Category Archives: Building A Better Business

Tips To Being A Traveling Destination Event DJ

By Brian Buonassissi

People ask me all the time, “How do you get into the destination event DJ business?” usually followed by “How do you make money doing so?”. Both are great questions and I’ll do my best to unpack some tips I’ve learned along the way (some of which weren’t available to me when I started).

Tip #1: NETWORK STRATEGICALLY…

It doesn’t matter what business you are in, networking is essential. But when it comes to destination work, you find that 99.9% of destination clients have destination event planners. How do you find the planners that fit your ideal clientele? Utilize social media! For events, the best platform is Instagram. Search hashtags of areas you want to target such as #hawaiiwedding or a more generic term like #destinationevent. Then without being a stalker, follow and comment on vendor posts that make sense. I’ve booked more business on Instagram this year than in any year prior (I predict it will outpace my website bookings soon). Once the event happens, utilize Instagram again to showcase your work there (with appropriate hashtags) and tag the vendors. Then blog about it (great for SEO).

Tip #2: CONTROL COSTS…

With music going digital, this has made travel events much easier. Most people don’t know this but Guitar Center rents gear and it’s affordable! I rented 2 speakers/stands, a lapel mic and cables for about $100. That’s an insane deal! I have a few different hardware controller options (different sizes/etc.) that I carry-on with me on a plane. Flights, transportation, and accommodations are typically the biggest cost you have – utilize travel websites and apps (message me for specific ones). When I wanted to expand to NYC, I would do an event and not even book a hotel room; just hang out in the City after the event and take the redeye or first early flight the next morning to save costs. Uber and AIRBNB give you many affordable options.

Tip #3: QUOTE WITH ACCURACY AND FLEXIBLITY…

I quote in 2 ways – the first is a buyout for travel (does not include performance fee). Depending on where you go, this can range anywhere from $500-5000 and I include all my travel costs and gear. The 2nd way is to line-item it. With that 2nd option, I give them the option to book transportation/hotel or include as a line item. Most of the time, they have a block on rooms with a minimum and it helps the client to have you on that block. They also may have a transportation option for their guests/vendors to get to hotel/venue. The key is to give your client options. Some love the buyout; others are numbers people and like exact breakdowns. The more flexible you can be, the more jobs you’ll book.

Tip #4: USE TRAVEL AIDS…

When you’re just starting out, as mentioned above, you want to keep costs low. However, there is value for you to using the same services. For instance, Delta is my airline. I use them for just about everything and I acquire points/mileage. Avis is my preferred car rental and so on. As you book more destination events, this tip becomes more useful.

Tip #5: DELIVER THE WOW PERFORMANCE…

I put it last but without this, none of the other stuff maters; you’ll be a “one and done” destination event DJ. One thing I always do is to infuse the performance musically with some of the cultural feel of the location. If I’m in LA, I’m playing some West Coast Hip Hop; in NOLA, I’m adding some Zydeco; in Chi-town I’m dropping some house and “Homecoming”. In Jamaica, you know I’m mixing some Bob Marley. Research the area and know what works there AND with your crowd.

 

Based out of NYC, DJ Brian B is a successful internationally traveling private event DJ/MC. He runs a multi-city mobile DJ/event business with offices in Orange County, Calif, Destin, FL and New York City. You can check him out at djbrianbofficial.com or bboyproductions.com

6 Things Your Bride Won’t Tell You (until it’s too late)

By Glen Ervin:

No one likes a bad review. Especially DJs. Especially on bridal sites such as WeddingWire and The Knot. Bad reviews are, after all, bad for business.

How can you make sure your reviews remain largely five stars? Let’s count the ways…

  1. Map out the major moments

Wedding party introductions, first dance, father/daughter, mother/son, bouquet toss, garter toss, last song – most bride’s are quick to let you know what songs they’d like played; few, however, consider the full impact of their choices. Does the bride want to spend a full four-minute song dancing with her new hubby or would she prefer a quick spin? How long is the groom comfortable dancing with his mom, etc.? Never miss the chance to communicate your concern for your client’s comfort prior to the event.

  1. You had one job

I once managed to screw up “Smith.” Yep. There it was on the grand entrance list the bride had given me: “Smyth.” What she failed to tell me – and I failed to ask – was that it was pronounced “Sm-eye-th.” I have since learned to write EVERY unusual name or spelling – first and last – down pho-net-tic-lee.

  1. The more you know the better the show

It’s one thing to see “Hot In Herre” on a client’s playlist and another to hear from the bride that the song “was our high-school jam and will keep my girls on the floor.” Or that anything by Stevie Wonder will be a big hit with the bride’s mom. That info, and a well-timed spin, is your ticket to greatness. Ask for the story behind the songs.

  1. Establish a do-not play zone

While most brides have no problem giving a DJ the leeway to takes requests, don’t hesitate to ask if there are any songs or genres she prefers not to hear. And be prepared to inform guests that the couple has asked that those songs not be played on “their day” – and to immediately offer said guest the chance to make another request.

  1. Pump up the volume (or not)

Check out the room’s layout in advance and place your gear accordingly, preferably square in front of the dance floor. Elevate your speakers above the heads of those sitting and avoid setting your speakers up near tables. Be willing to adjust levels, as needed. Or be prepared to hear about it.

  1. Degrees of Separation

Strained family relationships happen. And can take sudden unpleasant turns if not pro-actively addressed with your bride prior to your event. So ask if there are any divorces, separations or other family matters you need to be aware of in making your announcements.

Showing the utmost care and sensitivity for your client’s most important day is the surest way to leave a lasting positive impression.

Did I miss anything? Let me know in comments…

After being turned out to pasture following a 16-year club residency, Glen Ervin finds himself gainfully employed as Promo Only sales manager, media consultant and staff writer.

5 Must-Have Apps That Have Made Me More Money

By Brian Buonassissi:

As a small business owner, I’m all about finding the best way to maximize my time and my revenue. Thanks to ever-evolving technology, I’ve come across a few things that have allowed me to both gain some “time back,” without having to hire someone, and make more money along the way.

In no particular order:

TINY CALENDAR

This is an app that syncs with Google Calendar. Google’s calendar app is not user-friendly so I prefer this app instead. I have all of our employees on it and we share our calendars with one another so when we need to schedule meetings, etc., we can manage it all very easily without having to e‐mail, call or text repeatedly. It also keeps me personally organized. With everything being stored online, I never have to worry about losing a paper calendar, journal, etc. I use the free version and it suits my needs perfectly. They have a pro version that you can get if you need it.

WUNDERLIST

This free app is amazing! It’s a to-do list. You can have as many to-do’s as you want and since I have 30 or so employees, I can easily assign tasks, etc. You can also use this online from a computer rather than your phone, if need be. I have multiple lists going and it is a perfect complement to Tiny Calendar.

SLACK

I wanted to find a communication tool that allowed my team and I to communicate easily without having to do so through e‐mail on everything. Enter Slack. I use the free version and it was a game changer for my business. The standalone app is fantastic but also has a desktop app for those who stare at a computer screen all day. If you are a multi‐op, this is a MUST for you and my #1 recommendation.

HOOTSUITE

Wanna be a social media ninja without having to stay online all day? This will manage all of your social media content and will allow you to pre‐schedule posts on all the major social networks. I usually schedule all of mine for a week prior. If something needs to be added last minute, I can jump in and post via the social network of choice. I use the free plan with this as well. To date, this has saved me from having to find a social media person and makes it appear as if I post regularly.

LIVECHAT

This is one the paid service I use. This is a stand‐alone app and works with just about every website type out there. It’s a sales tool and you can capture leads immediately. If you aren’t using this, you need to start. You can turn it on/off at any time. I’ve booked too many shows to count with this service.

These are my Top 5. What about you? Are you using something not on this list?

 

Based out of NYC, DJ Brian B is a successful internationally traveling private event DJ/MC. He runs a multi‐city mobile DJ/event business with offices in Orange County, Calif, Destin, FL and New York City. You can check him out at djbrianbofficial.com or bboyproductions.com

Two Ways & Two Words to be More “Able”

By Mitch Taylor:

“Are you able?” When one hears that question, they may wonder immediately if they are “able-bodied.”  Or they may think of someone asking them to do something and if they can fit it into their busy schedule or not.  Those are good thoughts, but I would encourage you to start thinking of “able” in a different context.

Personable

Are you personable?  Do your actions or words resonate with people?  How do you move people emotionally?  How can you ensure you are more personable with those you come into contact with on a daily basis?

Let’s get down to the nitty-gritty of how to connect with someone and be more personable.

What are the 2 most important words in connecting?  What might you say to become more personable? What words you can use to draw out what is most important to someone?

Really…and?

People love to share stories.  When you use the 2 most important words in connecting you genuinely become interested.  You want to know more.  You gain a deeper level of connection because the person speaking feels engaged and they will go on with their story in greater detail, sharing more intimate details of the situation and providing you with a greater opportunity to connect on a different subject matter or in a different way.

Memorable

Empathy equals excellence.  You create connection when you create an emotional experience for your potential client.  How do you that?  How can you ensure that you’ll stay memorable with that person?  How can you guarantee that they think about you long after you part ways?

Here’s one idea: Hand a card to your clients at end of the sales meeting. This card is good for FREE (insert low cost/high value offer here) when you use the hashtag #InsertYourCompanyHashtagHere and post about your wedding on Instagram, Facebook or Twitter.  Third party advertising is huge and a great way to boost your reach in a market.

Remember: People respond best to a unique advantage.  In order to capitalize on your unique advantage you must be personable and memorable in every point of contact you may have with someone.  The better prepared you are the more effective and enjoyable the experience can be.

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. 

There’s An Edit For Every Event

By: Glen Ervin

If the only tool you have is a hammer, you tend to see every problem as a nail: We’ve all seen that DJ who keeps it real by playing unedited hip-hop at all his events — including your college roommate’s daughter’s Quinceanera (true story).

Don’t be that guy.

You can break the habit of over relying on the same tired tool today with the variety of event-specific edits you’ll find available from licensed services such as Promo Only / POOL.

The Tools that Rule:

 Radio Edits – The Swiss Army knife of edits, radio edits check all the boxes for FCC-compliant play, but can include words that while not obscene aren’t suitable for “polite” play. Recommended for mainstream clubs and adult-driven events

Clean Edits – If words that rhyme with “itch,” “pass,” “well,” and “yo” might get your “putt” in a sling, you’ll want to lean on the family-safe play you’ll find via clean edits. Recommended for family events, mainstream venues & middle- and high-school dances

Intro Edits – Need a few extra beats to nail that next mix? You’ll find 32 of them attached front and back to the original version of all tracks that bear the Intro Edit tag.

Recommended for anywhere mad-mixing skills are required

Quick Edits – Featuring the same 32-beat intros and outros found in POOL Intro Edits, Quick Edits are designed to provide rapid-fire delivery for today’s “don’t bore us, get to the chorus” crowds. Recommended for teen events, early night play, and anytime nothing less than a mega-mix will do

Explicit – Unfiltered and unedited, these are the versions your parents didn’t want you listening to, even on your headphones. P.S. Your mom knew. She always knew. She just pretended she didn’t and hoped you’d grow up to be a doctor. Recommended for mature audiences only

Success is all about having the right tool for the right job.

 Be successful.

After being turned out to pasture following a 16-year club residency, Glen Ervin finds himself gainfully employed as Promo Only sales manager, media consultant and staff writer.

To Be Successful, You Need A System (A Cautionary Tale)

By: Mitch Taylor

Tell me if this sounds familiar.

Person “A” works in an industry for years, learning, implementing, developing excellence in product knowledge and outstanding customer service.  He thinks “Hey!  Why should the owner get all the money?  I should own my own business.”  So Owner A decides to open a new office, hangs his shingle and gets to work.  He does well for a while, working hard to take care of his customers, ensures that each customer is given attention to detail and eventually builds a decent client list.  He hires a person or two but not everyone seems to work out after they are given just a couple days of training and expected to sink or swim.

Person “B” works in an industry for years, learning, implementing, developing excellence in product knowledge and outstanding customer service. He then buys the business he was working in. He gets training in every aspect of his new business, hires staff, trains them properly vs. just throwing them on a computer, and enjoys the fruits of his labor with time off when it’s appropriate.

 Here’s the problem:  Owner A has spent too much time working IN his business vs. ON his business.  He has been focusing on minutiae rather than the big picture of where he wants his business to go 3 years, 5 years, 10 years down the road. He doesn’t reinvest in software that can help actively promote to his customer base.  He instead primarily focuses on sales and customer service (which is VERY important mind you) and fails to outsell his problems in other areas.

Meanwhile Owner B has put systems in place that will run efficiently, trained his staff appropriately and/or hired out experts to handle his business.  He has an active business plan, not just one that was drawn up years ago and filed in a drawer somewhere (if he even had one made at all).  He takes time to re-energize and rewards his staff for a job well done with incentives both personally and professionally.

Here’s the solution:  If you’ve read my new book, Sales 4 Event Pros [link: https://www.createspace.com/5646447 ] you’ve heard me state that there are six facets to any business: sales, marketing, planning, production, performance and operations, collectively referred to as a system. Systems are crucial and MUST be applied to every facet of your business — not just one or two.  Many people dislike the word “systems.”  They think that systems take the human element out of their connection with the client, or that numbers and systems can destroy the heart and soul of a business.  To the contrary, systems allow you to re-energize your heart and soul into your business.  Systems keep you sane.  They are VITAL to the life support of your business.  Without a system in place your business (and your wallet) will flat line.

Maybe you’re reading this right now and thinking “But Mitch, I suck at sales.” or “I’m no good at the operations side of things.”  HIRE people that you trust (interview at least twice and hire once) to handle those situations for you. 

Or know where to get help…

Do you need help at sales?  There’s workshops for that available at www.MitchTaylor.net/workshops or sign up for Jeffrey Gitomer’s Sales Caffeine ezine, or read any Gitomer book.

Need help at marketing?  Read Michael Port’s book Book Yourself Solid or Harry Beckwith’s Selling The Invisible or You, Inc.

Maybe planning is what you need.  Take a course in event planning through Association of Bridal Consultants or attend WeddingMBA.

If you’re looking for help in production and performance, watch improv. Study comedy.  Take Bill Hermann’s “The Entertainment Experience,” available at BillCreates.com.  Some of the best performance-based courses I’ve ever taken have comes from my mentors Mark and Rebecca Ferrell who can be found at MarkFerrell.com.  Randy Bartlett’s Advanced Mic Skills workshop and 1% Solution DVD has also been an integral part of my skill set.

Aah, operations — one of my favorites and quite possibly one of the most neglected aspects of our business.  Systems are extremely crucial here.  Lay out a calendar of when you need to accomplish things.  Set out your workweek in advance.  The best to learn from here is Matt Radicelli of Rock The House in Cleveland, OH.  Matt has recently started coaching entrepreneurs about their business and is well worth your investment.  Another resource for you is sba.gov.  Visit their website and browse areas where you need the most help and seek out trainings that can assist you.

It’s amazing to me how two different businesses, both in the same town, both in the same industry can have two COMPLETELY different outcomes.  Owner A is just going through life, without having a clear path or vision.  He more than likely won’t have anything to sell when he wants to retire because he IS his business.  Owner B can retire whenever he wants, gives back to the community when he can, and invests in his employees as well as new technology for his business.

Which one do you want to be and where do you want to go?  The key is in the work and counsel you seek.  Choose (research) wisely.

 

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. 

3 Ways To Jump Start Your DJ Business

By: DJ Brian B

During the beginning of the year people tend to make New Year’s resolutions, not just personally but also professionally. I’ve never been a fan of this strategy because most people will go overboard with ambition by setting unrealistic goals and by February (or March if they’re lucky), things are back to the status quo.

That said I’ve always been a fan of “jump starts”. The first of the year is a good time to do this but I actually think you should do this 2-3 times a year or whenever your business could use a little kick in the pants. It’s similar to downing a 5-hour energy drink or getting an oil change that gets your vehicle back running smoothly. In doing so, you feel rejuvenated… until you need another jump start.

As it relates to the DJ business, here are 3 ways to jump start your DJ business:

  1. ATTEND AN INDUSTRY SHOW OR WORKSHOP… There are a few DJ shows located throughout the country at various times of the year that make it finding one that’s convenient pretty easy. Chances are your competitors aren’t going to these. This not only sets you apart, but you’ll get a nugget or two that they will not be privy to. Most shows have exhibit halls where you get a chance to see all the new gear (some with discounted show specials for purchase). Another option is to develop your own craft by attending some premium workshops (PHDJ, MarBecca, The Event Experience, etc.). If you’ve “been there done that” with the DJ shows/workshops, why not look into an industry specific show? If you are a wedding DJ, consider the WeddingMBA Show. If you are more of a Corporate Event DJ, consider the TSE Show. Those two have more than just DJs in attendance and you’ll get yet another perspective that may set you a part in the DJ world.
  2. BRING IN A CONSULTANT… From time to time, I want to get an outside perspective on my business. This doesn’t need to be a yearly check-up, although the more you do it, the better off you will be. Look for someone who is ahead of where you are and where you’d like to be. They should look through your entire business (systems, marketing, etc.) and give feedback on things you’re doing right and where you can improve. Invaluable insight can be gained from someone not in your bubble. It has been worth every penny for me to fly in someone and get a day or so of their time. I’ve made that back and then some.
  3. READ… Harry S. Truman said, “Not all readers are leaders, but all leaders are readers.” I firmly believe you should always be reading something. Here are two recommendations for you (note: I’m in no way endorsed by either of these publishers or authors; I’ve just found them to be very helpful for me). The first is “Built To Sell” by John Warrilow and the second is “Profit First” by Mike Michalowicz. Both have fantastic takeaways that can help any business.

Simple steps that allow you to take some time to work ON the business instead of IN the business. If you can do all three, fantastic. If not, pick just one. You will be so glad you did.

 

Based out of NYC, DJ Brian B is a successful nationally traveling private event headlining DJ/MC. He runs a multi-city mobile business with offices in Orange County, Calif, Destin, FL and New York City. You can check find him at djbrianbofficial.com or bboyproductions.com