By Robert Riley, “DJ Mastermind”
Do your clients really listen to you, or do they just pay “ear service.” Do you make suggestions that your clients follow or do you find time and time again your clients telling you how the day will be and not taking your advice. If you’re finding that your clients are not listening to you, maybe it’s the way you’re presenting your ideas.
An Eye Opener
This week, I was asked to by a fellow DJ to shadow him during one of his client meetings because he has been having trouble upselling his clients. It was an eye opener. The DJ, although very smart and knowledgeable, was horrible at selling his bride.
Almost the entire meeting revolved around music. What song will be played and when. There was no conversation about interaction with the guests, creating special moments for the VIPS or about the range of services he offers.
After talking with him about his meeting, I asked if he would like to shadow me on one of mine? He said he would love to. So I scheduled a meeting with a prospect at one of my favorite sandwich shops, McAlister’s Deli.
The meeting was scheduled for 6:00 pm and we arrived a half hour early. One of the reasons I love McAlister’s is their sweet tea. In the south there is nothing better than fresh brewed ice-cold sweet tea. So I ordered a glass for both of us and I purchased a $60 gift card that I leave with the manager on duty. That card is used to purchase anything my prospects want and the rest given to the cashier that checked them out.
Needless to say the cashiers at McAlister’s LOVE me, and we always get special treatment when we go in there. P.S. They also learn my name very quickly.
My Presentation
Once we have our tea I set up the table for the meeting, Laptop with Key point presentation, iPad for notes, and IPhone with Dropvox setup.
This meeting was an initial consultation with a bride, groom and mother. Basically the exact same type of meeting the DJ that I was shadowing had just a few days before, During our phone conversation, I got some basic information, such as wedding colors (peacock colors), bride and grooms name (Jessica and David), how they met (She hit him with her car), First date, (Olive Garden) and how the proposal went (Florida on the beach). Getting this information is not hard, Brides love to share their “Love Story,” all you have to do is ask.
Asking preliminary questions gives me the ability to start customizing my presentation to them including background colors for the key point presentation, the start of an enhanced introduction during the grand entrance - with sound effects, designing a monogram for the presentation, even going so far as to reach out on Facebook and grabbing the picture of their names in the sand from their trip to Florida.
This is just the beginning of each and every meeting I have with my clients. The rest of the time is spent talking about them – how they met, what they like, how we can customize their day to fit them, their guests and their VIPS.
Tips and Tricks
Here are a few of tips that can help your sales presentation close the deal:
Tip #1: Buy your prospects dinner, or at least something to drink during your meeting, afterall, you’re asking them to spend over a thousand dollars with you so you can at least pony up a few bucks to spend on them, which can help to seal the deal.
Tip #2: Use a laptop. I use a MacBook that has a key point presentation on it designed to help me sell whatever section we are talking about. It could be the ceremony, it could be the Grand Entrance, and it could be up lighting or dancing on the clouds.
Tip #3: Use DropVox, or some kind of recording device to record the meeting. How can you tell what you sound like or the emotions your clients used if you only take notes? Maybe they’ll tell you a story during the meeting that you can use during their wedding or perhaps they’ll tell you something special about one of their guests. Dropvox allows you to record the meeting and store it in dropbox folder to replay at a later time.
Tip #4: If you use a key point or PowerPoint presentation, change the background to match their colors. Customize your presentation to your client, make it all about them! Use their names on the opening slide. Make it special!
Tip#5: Show your clients an Agenda or Timeline from a previous wedding, Show them your notes, show them how you use phonetics to write their VIPS names, Show them that your going to be keeping them on schedule.
Tip #6: Last but not least, demonstrate your knowledge. Talk about the history of cake cutting, why do we do it, the reason the groom and groomsmen stand to the right, and remind them that a reception is about the celebration with their guests.
Going the extra mile to impress prospects and clients will pay you dividends in bookings and referrals!
