Category Archives: Sales

When to Walk Away from a Prospect

by Stacy Zemon

It’s an asset to have confidence in your talent and the value that you bring to a client’s event. It’s also an asset to realize that there are some people that can’t be pleased — no matter what. A wise sales person knows when to move on and to not take the word [...]

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Commanding a Premium Price for Your Services

by Stacy Zemon
Going in to a meeting with a prospect, you have to assume that she/he wants to save money rather than spend more of it, so DJs who position their services in the premium price range have an immediate challenge. However, with the right formula, you can earn the right to charge clients [...]

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Summer is Hot – Are Your Sales?

by Jerry Bazata
Many DJs find it comforting to blame a slim Summer booking calendar on people being away on vacation or on taking Fridays off for a long weekend.
If you prefer being profitable over being comforted, here’s how you can make your sales sizzle and beat the heat during July and August or any time [...]

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Telephone Tips to Stimulate Sales

Effective Communications over the phone can generate opportunities resulting in sales!
Here’s what do you need to know so that your conversations don’t come to an abrupt ending and your voice mail message are not responded to with the dreaded “Delete Key”!
Catching Someone’s Attention
Start a conversation by introducing yourself, your company and role, and your location. [...]

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How NOT to Sell on Price

Sooner or later prospects are going to ask you about your price. Some will ask before they agree to a meeting. Some will ask during your presentation. Yet others will politely wait until you have finished speaking. No matter what questions you ask or how well you have described your services, a prospect still [...]

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Pricing Competitively

As Mobile Disc Jockeys we have a lot of roles to juggle: Emcee, Event Planner/Coordinator, Music Programmer/Mixer, Audio and Lighting Technician and Roadie.
Experienced pros have the ability to “read” a crowd to ensure our music and actions are in line with their desires. What’s more, we can teach participation dances, as well as hosting [...]

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Tips to Master the Art of Selling

At its core, selling is the art of persuasion, which is based on relationships. Your success in selling your DJ services is determined by your ability to quickly form quality relationships with prospects. This can be established by actively listening to them, asking questions to gain information, fulfilling their needs, and demonstrating your credibility.
1. Listen [...]

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Building Your Sales Core Competencies

I hear it all of the time from DJs. “The economy is so bad in my marketplace and my competitors undercut me so badly, I’m afraid it’s all going to destroy my bottom-line!” I’ll tell you what I tell them: While those issues are valid they DON’T have to determine the success of [...]

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How to Price Your DJ Services

As professional mobile disc jockeys we are also Emcee’s, Interactive Party Hosts, Event Coordinators, Music Programmers and Audio and Lighting Technicians. What’s more, we can teach participation dances, and host contests and games. Do we warrant a premium fee? You bet we do. Just remember to always be worth your asking fee, and always give [...]

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