“My problem isn’t actually booking more work for me in the summer, it’s booking more work for my head DJ, who is amazing by the way. Brides think they want me because they read about me on some blog or site… but I am already booked every Saturday except one this summer. I actually had one groom say, ‘I don’t want your second rate DJ.’ Really?!?
Any advice you have about promoting less experienced people in the company would be greatly appreciated. I’ve already decided that these emails to potential clients could come from her. I am in the process of setting that up.
Thanks, you rock!”
Hmmm. It sounds like your sparkling personality is working against you.
There are a few ways to handle this:
- Prepare couples ahead of time if you’re not available, and have them meet with the DJ who’ll be working the wedding, if possible. This will avoid disappointment when they meet and fall in love with you.
- When you get them on the phone, talk up the DJ you have available. Make sure they know they she’s been personally trained by you. Mention a recent wedding, especially if it’s at the same venue, and how happy the couple was with their performance.
- Put together a page on your website to feature each of your DJs and a video slideshow containing testimonials from their happy clients. Build each of them up as a unique, individual talent.
- Price yourself higher than your other DJs. This gives couples an extra incentive to “take the risk” of working with someone other than yourself, and helps boost your profits in alignment with demand.
Being unavailable every Saturday because you’re all booked up is a good thing! When you build up the value of the other DJs working with you, they’ll be booked up in no time, too.
How do you handle booking your less experienced team members?
About the Author
Stephanie Padovani and her husband, Jeff Padovani, are the dynamic husband-wife duo behind Book More Brides, the #1 online resource for transformational marketing, business and motivational strategies for the wedding industry.
Stephanie and Jeff Padovani met and fell in love in the corporate world, and have been working together ever since. They are famous for entertaining and empowering wedding professionals with low cost, effective marketing strategies and powerful “anti-price shopper” communication techniques…that don’t require sleazy, high-pressure sales tactics or competing on price.
Want more wedding business tips? Visit BookMoreBrides.com to get your copy of the free report, “The Price Shopper Email: How to Immediately Convince Brides of Your Value So They’re Primed and Ready to Book.”
Filed Under: Digital DJ, Sales & Marketing
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