"same Time Frame, Give Or Take Extra 1/2 Hour, Looking For Better Price"....

Hi everyone,

Hope you are all having a good summer. I did a party last year for this client in Boston. Calls me up the other day and wants to know if I am available in 2 weeks to do another event for them. I pulled out the contract from last year and said I could do it for the same amount and someone just cancelled for his date. He (of course) said that they got a quote from someone else for less, but really enjoyed what I had done. I then asked if the time frame was the same. After asking me if I could lower my price, he said "we may go an extra 1/2 hour. I wanted to say "why are you calling me back"? Sounds like you have someone closer to your venue, who will play music all day for 50 bucks....

People always want more for less.

Calash said:

Hi everyone,

Hope you are all having a good summer. I did a party last year for this client in Boston. Calls me up the other day and wants to know if I am available in 2 weeks to do another event for them. I pulled out the contract from last year and said I could do it for the same amount and someone just cancelled for his date. He (of course) said that they got a quote from someone else for less, but really enjoyed what I had done. I then asked if the time frame was the same. After asking me if I could lower my price, he said "we may go an extra 1/2 hour. I wanted to say "why are you calling me back"? Sounds like you have someone closer to your venue, who will play music all day for 50 bucks....

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Crazy - they obviously liked and remembered you! Here's an idea for a little script to practice for this time, or next time. Good Luck!

"So happy to hear from you, and so glad you loved the party last year! I got many compliments from your guests, and would love to do it again!

Listen, you and I both know you will ALWAYS be able to find someone cheaper, but, that doesn't mean you will be able to find somebody better ... or even as good. Because you have proof that I will do a great job, the difference in money is actually pretty insignificant, and even risky considering that big unknown factor. I'm happy to keep the same quote as last year (which is a great bargain already!) AND give you the same service you trust to make sure your party is successful! So - let's do this!"

Calash said:

Sounds like you have someone closer to your venue, who will play music all day for 50 bucks....

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If they were only concerned with price, they would have booked this other guy and never called you.
The fact that they didn't means they really didn't trust him to do a good job,
or they made the whole thing up just to get you to lower your price.

With the world having a Walmart/Amazon mentality, I get more calls that say can you give me a quote instead of.. what are your services, and do you have references. I get more "I'm sorry your price is too high". That's okay, I'll stick to my rates. My last comment to the the caller is usually "I keep them dancin'....your guests will remember, not what your cake looked like, if you had a chocolate fountain, or fancy table covers. They will talk about having a good time". Sometimes you need to put it in perspective for the caller.

There are times when you have to "just say no thanks!" I've had this sort of thing happen many, many times in my nearly 30 yr DJ career but have found out that IF you cave in, the word gets out and spreads rapidly and everyone will come looking for "a better deal." The questions are, "are you willing to put up with that?" and "is that what you really want?"

djgulfcoast said:

My last comment to the the caller is usually "I keep them dancin'....your guests will remember, not what your cake looked like, if you had a chocolate fountain, or fancy table covers. They will talk about having a good time". Sometimes you need to put it in perspective for the caller.

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In my experience, those who call looking for a deal are not interested in being "learned" about their choices.
Some clients actually DO put more value in chocolate fountains and fancy table covers.
Not that they are stupid, they just have different priorities...
and are not really worried about what their guests will remember.

NickyB said:

There are times when you have to "just say no thanks!"

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It's great for your peace of mind. Besides, every time I have told a potential client that I "wasn't the guy for the job"...
I ended up GETTING the gig, because they were so surprised I turned them down, they wanted to know why.
Curiosity = Discussion.
Discussion leads to the chance to explain yourself BEYOND your price.

Hi again everyone...happy ending to this story. I did the party this past Saturday on the Charles River in Boston. Pics on my FB page. Anyway, I stuck to my price. The commodore did not get in contact with me for a few days after our discussion (Thanks Jodi) and I thought for sure he hired the other guy. This is a members only yacht club and just like last year when we got there to set up, most people we were dealing with were extremely snotty including the commodore and his staff. Putting that aside, the place was hopping ALL NIGHT, and nothing but members asking for my cards, including the commodore of another club down the river a bit. The commodore asked later that evening if I wanted something to eat, and then said "please help yourself to any drinks, including alcohol"....He said the same to my husband as well. He gave me my check. I said thanks and walked away....I will send a thank you note today some comments I heard.."wow, she is really good" "This music is great, I love it"....ETC, ETC..
Think they got their monies worth????????????????

Good for you! -Z-