One of the best ways to grow your disc jockey business is to get referrals from past clients. Because the referring party has pre-sold your services, the new prospect is much easier to close than any cold calls. Many DJs find that after a couple of years, the most significant percentage of their business comes from referrals. In addition, most successful disc jockeys have a formal plan to increase their referral business.
Here are some tips on how to turn your past clients into your best advertisement:
Event Follow Up
Immediately after every event, send a “thank you” card or letter along with a “Client Satisfaction Survey” with a postage-paid envelope, some business cards and a brochure. Also consider including a coupon for a discount on their next event (or a friends).
Fee-Based Referrals
Set up a plan to compensate anyone that refers you new clients. It can be a one time fee, a percentage of the total booking amount or small incentives such as movie tickets or gift certificates. It is not uncommon for a mobile entertainer to pay a 10%-20% fee or “kickback” to past clients.
Setup Partnerships
Partner with companies that offer complimentary products to your service. Network with all the photographers, videographers, facility managers and other professionals in your market and offer them a fee for any referrals AND offer to send them referrals as well.
Setup Testimonials
After an event is over and you have provided excellent service, don’t be afraid to ask the customer for a testimonial that you can use in your marketing efforts. These testimonials can be quite powerful and act almost as “referral”.
If you take these tips and develop the habit of asking your clients for referrals (and testimonials) after providing great service, you will reap the rewards of your efforts.
