Are Building Relationships Really That Important?

January 9, 2019 by Rick Parisi

The importance of building relationships is often underestimated in the Wedding/Private Event industry. If you could book 5 out of every 10 leads you meet with, how would you be doing today? If you booked 6,7 or even 9 out of every 10 leads you received , would that be ok? Well, my team and I know before we even meet with a client, if we are going to book them. Most people in general will not believe any “sales person” when they say, “we will book 9 out of every 10 people we meet with. Last time I checked, we do not have any special superpowers so how is this possible?

Imagine having just 1 Venue Owner or 1 Venue Sales Team that exclusively refers you as their preferred DJ. See most people brag about getting placed on a preferred vendor list. This is NOT what I am talking about. Imagine that one person, not just sticking you on the “Preferred Vendor” list, posting it in the depths of their website, and never bringing it up again, but truly advocating for you and literally telling their clients they need to book you. Imagine having 2, 3, 5, or 10 of those venues….. the fact of the matter is that it is more than possible for anyone to network and build a relationship and it has less to do with your skill and knowledge about the profession and industry.

 

 

PLEASE PUT YOUR EGOS ASIDE AND TAKE WHAT I AM GOING TO SAY NEXT SERIOUSLY ….

We all know that people spend tens of thousands of dollars on weddings. Believe it or not, there is a general “booking order” for vendors as it relates to most events but especially weddings. I hope I do not shock you when I say that MOST DJs get booked LAST as it relates to the big 3.

1. Venue and Date
2. Photographer
3. Entertainment

Now, I think it’s fair to say that the most expensive piece of the big three services would be the venue, and a client expects their venue to be (by far) their greatest expense. With the magnitude of that expense comes trust: trust in their venue and the people who run it. Now imagine if the place they spend the most money with, trust the most, and meet with first, tell them that they need to take a look at you and your company months before they would normally meet with any entertainer. What does that do for you? Well, let me tell you.

1. Builds rapport
2. Puts you #1 on their list when you might not have even been on their radar
3. Increases your “booking power”

Now the obvious question is, where do I start?

First place to start is on yourself. MBLV is a great place to learn new skills to help achieve this. Are you likable and personable? I sure hope so considering you’re in a people business. If not, either gain these skills or do not continue reading because the rest will not work.

Assuming you are, the next place to work on is the people that own and run the venue(s) that you want you or your company to spend your time in. Introduce and re-introduce yourself, put yourself out there and talk to these people. It is actually mind-blowing; just the little things that you can do while at a venue to establish a strong rapport with them. Put specific focus on the venues that you enjoy working with and you believe have the most potential for success working with you. It is important that you get on their radar, especially if you are not where you want to be in your industry.

Bottom line is building relationships has and will continue to increased the number of incoming leads which will ultimately increase sales. We know that we will book 95% of the clients that are referred to us by a person or venue that we have built exclusive relationships with. I am a huge sports fan so in baseball if you hit for just half of that percentage you would be in conversation for the G.O.A.T……..Let that marinate

 

Rick Parisi

Marquee Events

 

 

 

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