Just because you book the client doesn’t mean you don’t speak to them again until it’s 2-4 weeks before their event. After all, the sales process doesn’t stop after you make a sale. It’s a continuous cycle that is ever evolving and yet the steps have remained the same since the beginning.
The only thing that has truly changed is HOW we communicate to our clientele with our delivery methods.
For many of us, that’s the frustrating part. We have to manage SO MANY different platforms today. Instagram, Facebook Page, Facebook, email, internet, text…it’s overwhelming. You can’t force a client into having the communication only where YOU want to have it; today’s client isn’t like that. They want to communicate in the manner in which is most convenient to them. What to do? Save scripts.
If you travel a lot like me, this is an invaluable way to be sure you’re getting back to people in the voice you want to get back to them in and in the medium they wish to communicate. You can’t be trying to figure out what you want to say to a client when you’re traversing gates at an airport or at your kid’s evening game. Speed is the name of the game in communicating with today’s client so you need to setup some ways to stack the deck in your favor to quicken your response time.
My method of choice for this is Google Drive in folders in my business.
I have a parent folder in my Google Drive for my business called Taylored Weddings (simple, right?). From there, I have folders for the six facets of our business: 1. Marketing. 2. Sales. 3. Operations 4. Planning 5. Production and 6. Performance. In my sales folders I have the scripts I created that allow me to have a faster response to a client so I can just go into my sales folder (which also has subset folders for each step of where a client is in the process (Booked, Pending, Active Lead, Followed Up, etc), copy and paste the appropriate response with a quick personalization to that client to freshen it up, and then send.
The end result is happier clients (you got back to them fast!), and a more productive you (GO YOU!)
As a DJ who has reached a pinnacle in their career after 13 years, my view of ‘what a DJ is’ has shifted 180 degrees from when I started. Looking back, I had no idea about the extra skills and flexibility needed beyond the decks and turntables to make it in this business. Even though technology has eased some of the burdens of being a mobile, DJing in 2018 is a job that requires wearing more hats than ever.
I’ve always thought of myself as a terrible salesperson. In fact, every job I have ever held growing up has avoided two things, sales and math (the kind of math I was told I would need growing up and never did). When I decided to become a DJ, I figured it would be a safe way to avoid both. To my surprise, years later I have realized I couldn’t be more wrong. Selling your services is one of the most essential skills to develop as a DJ. One of the most significant changes I made to my sales approach was to stop selling “equipment and years of experience” and start focusing on selling “me and my value as a DJ.” In the absence of value, everyone shops on price. The key is to show them why having YOU as their DJ will positively impact the total experience they are seeking. Personality, charm, wit, kindness, dependability, and approachability are more important than the number of watts on the back of your powered sub. I wish I had embraced this earlier on (and wasn’t so stubborn on doing what I thought DJs did). Sales are a part of what we do.
The Marketing Manager:
Before social media took the world by storm, DJs relied heavily on promoters, the Yellow Pages (I’m dating myself now), word of mouth, business cards, and other less interactive platforms to get their brand out there. While it can be epically overwhelming for those intimidated by technology, it is now the task of a DJ to be involved with selecting the appropriate social media channels for their customer base. I’m not here to tell you how to market but rather why you need to. Word of mouth will always be the best advertising, but unfortunately, DJs working in the current climate will need to do their own promotions, ads, flyers, videos, and social media management if they want to be recognized as a player in this arena. Luckily, there are a lot of great apps that make creating promotional content a breeze. Some of my favorites are Canva, Clips, iMovie, Spark Post, Spark Video, LiveCollage, Grammarly.
The R&D Department:
Music today is being pushed out at an astonishing rate from multiple sources (YouTube, curated Spotify lists, SoundCloud, and other music-related apps). Acquiring music is instantaneous and audiences are becoming more and more savvy about finding the music they love; it’s no longer about what local radio is pumping out. Add shows like X-Factor and The Voice, and music is now so tangled in pop culture that DJing is not just about music anymore; it’s about what’s going on around us, too. Do your homework (unlike you did in middle school) and dedicate some time each week to do some pop culture searches and news. It will keep you fresh and current. Trust me.
The IT Department:
While technology has made DJing much more portable, it has also required DJs to master the tech arena as well. From DMX programming, web design, correctly setting EQ values, to firmware updates and wireless technology, a DJ is also their own personal tech department. Mastering this means research, rolling up your sleeves and getting your hands dirty. Technology is only going to move forward, and we have to, too.
DJing in 2018 is much more complex than two turntables and a microphone. So for those who are just getting started, be prepared to grow and learn in ways you never thought you would.
We are more than “just a DJ.”
Fun, creative, and ambitions, DJ Rachel is making her mark as one of the top mobile DJs in the tri-state area. Her diversity as a DJ allows her to play at events that include MetLife Stadium (for the New York Jets) and serve as opening act for George Clinton Parliament Funkadelic and Gloria Gaynor. For more info visit https://www.facebook.com/DJRachelRLynch/
ADJ is pleased to announce the release of its new myDMX-RM lighting control interface that not only acts as a hardware dongle for the myDMX 3.0 software but also offers internal storage with 16 programmable trigger buttons. This makes the unit ideal for use in a wide variety of situations where simple, standalone lighting control is required.
myDMX is ADJ’s extremely popular multi-platform DMX control software / hardware system (Windows and Mac OSX compatible) that offers an easy-to-use interface, powerful features and an affordable price tag. Featuring a large library of fixture profiles – as well as a custom Profile Editor – it is easy to setup myDMX to control any DMX-compatible lighting or effects equipment. An intuitive interface and powerful features (including a drag-and-drop effects generator) then make programming and controlling complex shows a breeze, while the latest version of the software – 3.0 – also includes additional useful features such as Blind Editing (the ability to change scenes without outputting DMX) and the option to playback multiple scenes at a time.
The myDMX-RM is a robust 19” rack mountable interface that connects a computer running the myDMX 3.0 software, via USB, to a DMX-controllable lighting rig through a standard XLR connection. Out of the box, the unit allows use of myDMX 3.0 Express Mode, which includes all of the standard features needed to setup, program and control a lightshow. It is then possible to upgrade the software (via store.dmxsoft.com) to unlock advanced features such as a 3D Visualizer, MIDI control and ‘Easy Remote’ smartphone/tablet control app).
Through the software it is also possible to assign lighting programs to each of the myDMX-RM’s 16 trigger buttons. These programs are then stored on the device itself and can be recalled, simply by pushing the button, even if the computer running myDMX 3.0 has been disconnected. This makes the unit ideal for use in situations where it isn’t possible to have a lighting operator constantly on hand, for example in a bar, school or event venue.
It is also perfect for use in venues such as lounge clubs where a lighting operator will arrive part way through the day’s operating hours. The venue manager can easily select a pre-programmed ‘warm-up’ Scene, using one of the myDMX-RM’s trigger buttons, when the venue opens. Later, when it’s time to transition from a bar atmosphere to full-on dancing, the lighting operator can hook up their laptop to the interface and seamlessly assume full control of the rig.
Likewise, the unit is ideal for small clubs that can’t justify the expense of a designated lighting operator. The myDMX-RM can be pre-programmed with a variety of different looks and effects which can then easily be triggered by the DJ to complement their musical mix.
Finally, the myDMX-RM can also be used by lighting designers and operators to provide a level of backup against a computer crash. When controlling a rig from myDMX through the myDMX-RM important scenes can be stored on the unit’s internal memory so that if the computer running the software crashes, or stop functioning for any reason, changes to the lightshow can still be made using the RM’s trigger buttons while the computer issue is resolved.
The myDMX-RM’s 16 trigger buttons are all backlit, to provide a simple visual indication of which stored program is currently running. On its back panel, the unit also features both 3-pin and 5-pin XLR sockets meaning that it can easily be connected to any DMX-compatible lighting fixture. The unit allows control of a full DMX universe (512 control channels) in both its Live and Standalone modes, while multiple interfaces can be ‘stacked’ to allow control of two or three universes of DMX channels from a single myDMX program.
“myDMX continues to be extremely popular with many different types of entertainment lighting users”, comments ADJ USA’s National Sales Manager, Alfred Gonzales, “but the new myDMX-RM will open it up for even more potential applications. It’s convenient 19” rack-mount casing and flexible standalone function makes it ideal for installation in a wide variety of venues that need the ability to very simply switch between a variety of pre-programed lighting looks. I’m sure it will appeal to many installers who will be able to go in to a venue, setup an impressive lightshow for their clients, program it using their laptop and then leave just the myDMX-RM to provide the flexibility of selecting different programs without the need for a dedicated computer or for staff to learn how to use the myDMX software.”
Its combination of a tough rack-mountable case, powerful internal memory and flexible trigger buttons make the myDMX-RM the ultimate myDMX 3.0 dongle. It is sure to not only appeal to existing users of the software but also open it up to many new users who have a need for a standalone DMX interface that offers the flexibility of a fully-featured software control solution.