So how did everything end up after my faux pas the day before at the ceremony?  After the ceremony was over the next day, I was complimented by the Step Father of the bride, by the Father of the Groom, and by the Mother of the Bride after the ceremony about what a wonderful job I did serving as their Officiant.    Here’s the rub.  We’re not always perfect.  No one is. The key thing to note is to take a moment and stop to smell the roses if you will, stop and enjoy life for a minute.  Center yourself around your purpose, your calling and why it is that you do what you do. Some people think our lives are just party-fil... [read more]

The devil is in the details...or sometimes the rusty details if you will.  What do I mean by that….rusty details? Have you ever come back into the thick of event season after a short break and sometimes you find yourself slip back into rote?  Doing the same thing that you’ve always done. If you’re honest with yourself...I bet you have. This happened to me recently and I thought I would share the experience with you here.  I got to a rehearsal after a short break from the season last year and I go into rote. What’s rote? Rote, according to Dictionary.com, is the mechanical or habitual repetition of something to be lear... [read more]

We finish this series with how I ended my email and the outcome of the event itself.  Finally I gave her our 2 goals that we have for any event we partner with a couple on. After that I said this “If that sounds like what you are looking for then I would recommend a time to have a virtual chat with us and see how we can help you further, or if you want to be sure you don't lose your date feel free to call me and we can work out the rest of the details. Ultimately, brides hire us to take responsibility for the success of their wedding day so they can relax and enjoy it.  It's what we do best...that and provide GREAT memories. ... [read more]

We continue to see how the bride responded to my initial reply after the search phase.   “Hi Mitch,Right now the best way to reach me is through email. At this time, I am only looking for DJ services for my reception. Would you be able to supply pricing information for this?” At this point she has asked for pricing twice and wants to pin down to a price, not being satisfied at the range I gave her and asking for a phone call. She specifically said “right now” and “only looking for DJ services” and “pricing information”. Many people would write her off. I didn’t.  In my seminar “ROAR” at MBLV20 I discusse... [read more]

How To Convert Price To Meeting Part 2 We continue this week with why you should study of personalities in converting price to meeting.  It’s really important to do this so that you realize there IS a human being on the other end of this communication that is searching for information to see if you are a good fit for her. Many times we get an inquiry like this and we get disgruntled and complain, “all she wants is a price” (which is true at this point). By taking this extra step it helps us soften that initial response to her a bit. Second, just by looking at her email address (@hotmail) I can fairly assume that she is p... [read more]

How To Convert Price To A Meeting Recently I received an email from a bride who was very short and to the point in her initial inquiry (I’m sure you NEVER get those, do you?). Her inquiry looked something like this. Sharon ****** Address:  1201 Whispering ***** Way, *****, Wisconsin. Email:  Sharon******63@hotmail.com, Telephone: 231-883-****. Best Time To Contact Me: Please email me. Event Date: Saturday July 25th, 2020 Event Type: Wedding. Additional Comments:  Please send information on pricing. Now I don’t know about you, but typically I’ve found it difficult to convert this type of lead. Sales are made on emotion... [read more]

This week we continue where we left off with how to get your client to listen more intently to what you have to say.  Previously I mentioned that it’s important to make your client laugh. I said to the bride we were speaking of that we’re a full-time entertainment company and that since this is our sole income, we have to do a great job for you or we don’t eat….and I like to eat :).  If delivered well that can create a bit of laughter and this bride laughed, and it helped our company connect with her on a deeper level.   Connect with authenticity with your couples, share with them a story that communicate... [read more]

Connecting with authenticity means that you actually create a bond with your clients up front, you actually create a connection and find some common ground. Sometimes this is WAY easier to say than to do.  Some clients you’ll connect with on a deeper level than others. Let me share with you an example of two different phone calls I had with a potential client.     The first one I absolutely connected with them.  We met at a bridal show. She chatted with one of the ladies on my team, Kaylene.  Kaylene made a nice connection with the bride by just commenting on the weather, or something about her attire a... [read more]

Previously we discussed what to do Before The Sale during the Thoughts portion of our HEART acronym.  We continue this week what to do DURING the sale (i.e. after you book but before the event).  During the sale:  Send monthly reminders as to where they are in the process for their planning, NOT just for your role in it (music and entertainment), but for other aspects as well.  This will show you as the expert in the marketplace and also put your name on the tip of their tongue when their friends ask about who they have hired for entertainment for their event.  It also provides VALUE and shows you are thoughtful by bein... [read more]

Attitude Your attitude can make or break the sale.  Period.  During my Creative Consultations seminar I showed a video of a young girl standing on a sink in her family bathroom shouting out her positive daily affirmations in the mirror about what she loved and liked.  Positive thoughts affect positive actions.  Your attitude will make or break not just the sale but relationships as a whole.  You can't let an extreme high or low moment of your day affect the rest of your hour, day, week, month or even year. It’s important that you approach each client the same way…even-keeled.  Think like a quarterback. Quarterback... [read more]