Tag Archives: DJ Business

Communication is Key: Creating Connections w/ Mitch TayloR

By Mitch Taylor:

I don’t know about you but at the age of 42 I find it increasingly difficult to communicate with today’s millennial brides, the majority of who tend to prefer to communicate via email. My assistant (a 24-year-old millennial herself) and I had occasion to discuss this the other day after a bridal show and were amazed that some businesses still use very formal language to communicate with young brides — only to be left wondering why they get no response.

Speak to a prospective bride just as she is speaking to you.  If she’s using short sentences with basic language, do the same. If she mentions descriptive words about her event use those same words in your reply.

Here’s an example of an email recently received and how we handled it to get the appointment:

Hello I am just getting ideas and prices at the moment and I was wondering around what your average pricing would be I would also like the uplighting also an email would prob be the best way to respond thanks for your time.

Amber

My response:

Hi!  How’s your wedding planning going?  I got your email regarding entertainment and uplighting for your wedding.  I attached a photo above to show you examples of our work and how we can transform your venue too.  Feel free to call me anytime and let’s talk about your day.  906.786.6967.  Thanks for contacting me and I look forward to hearing from you soon.

 Mitch

Bride’s Reply:

I am sorry I have gotten your calls but been busy working.  At this time we are going to go with a live band from 8-12.  I am looking to rent uplighting (for the whole night of the reception) and also entertainment from 4:00pm-8pm.  Not many have been willing to do that time slot since it is Labor Day weekend.  Please let me know

My response:

Hi Amber,

Sure…we can do that.  When’s a good time for us to get together to chat about your wedding?

Bride’s Reply:

I work in Marquette at Lowe’s.  My next days off are Monday and Tuesday.  I have a cake appointment in Marquette on Monday at 12pm.  Where are you located and what is a good time for you?

My reply:

Hi Amber,

What about Monday at 1:30pm?  Would that work?

Bride’s Reply:

Yes I think that would work.  What is the best phone number to get a hold of you in case I need too?  I have a cake appointment a 12:00 so I will be in town.

 My next response was to send her an email confirming that date and time with an appointment reminder from DJ Event Planner.

Bottom line: Brides want to do business with someone who understands what they want, gives them the information they need in a timely fashion connects with them.

Be real. Be honest. But most importantly be relatable. Speak to them the same way through email as you would over the phone.

About: Mitch Taylor owns and operates Taylored Weddings and can be reached via email at mitch@mitchtaylor.net. For more info about his Creating Connections books and workshops visit creatingconnections.biz

 

I Like To Move It Move It!

By Mike Walter:

My wife Kelly and I were in Seattle a few years ago and we decided to hike Mt Rainier. On the bus ride out we started chatting with a woman named Hannah who was traveling by herself. She told us she was an epidemiologist (which I found out means she’s a doctor who studies diseases).   Half-jokingly, I asked her what disease was going to kill all of mankind and without missing a beat she said, “Inactivity.”

I have to say I was relieved to hear that because I consider myself a pretty active person but I also have to admit that there have been times since then where I wanted to skip a run or workout or even a walk with my dogs but Hannah’s succinct, one word, spontaneous answer has echoed in my head and got me moving.

When you think about it, almost every major invention of mankind’s has made us more sedentary. We invented the wheel and we domesticated wild animals to help us move things. We created engines to move us even faster. We’ve made everything from Egg Beaters to escalators all in an effort to make our lives easier. But in doing so we’ve triggered a gene inside most of us that loves to relax. And, believe me, there’s nothing wrong with relaxing, but only after you’ve earned it through some hard work and motion.

We as a society, and definitely we as an industry, need to move more. We need to do more. We need to avoid the disease of “Inactivity” and all myriad health issues that come along with it.

Many people know I like to run. It’s my favorite healthy activity. I’ve done sixteen marathons in my life and while I’m not quite in marathon condition anymore, I still love to lace up my sneakers and head out, whether it’s for a short, fast run or a leisurely long jog. Knowing this, many people have asked me how they should get started if they too want to run. Here’s my simple advice: get off the couch. Don’t set too lofty of a goal early on because it’s impossible (and dangerous) to go from couch potato to marathon runner in a few weeks. If you’re currently overweight and inactive my advice would be to seek your doctor’s approval first and foremost and assuming you’re given the green light, go for a walk. Day one, make it a ten minute stroll. Day two, add a minute or two. If you have a track near your home, it’s an ideal place to head. Tracks are softer on your joints and if you get too tired, you’re never too far from your car.

And when you’re ready to speed it up a bit, fear not! Because, here’s the thing about running: you already know how to do it. It’s in your DNA. Remember, before mankind invented all those things to make us sedentary, we moved. We hunted and chased our food down, often after miles and miles on our feet. Or we were the hunted, and those who survived were fast enough to avoid the mountain lion or mastodon that wanted to make us dinner. So once you go from walking to jogging, don’t over think it. Just go a little faster and a little longer each and every day and soon you’ll be logging miles, shedding pounds and most importantly, avoiding all the detrimental side effects of inactivity.

Here’s one of the misperceptions of our industry: events don’t burn that many calories. Sure it’s better to be up and moving on a weekend night than sitting around in a the Lazy Boy flipping channels, but I think too many DJs do an event and think they’ve burned so many calories they are entitled to eat all night and then hit the drive-through on the way home. You’re wrong. Even if you’re a dancer, even if you move around a lot at your events, it’s very doubtful that you’re getting your heart rate up to an aerobic state and burning some real calories. So be careful equating one of your gigs to an increased amount of food and thinking you’ll be even.

My wife and I do a lot of little things to keep ourselves active. Kelly wears a Fitbit and she always strives to hit her 10,000 daily steps. When we go shopping, we usually park as far from the store as possible. We walk our dogs a lot. When we go to the beach, we often take a stroll along the shoreline. These are just a few of the many things you too can probably do just to be a little more active. The pay off in the end is well worth it and when the “sacrifice” is stepping away from the boob tube for a little while and getting some fresh air, it’s even better.
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.

Is your first impression the RIGHT impression?

By Mitch Taylor:

Recently I was about to order breakfast at a hotel restaurant and was shocked to see that a three-egg omelet was $20.00. While at first I was thinking of turning around and going across the street to McDonald’s, I decided to continue.

Why? Everything about this restaurant spoke FIRST CLASS: The surroundings were impeccable. The waiter was extremely polite and cordial, asking us how quick we had to make it to our next event in the morning. The menu had souffléés and other high-end options with top ingredients listed in their offerings. I thought to myself “Let’s see what a $20 omelet tastes like.”

Our food came and it was absolutely phenomenal. The eggs were fluffy, the vegetables were not too over or undercooked. The meat was perfectly seasoned and tender. The cheese was melted just enough to pull in all of the flavors of the omelet together.

What does this experience have to do with you? Everything. What’s your presentation? Look at all of your service offerings and see if they are congruent. Does your website match the level of service you offer? Think like a bride or better yet, create a focus group from your past brides. How? Ask them. Most brides would LOVE to put themselves back into wedding planning mode even if it’s just for a few hours.

Once you have your focus group, ask them to rate upcoming marketing materials you plan to put out to put all of your services in order of preference with regards to quality and appearance. See what resonates with them and what doesn’t. Take care of the brides you surveyed afterwards by giving them each a gift card to their favorite restaurant. Trust me, it may seem a bit much to money to spend on research but in the long run it will be worth that and more because you will have your target customers (past brides) review your materials and give you valuable insight as to what they liked and what they didn’t.

Next: Do your marketing materials (business card, website, brochure, bridal show display) equal where you are at in your marketplace? If not you may be sending the wrong message. For example, if you are the highest priced entertainer in your market but your bridal show booth involves you standing behind it or worse yet just having brides fill out a slip without any engagement, then you are not sending the right message and brides will get confused as to why you are priced at the top of the market. As a recent bride told me at a bridal show when watching a DJ perform there “I don’t know why they bring third rate equipment to sell to first rate brides.”

Everything you do and offer makes an impression. Someone is always watching you when you are servicing the public. Always make sure to put your best foot forward and ensure your marketing stays congruent with the level of service you are providing.

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. 

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

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

Promo Only DIY DJ Booth

Promo Only DIY DJ Booth , inspired by DJ TechTools and sponsored by Pioneer DJ.

The goal: To give Orlando DJs a place to experience the newest gear in a real-world setting free of the constraints of brick-and-mortar stores.

The Materials (suggested by DJ TechTools):

Kallax Shelves (4) http://www.ikea.com/us/en/catalog/products/40278840/ $49.99 each

Linnmon Table Top (2) http://www.ikea.com/us/en/catalog/products/20251356/ $45.99 each

Capita 6 ¾” Bracket (2) http://www.ikea.com/us/en/catalog/products/40051196/ $19.99 (2-pack)

Capita Leg 6 ¼ Leg (2) http://www.ikea.com/us/en/catalog/products/10267895/ $14.00 (4-pack)

Bjärnum Folding Hook (2) http://www.ikea.com/us/en/catalog/products/60152590/ $9.99 (3-pack)

The Bling (suggested by Promo Only):

Stainless Steel Waterjet-Cut Front Plates w/translucent backing (2) – $75.00 each

Bladis Storage Baskets (8) http://www.ikea.com/us/en/catalog/products/40223414/ $4.99 each

Char-Broil 26.5-in Steel Grill Rotisserie (4) http://www.lowes.com/  $29.99 each

Kreg 3-in Dual Locking Caster Set (2) http://www.lowes.com/ $80.66 (set of 4)

32’ LED Under-Cabinet Lighting w/color changer http://www.amazon.com/ $29.99 (set of 4)

 Total Cost – $880.00 and change

 Acknowledgements: We’d like to thank DJ TechTools for the inspiration, Promo Only co-owner & founder Pete Werner for the perspiration, and Pioneer DJ for their participation. No DJ lives were lost in the making of this video.

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