Making the Upsell

November 3, 2015 by Geoff Carlisle

When talking with a client about their special event, do you listen? Really listen?

Many times clients will tell you exactly what they want. So know you can explain what they need! Just listen. “I want a Fairy Tale themed party for my 16 year old daughter, she is our only daughter & I want to make it special”. What does that tell you? What is your next question? Mine would be – Describe what  special means?

There is a technique that I learned a few years ago in Improve Training called, “Yes, And”.Wedd 5 (640x426)

When the mom says we are looking for a very colorful, princess style decorations. I would then say “Yes and we could really create that princess feel by projecting special lighting onto the walls, provide soft color around the room”

It’s all about listening to their desires & helping paint a picture. How well you paint the picture to make them use all of their senses will determine if they say YES?

I’m the first to say that some clients want it all without understanding what it takes or cost to deliver it all. But painting the picture with several extra add ons allows you to cut some without eliminating the WOW!


Geoff Carlisle Geoff Carlisle (18 Posts)

Geoff Carlisle has owned and operated JAMM Entertainment Services, Inc in the Birmingham, Alabama area for over 33 years. His company does over 400 events a year including Full Event Production, Energetic DJs, Photo Booths & Décor Lighting. They specialize in creating a custom design approach for each client and. Overall JAMM Entertainment Services will provide event services for a wide range of clients this year including Colleges, Schools, Weddings, Corporate & Non-Profit Organizations. Geoff is also special in the DJ industry as he was the co-presenter of the School dance seminar at the first Mobile Beat DJ Show and Conference in 1997, since then he has spoken at several other Mobile Beat DJ shows, & collaborated with many national entertainment company owners.

Filed Under: Events, Everything Else, Lighting, Sales & Marketing