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]

Here’s an etiquette tip.  During a recent workshop I had the pleasure of conducting I went around the room of seated attendees and introduced myself.  I made it a point to specifically greet them by name, smile, look them in the eye and then outstretched my hand to touch both internally and externally the person I was trying to connect with.  NOT ONE of the workshop attendees stood up to shake my hand. Proper etiquette states that when someone introduces himself or herself to you and you are seated and they are standing that you stand up, look them in the eyes and extend your hand and with a firm but warm handshake to make ... [read more]

This week we continue where we left off last week in regards to Being A Chameleon in situations.  How’s your dining etiquette? You may or may not eat at your events but if you do you definitely should know proper etiquette for fancy or not so fancy meals.     What about your vocabulary?  You have to be able to adjust your vocabulary and mannerisms to fit any situation.  This is why I’m also not a big fan of scripting your entire presentation as you don’t always know in advan... [read more]

This is Part 2 of our article Solving Problems Is Priceless, exclusively here at MobileBeat.com.   Last week we talked about that money wasn’t the cure to your problems, but yet setting good habits is.  It’s important that you find ways to tackle and improve on existing challenges that you have. For me, a challenge I had was working out of one bank account entirely for my business.  Maybe you’ve been there and maybe you’re still there. When I first read the book “Profit First”, it changed all that for me by outlining a simple way to apply money management to my DJ business by using 5 simple accounts.  I hired ... [read more]

This week we continue with “What’s Your IQ?, Part 3”.  Reinforce your timeline creation and discuss one aspect of the night such as their cake cutting ceremony.  You might say “Before we introduce that moment we will behind the scenes ensure that your cake knife, plate, server, napkin, photographer and parents are in the room and all where they should be before we ever announce it.  Then we’ll also ensure that whatever is happening next after that moment is ready so there’s a smooth transition from one moment to the next, allowing your guests to feel more involved and informed of what is happening during the evening a... [read more]

Setting The Stage in almost any scenario is so important, but especially in the sales world.  This article will help you set the stage in your favor and give you some tips on how to do it more effectively. I first learned of this concept in the book “The Ultimate Sales Machine” by Chet Holmes.  In this book Chet talks about the Threshold Effect. The Threshold Effect states that whenever you walk into a space and meet someone for the first time, you or they are making 11 different assumptions about you or your space, such as “What kind of money do they make?”, “What kind of car do they drive?”  “Are you afflu... [read more]

We wrap up our month long article discussing two of the most common last minute changes and how to handle them.  What do you do if the party gets out of hand...if a guest or two gets a little bit rowdy? I had this happen recently with two younger gentlemen (I’m not sure if they were of true drinking age or not) where they got a little out of hand and began crashing into the head table and I see it literally starting to topple.  Two of the ushers stepped in along with the Groom and handled the situation. Have you had that kind of discussion with your clients? Finally, what are your Plan B’s and Plan C’s if... [read more]