Category Archives: Building A Better Business

Never Let Them See You Sweat

By Mike Walter

There was a very popular ad campaign for Dry Idea when I was a kid.  If you’re my age or older you probably remember it.  It featured a number of people from various professions talking about the “nevers” in their career and they always ended with: “never let ‘em see you sweat.”  One, for example, was a stand-up comic who said the nevers in comedy were, “never follow a better comedian, never give a heckler the last word and, no matter how bad a joke bombs, never let ‘em see you sweat.” I grew up with that as a mantra and it’s stuck with me to this day.

I thought about that message twice in the same day recently.  Alex Trebek, he of Jeopardy fame, made a video to get the word out that he had been diagnosed with stage 4 pancreatic cancer.  Trebek, who any public speaker has to admire for his polish, professionalism, and incredible pronunciation skills, produced a video that is equal parts uplifting and humorous.  He declares that he believes he will beat cancer, finishing with the idea that he has to, because he still has three years left on his contract.  It reminded me of the old Henny Youngman line about his doctor giving him six months to live but when he couldn’t pay his medical bill he gave him six more months (ba dum bum).  Trebek, no doubt, is reeling inside from the news.  At 78, he should have many years in front of him, but who knows now.  Pancreatic cancer is a tough one.  But instead of looking scared or forlorn, the video shows him focused and determined. He is the quintessential professional, as he’s been his entire career, and no matter what deodorant he uses (do they even make Dry Idea anymore?) he has channeled that decades-old ad campaign.

The same day Trebek made his announcement, R Kelly was interviewed on CBS by Gayle King.    The interview didn’t reveal anything new (Kelly vehemently denies the allegations that are so thoroughly laid out in the documentary Surviving R Kelly) but the interview made news for King’s grace under pressure.  Indeed, there is one image (that became an instant meme) of Kelly standing up and screaming while King sits in her chair calmly, not even looking at him.  If you look up “grace under pressure,” you should see that picture.

How does one maintain such poise? How does someone faced with the worse possible diagnosis make a video that is so uplifting?

Surely, experience is a factor. It’s doubtful that Trebek or King could have been so controlled in their first few years of broadcasting. Preparation has something to do with it as well.  We don’t know how long Trebek prepared for his video.  He might have taken days to get all the sobbing out before he hit record. And, no doubt, King knew that Kelly may explode when confronted with the disgusting allegations from the documentary, so she was ready for it.

However they did it, as a fellow public speaker, I admired both moments.  Things happen at my events that pale in comparison to what Trebek and King were dealing with, yet I often get flustered.  I often react one way and then moments later think of a better way to handle things.  How can I channel both of these professionals the next time I’m faced with something like a wedding cake toppling over or two bridesmaids getting into a fight on the dance floor?  I want to be as polished and smooth and I believe that awareness is a big factor.  Knowing how high the bar is set helps one jump higher.

I was in my teens when I first heard the catch phrase: “Never let ‘em see you sweat.”  It comes up often in any performance job because things happen spontaneously.  We can only hope to handle them as well as Alex Trebek and Gayle King did on that same day in early March of 2019.  We should set our sights at being as unflappable as they both appeared, hopefully we can get close to it.  That’s my goal anyway.

Want vs. Need

By Mitch Taylor

I was tuned in to the TV recently and I’m constantly amazed at the barrage of ads and messages sent to us regarding products and services.  Target marketing has been around for years and of course my kids (and present company included, of course) are prone to seeing a brand, ad or message and immediately saying “I WANT that!” or I NEED that!”

Have you thought about how WANT vs NEED relates to your own business?  We’ve all seen the postings on social media that state DJs are not a “need” but a “want.”  I’m not here to debate that issue in this space (although I have my thoughts) other than to say that the key in selling and marketing is HOW to make your business go from “Well I want to hire a DJ” to “I NEED to hire ____” with the blank of course being filled by YOU.

In your conversation on the phone one of the best ways to go from WANT to NEED is asking the question “What is the biggest struggle you are having planning your event?”  Be candid with them so they, in turn, can be candid with you.

This goes back to building the relationship.

Ask yourself this and answer honestly: When was the last time a bride or client changed their date to book YOU? If this is happening to you on more than a couple times a year then CONGRATULATIONS! You’re doing all the right things to continue setting yourself apart and I’m sure your calendar is full or close to full.  If this situation hasn’t happened to you in a while or has NEVER happened then it’s time to re-evaluate your service offerings and what you are attempting to sell to your clients.

 

Mitch Taylor has worked in the Mobile Disc Jockey industry for over two decades, first cutting his teeth as an on-board club DJ for Carnival Cruise Lines. In addition to owning and operating Taylored Weddings in the Upper Peninsula of Michigan, he is a sought-after speaker and Gitomer Certified Advisor whose sales training, books, coaching and workshops are in high demand all over the country. 

 

 

DJ resolutions you should keep

By DJ Rachel Lynch

If you’re looking for the secret to drop 25 lbs while still hitting up the late night menu at Wendy’s or fix the current state of hip-hop this blog won’t be much help. However, DJs are always looking to do the job better, faster, and easier. With 2019 in full swing, here are some tips to do just that.  Abraham Lincoln once said, “Give me six hours to chop down a tree, and I will spend the first four sharpening the axe.” Meaning, find the best tool for the job and perfect the process. Here are some things you can do RIGHT NOW to start 2019 off on the right foot.

Consider Hydraulic/Lift Assist Stands– Sticker shock tends to deter some DJs from investing in these however they were my BEST purchase of 2018. If you’re on the fence, consider this. Lifting an object that weighs 10 lbs puts approximately 100 lbs of pressure on your lower back. With the average human torso weighing 105 lbs that 10 lb object adds up to 1,150 lbs (now think of your speakers and do the math). Having a speaker stand that can share some of the workloads is a smart move. You and your back are worth the investment.

Elevate Working Surfaces– Working from a comfortable height will elevate your performance and prevent unnecessary injury. Flight cases and equipment have become slimmer over the years causing the modern Dj’s working height to be reduced. Consider sourcing a table with adjustable legs or buying one that gets your gear to navel height.  Using the lid of your flight or controller case is also helpful to raise those platters and jog- wheels. If you’re tall, try bed risers. The goal? Work from a surface where your wrists are neutral with your gear. I challenge you to evaluate your posture when you DJ, you’ll be surprised at how bad we are to our bodies when we mix. If your back and neck hurt after an event this may be why.

Productive Pack Up– After a gig, the first thing on a DJ’s mind is getting out of there as quickly as possible. Over the years I have learned that despite the urgency to hurry up and leave, taking a few extra minutes to pack up properly has saved boatloads of time. One of the biggest mistakes I made was letting a “good samaritan” help me pack up. The next event took almost 30 minutes longer to set up because the cables were mismatched, tangled, and I couldn’t locate what I needed easily. Your clean up should be as neat and as systematic as the setup. It will save you time and money in the long run instead of having to repurchase things that are misplaced or accidentally left behind. Another time saver tip is to leave whatever you can pre-wired. This can be a significant time saver and stress reliever the next time you set up.

Shop Smart– Just because something is new doesn’t mean it is good. If you’re in the market for new gear, try renting it first. Take time at home to get comfortable with it. Run through the setup and breakdown. Test it with your other equipment. Is it comfortable? Consider the Weight? Portability? Practicality? Does it do what it claims? Do you have to have it? Are the newest features worth paying top dollar for? It may be better to consider last year’s model or buying something second hand. Chances are you’ll get a steep discount and still get the upgrade you’re looking for.

Forget the To-Do List– I said it. Stop making to-do lists. Wanting to start a website for your business? Do you need to back up your hard drive? Or deal with the check engine light on your DJ van? Throw Out your to-do list and get it on a calendar. What’s the difference? The paradox of choice. With a to-do-list there too much freedom. We often do the most pleasant tasks first versus the more complex ones. Or we push off tasks that seem less important until they become significant. The loose wheel on your Dj cart that you meant to fix since last month is much easier deal with at home on a Sunday versus fixing it when it when it breaks at 1:00 a.m. while using it. Having actions items a calendar (with a set date) will help you solidify your commitments and visually help you see if you can take any more on. It will also help you focus on tasks that have the most impact and reorganize those of less priority.

Keep Going– It is essential to set some realistic goals and strategies to ensure you are at the top of your game. If you aren’t, I guarantee you the competition is. So my last tip to making the most of 2019 is to not coast on your previous success but rather use the momentum to ride a bigger wave. If you had your highest number of events booked or were the most profitable, you had ever been, great! But that doesn’t guarantee you anything. Success isn’t accidental or lazy. It’s a direct result of preparing, planning, and aligning your time with your goals. Get back to work and keep challenging yourself.

Fun, creative, and ambitious, 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: facebook.com/DJRachelRLynch

Stop, think and realize…

By Tony Fernandez

 Before we begin, let me give a little background…

I remember when record pools actually serviced RECORDS.  They sent out boxes of vinyl.  You’d get a box a month, sometimes two.  About 20-30 pieces in the box.  You’d get cool stuff, hot stuff, new stuff, white label stuff, and junk.  Part of the deal was to listen to all of the product and give feed back to the pool director.  This information would be passed along to the record labels so they could get grass roots/direct response from the streets and clubs.

Let me take a beat here and point out this isn’t about glorifying wax. Far from it. This is more about how record pools fulfill what a DJ requires nowadays.

Every week, if not every day, there are posts all over the DJ boards and DJ groups that ask…

What’s the best pool?

I have a Jewish wedding coming up; I need a pool that has Jewish music.

I have a Quinceañera, I need a pool for Spanish music.

can’t find a pool that has the tracks I need, which pool does?

I can’t exactly pinpoint the moment things changed… when pools went from being a vehicle to service promotional releases to working DJs providing ANYTHING any DJ may want.  And not only anything, but unlimited access to entire databases, back catalogs, site libraries, and remixes; all for $9.99 a month.

I’m not going to get on my soapbox (today) about how absurd and unrealistic that expectation is. But stop and THINK where else in the consumer market can you get unlimited access to obtain content (be it physical or digital) for $10-$20 bucks a month… and it’s OK?

Where do you think that pittance of a fee goes? How do you think these “pools” offer unlimited downloads for content that has bootlegs, unsanctioned remixes and older music that isn’t being worked by the A&R / promotional divisions of record labels?

DJs need to stop, think and realize that their $9.99 a month doesn’t entitle them to download the host server.  And the “pools” that offer this service are doing NO ONE a favor.  I’ll spell it out… Pools that offer the sun, moon and stars for less than an over the top lunch at Applebee’s are not operating completely above board.

But I digress…

What I am going to pontificate on is the expectations of DJs and how those expectations need to be grounded in reality not in desire, want, or need.

Let me make a quick stipulation here.  I get that as DJs we need music.  It’s at the core of what we do.  It’s our life blood. Without music, we wouldn’t be DJs. I also get that as DJs, we will go through ALL KINDS of hoops, obstacles, mazes, and land mines to obtain tracks and (re)mixes to songs we deem important. We gotta have the dope stuff by any means necessary. I get it.

However…. It’s not the role of the record pool to stockpile your cupboard. It’s not the role of record pools to provide every DJ with EVERY possible piece of music, old, new, hot, different, ethnic or obscure.  There aren’t Indian music record pools.  There aren’t Psycho House Dubstep record pools. There aren’t 80’s music record pools. Guess what DJ’s?  If you wanted 80’s music serviced to you, you needed to be born in the 60’s.  If you need 80’s music today for a corporate event, buy it.

DJs need to realize that music content is a product.  These products are items that require money in exchange for use.  Money that goes to the artists that own the copyright.  (And notice I said ‘use’ and not ownership.  We don’t own the music we buy.  The people that own the copyright do.  We’ll go over that some other time…)

Bottom line… music is our inventory.  We have to keep a fresh supply.  If you’re savvy, you don’t count on one source or have a limited set of suppliers to keep that inventory intact.  There is no single record pool that is one-stop shop.  There is no record pool that is all things to all DJs.  As such, you just might have BUY a track or three here and there.  It’s not the fault, or the responsibility of the record pool if it doesn’t have a track you “need”.   You can blame the record labels for not servicing the pools.

I gotta go do my homework and collect my new tracks.  Keep ‘em spinning.

Based out of Richmond, VA, DJ Tony Fernandez has been a DJ, Remixer, Producer, Musical Soothsayer and Audio Gear Oracle since 1980. Find him on Facebook. Email djtonytf@gmail.com

It’s never too early to start reading your crowd

By DJ Rachel Lynch

Dinner music is an excellent opportunity to gauge what type of crowd you have and help set the tone for the night. Think of dinner and cocktail music like paint primer. The better job you do to prep the wall, the better the finished outcome will be.

DJs who have a great dinner or cocktail crate may do a decent job with a “set it and forget it” playlist as they have built the list with years of experience.  Since they feel that they already put in the work ahead of time they may decide to use dinner/cocktail downtime to time to eat, relax a bit before the party, use the phone, smoke, etc.  Sadly, this mindless and relaxed approach is a missed opportunity for DJs to connect with the guests in a subtle but powerful way.

Adding to this passive approach is the assumption that nobody is actively listening to the DJ because they are engaged in conversation or enjoying food and drink. I disagree completely. Dinner time is when a DJ should work the hardest to understand who is in front of them and what music directions they can approach later on. Dinner/cocktail time is a smart way to take risks and try different stuff to see how it feels. Dinner/cocktail music can be a fun part of the evening if a Dj is really focused on the task.

Things I ask myself during dinner/cocktail music:

How engaged are they? Who are my dancers? Who is there for the free food only? Who is taking advantage of the open bar? Who’s sitting with who? Who are my “party people”? What are the age groups here? Are there any cultural considerations?  Who’s signing lyrics while sipping their wine? Are there foot taps from anyone? Is anyone bobbing their head? Are people smiling? Etc.

Nonverbal cues during dinner will absolutely help a DJ smash the night. Don’t miss the chance to own your audience!

About:
Fun, creative, and ambitious, 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: facebook.com/DJRachelRLynch

Treat yourself well and you’ll perform at your best level

By Mike Walter:

I made a very mature decision the other day.  It was a Thursday night and a friend of mine called me to see if I wanted to hang out. I like going out with this guy because we have a ton in common and usually wind up chatting into the wee hours of the morning.  Plus we’re both beer lovers so we often wind up at a table piled with empty pint glasses and taking Ubers home.  But I had a busy weekend staring me in the face, with weddings on Friday, Saturday and Sunday and then an industry event on Monday.

So I passed on his invitation.

It’s something I hated doing but for the sake of those events, and the clients who put their faith in me to perform at my best at their weddings, it was the right thing to do.

I make plenty of decisions like that throughout the year that help me be the best possible MC and DJ I can be.  Most of my health and fitness decisions are based solely on the fact that I know I perform better when I’m in better shape.  I look better in my suit, I don’t get winded when I move around and dance (which I do all gig long) and my knees and back aren’t aching by dinner time.  Deep down, I’m a fat kid at heart.  I literally have to play mind games with myself to keep from skipping workouts and not having that whole pizza pie that I’d like to devour in one sitting.  My motivation is my career and my desire to be my best.

And like I said in the introduction to this blog, I will often make decisions about going out (or not going out) based on my upcoming event schedule.  It’s mature (and some would argue dorky) but I know that I’m not my sharpest after a late night out, especially if that night included a generous amount of alcohol. We don’t have one of those jobs where you can drag yourself in bleary-eyed and perform half-assed and call it a day.  Our clients rely on us and I think we owe it to them to show up at their events in the best possible condition we can.  That includes staying fit and getting a good night’s sleep.  I’ve heard Howard Stern interview plenty of lead singers and front men who make the same point.  The bass player of a band can probably get through a show hung over and cranky, but if the lead singer isn’t sharp and his voice is strained from feeling ill and he’s exhausted from partying too hard on the road, the concert will be sub-standard. I’ve always considered what I do to be very similar to the lead singer and front man of a band so I take that advice to heart.  Treat yourself well and you’ll perform at your best level!

By the way, that buddy of mine and I went out the following Tuesday.  We met at a local micro-brew and did indeed stay out late and imbibe a bit too much.  But that Wednesday I had nothing but some office stuff to do so I could get away with it. I honor my clients but I also want to live and enjoy life!

Mike Walter is the proud owner of Elite Entertainment, a Multi-System DJ Company in New Jersey that was recently selected by TheKnot.com and WeddingWire.com as a top Entertainment company in the country.

3 Tips for Wedding Show Success!

By Eric Wenning

Whether you’re a seasoned vet or a novice in this business, at one time or another you’ve probably advertised at a Wedding/Bridal Show (or thought about doing so). What a lot of people don’t understand is there is a lot of psychology required in advertising at these shows: reading people’s reactions, knowing what to say when breaking the ice, your appearance and the appearance of your booth, and so on. All equally important if you’re going to successfully generate leads or even a sale or two. Screw up one and it could turn into a snowball effect and, soon enough, you could be left with a lot of money out of your pocket and no sales to account for it.

Let’s dive into some tips that can help you turn that around…

  • Stop Sounding Like Everyone Else!
    Your opening line to an already anxious bride needs to be something other than, “Do you have a DJ picked out yet?” The majority of brides are going to say “yes” because even though they came to the show, they really just want to grab your brochure and deal with you later. So, the trick is to ask them a question they will say yes to without knowing they are doing it. Here is a question that has made my company tens of thousands of dollars… ready?

“Wanna Play a Game?”

Now I have you scratching your head while you are reading this, don’t I? I have actually hidden a photo of ‘Where’s Waldo’ in my brochures. So I tell them, “Find Waldo in 30 seconds or less and I’ll give you an extra discount off your wedding.” What happens next is amazing. The bride grabs a brochure, the mother grabs a brochure, the maid of honor grabs a brochure, heck even the dad grabs a brochure. Smiling. Laughing. Pointing. Now visualize this, another prospective bride is walking down the aisle and sees a herd of people intently looking at my brochure and seems genuinely interested in what we are offering. We made them curious! You are now creating a buzz around your booth and people want to get in on whatever you have to offer!

  • Give Out a “Yes Bag!”
    Have you ever noticed a bride carrying a bag and the mother or fiancé carrying another bag? Did you know most bride’s have a “Yes Bag” and a “No Bag?” Did I just blow your mind? They don’t want to be rude to your face, so they will politely say, “We’ll look it over and give you a call.” Now, if you give out a bag with your logo on it (you’ve just built rapport with that prospect!) you can then say, “Make this your Yes Bag moving forward (with a wink, of course) and you will get a smile and a giggle, and hopefully a new client too!
  • Brand Your Sweets n’ Treats
    Everyone always hands out candy and treats at their booth. What you need to do is, once again, be different! Brand your sweets n’ treats. Put your brand all over suckers, candy, mints. Anything that will stick out from the rest. Because when those brides get home they will dump their bag all over their table and start to narrow down the yes, maybe and no literature. The more they see your brand/logo everywhere, the better your chances are that they will remember you!

For more information about how to get more leads and sales at your next show, check out our Online Courses at www.wenningmethod.com.

Now go make a Great First Impression!

In addition to his highly successful multi-op business in Pittsburgh, PA, Eric has degrees in Graphic Design and Marketing and also owns a full ad agency that specializes in Social Media Advertising for many different types of companies. For more info or to contact Eric visit www.wenningmethod.com

Stay off your phone!

By Tony Fernandez

The Internet is a glorious thing.  It truly is.  I marvel at the unlimited power and capabilities one has access to with a mere click or keystroke.  Once you get past the click bait, porn, and Russian political meddling, you can actually find some really useful things out there on the world wide web.

What I DON’T understand is why DJs seem to be using the Internet to fill gaps in their repertoire.  I’m not talking about the Spotify/YouTube jocks that can’t even get on the service that doesn’t have ads (I’m sure there is a special ring in Dante’s Inferno for you). . .

And I’m not talking about the yahoos that can’t use Google after people take the time to help, explain, educate, and pass on knowledge… you STILL want a link to click. . .

I’m talking about the DJs that are AT gigs… right in the middle of an event and they are on Facebook and the plethora of DJ pages asking questions like: Where do I place my speakers? The bride just moved the time line, what should I do? And my favorite: What song should I play next?

I’ll tell you what you need to do:  you need to get off your smart phone, put your nose to the grindstone, put on your big boy or big girl pants and FIGURE IT OUT! Yeah l I know you can make the point that the offending DJ is doing that by getting on their device, BUT…   do you see other professionals working and getting on Facebook to ask for suggestions?  I’m sure a lawyer in the middle of a courtroom is going to whip out their iPad and Google a case.  I’m sure a doctor in the middle of a procedure is going to check on a Facebook page to ask how to continue what they are doing. Yeah, right.

Look, I get it, we ALL need help at some point. My self included.  No single human being knows everything – well, maybe one: I saw a piece on a student (from MIT, I believe) that was able to isolate the nerve/electrical impulse that our brain uses to communicate with the mouth.  This student was then able to tap into that connection and convert that electrical impulse into text, which he sent to Google.  So you can ask this student ANYTHING and they would have the answer.

I digress…

There are some really great people on these pages that genuinely and selflessly offer up invaluable information for the sake of being a decent person. They authentically want to help.  What I take umbrage with are DJs doing the asking WHILE at a gig in REAL TIME.  Especially on things they should know.  Specifically: what music to play.  You got ONE job, handle the music.  Handle it before the gig.  And if something comes up during the gig, HANDLE IT.  That’s your job.

How do you even find time at a gig to get on a device to get an answer for something you need immediately?   I would think your time is better served by paying attention to the situation at hand instead of wasting precious time tapping a screen and waiting for a response. And at the risk of sounding like the proverbial old “hey you kids get of my lawn” guy, people were able to use the power of problem solving, cognitive skills and intestinal fortitude BEFORE the Note or iPhone was invented.

I have to go get ready to play to a bunch of college students.  I’m doing my homework NOW.

Keep ‘em spinning.

Based out of Richmond, VA, DJ Tony Fernandez has been a DJ, Remixer, Producer, Musical Soothsayer and Audio Gear Oracle since 1980. Find him on Facebook. Email djtonytf@gmail.com

3 Tips for Wedding Show Success!

By Eric Wenning

Whether you’re a seasoned vet or a novice in this business, at one time or another you’ve probably advertised at a Wedding/Bridal Show (or thought about doing so). What a lot of people don’t understand is there is a lot of psychology required in advertising at these shows: reading people’s reactions, knowing what to say when breaking the ice, your appearance and the appearance of your booth, and so on. All equally important if you’re going to successfully generate leads or even a sale or two. Screw up one and it could turn into a snowball effect and, soon enough, you could be left with a lot of money out of your pocket and no sales to account for it.

Let’s dive into some tips that can help you turn that around…

  • Stop Sounding Like Everyone Else!
    Your opening line to an already anxious bride needs to be something other than, “Do you have a DJ picked out yet?” The majority of brides are going to say “yes” because even though they came to the show, they really just want to grab your brochure and deal with you later. So, the trick is to ask them a question they will say yes to without knowing they are doing it. Here is a question that has made my company tens of thousands of dollars… ready?

“Wanna Play a Game?”

Now I have you scratching your head while you are reading this, don’t I? I have actually hidden a photo of ‘Where’s Waldo’ in my brochures. So I tell them, “Find Waldo in 30 seconds or less and I’ll give you an extra discount off your wedding.” What happens next is amazing. The bride grabs a brochure, the mother grabs a brochure, the maid of honor grabs a brochure, heck even the dad grabs a brochure. Smiling. Laughing. Pointing. Now visualize this, another prospective bride is walking down the aisle and sees a herd of people intently looking at my brochure and seems genuinely interested in what we are offering. We made them curious! You are now creating a buzz around your booth and people want to get in on whatever you have to offer!

  • Give Out a “Yes Bag!”
    Have you ever noticed a bride carrying a bag and the mother or fiancé carrying another bag? Did you know most bride’s have a “Yes Bag” and a “No Bag?” Did I just blow your mind? They don’t want to be rude to your face, so they will politely say, “We’ll look it over and give you a call.” Now, if you give out a bag with your logo on it (you’ve just built rapport with that prospect!) you can then say, “Make this your Yes Bag moving forward (with a wink, of course) and you will get a smile and a giggle, and hopefully a new client too!
  • Brand Your Sweets n’ Treats
    Everyone always hands out candy and treats at their booth. What you need to do is, once again, be different! Brand your sweets n’ treats. Put your brand all over suckers, candy, mints. Anything that will stick out from the rest. Because when those brides get home they will dump their bag all over their table and start to narrow down the yes, maybe and no literature. The more they see your brand/logo everywhere, the better your chances are that they will remember you!

Now go make a Great First Impression!

In addition to his highly successful multi-op business in Pittsburgh, PA, Eric has degrees in Graphic Design and Marketing and also owns a full ad agency that specializes in Social Media Advertising for many different types of companies. For more info or to contact Eric visit www.wenningmethod.com

The Art of The Follow Up (Bridal Show Edition)

By Mitch Taylor

Before we begin, it’s worth mentioning that all bridal shows are not created equal.  It’s up to you to decide if that show is worthy of your investment or not.  How?  Ask around, starting with your fellow DJs and vendors.  What shows have been helpful to them?  What kind of business do they run from a size and service standpoint?  Find a like-minded business in your market.  Take the owner to lunch and ask why they choose the vehicles they choose to advertise in.  Their answers may surprise you.  Oh — and bring a referral or an idea they can use to help their business with you.  Givers gain.

Next, look at the size of the show. How many potential brides attend? This number will be significantly different from the total attendees so be sure you understand the difference before signing on the dotted line. If you are going for volume and willing to price your service accordingly, than a show with a killer marketing piece and several hundred brides may be for you.  If, however, you’re focused on high-end gigs and wanting to build quality relationships, then a smaller venue that allows more interaction with brides would be the best way to go.

OK… so you’ve picked a show.  How do you follow up?  Clue:  Ask them at the show.  Have brides sign up by typing their info into DJ Event Planner at your booth.  This eliminates misreading someone’s handwriting and ensures your message gets where it needs to go. Ask them when they got engaged and what other vendors they’ll be using and take good notes.  This can help you know where they are in the sales process and when it would be best to follow up with them. Brides with dates two or more years out best separated from brides who are looking for things within a year.

Now, based upon how the brides want you to follow up, set up schedule that works for them, not you.  Once a bride is ready to hear from you, put her in your cycle with unique touches designed to help her in the wedding planning process (apply different touches with your email, phone calls, snail mail and Facebook).  Use an email subject line that will make her want to read more.  Above all, your communication with her must be respectful of her time and conversational.

If you’d like a real life example of a follow ups I send my clients, send an email to mitch@tayloredweddings.com with the subject line “dj news bridal show FU” and I’ll get it out to you right away.

Lastly, be real. I often joke with the brides that stop by my booth that half of the information in their bags will end up being thrown out or forgotten in a corner somewhere.  People relate to real.  This is why if you are advertising at a high-volume show with dozens of vendors and hundreds of brides, you need a phenomenal marketing piece that really stands out from the crowd.  By striking up a conversation and genuinely seeking to help, you can cut through the hustle and bustle and get down to what really matters: helping a bride get the wedding she wants.

After all, that’s all sales truly is.  Find a need and fill it.

Mitch Taylor has worked in the Mobile Disc Jockey industry for over two decades, first cutting his teeth as an on-board club DJ for Carnival Cruise Lines. In addition to owning and operating Taylored Weddings in the Upper Peninsula of Michigan, he is a sought-after speaker and Gitomer Certified Advisor whose sales training, books, coaching and workshops are in high demand all over the country. For more info about his Creating Connections books and workshops visit creatingconnections.biz