding/DJ sites and is the C/o
President of the Australian National Dj Association (ANDJA).