Becoming a Preferred Supplier
Probably a more fitting title to this newsletter should be, 'How to
Increase
Your DJ Bookings', as we will not only look at becoming a preferred supplier for
venues, but also gaining regular bookings.
Recommendation from a venue
Having a number of venues recommending your services to their clients is a good
route to making your diary look healthy. If you shine out amongst other DJs, you
could even be offered a residency.
Many clients who organise a party have
had little or no experience in this field. They often don't know where to start
when it comes to booking the entertainment. Naturally, after selecting the
venue, they turn to them for advice. If a hotel doesn't have a regular DJ,
they will often have a list of preferred suppliers that they offer to the
client. Nine times out of ten, they are placed in order of preference from the
venue's point of view.
How to become preferred
Venues tend to include
DJs on their list who have worked there before. After a performance at a new
venue, leave your business card with them. If they liked you and what you did,
you are on your way to being recommended. But is a full dancefloor enough to
impress the staff?
How to impress a venue
Being personable and
considerate are probably the two most important attributes. On arriving at the
venue, seeking out the function manager and introducing yourself with a warm smile
and handshake could be the one single act that sets you apart from
other DJs immediately!
Be jovial, polite and accommodating to everyone,
including cleaning and kitchen staff; you never know who is watching you.
Be helpful. Just before you set up, rather than waiting for the staff to
clear your area, help by moving a few chairs etc.
If there is to be a
buffet, approach the function manager to discuss the arrangements. Offer to make
the announcement when it's ready and don't keep the guests on the floor when the
staff are waiting to serve the food especially if it's a hot buffet.
Be memorable for the right reasons not the wrong ones!
Avoid making demands on
the staff. Instead, approach things as a request such as, "Sorry to bother you,
but could I...." . Acknowledging that they are busy and have a job to do too
will create a better rapport.
Whilst playing past the allotted time might
please your client, it is one of the biggest causes of complaints from venues.
There are two problems; you may be playing past their music licence times and
the staff have probably been on duty all day and evening and need to set up for
the following day before going home. Some venues have a constant problem with
neighbours complaining about noise. Going over time could cause them to receive
further complaints and problems with their licence. It's worth bearing in mind
that you often work for a client once or twice, but a venue could provide you
with hundreds of bookings.
Another approach...
You could make an
appointment with the function manager with a view to offering your services. The
best way to approach this is to send a well written letter with any promotional
material, then follow it up with a phone call to secure a meeting. This would
work particularly well with new venues or those with a brand new management
although the previous example is by far the most effective in established
places. AMPdj members can call the office for help in devising a powerful
letter.
Mid week work in pubs and clubs
Filling up your diary from
Monday to Thursday with smaller local gigs can be very worthwhile. The most
popular midweek activities are quizzes, karaoke and open mic sessions.
One way to get a foot in the door is to do a little homework and seek out venues
that are dead on the nights you want to gain work. In the first instance, try to
engage the landlord in casual conversation (making sure he is not busy at the
time of course). Suggest activities that you could provide to increase foot fall
on an otherwise very quiet night; that should get his attention! Offer to
provide the first night free if he is willing to book you for a 5 week trial. If
you have your own following to take along, it will help convince the landlord to
give it a try.
With quiz nights, there are various options for pricing.
Instead of taking a fee, you could agree with the landlord to take the quiz
entrance charge. If charging £3, £4 or £5 a person, you have the potential to
make between £150 and £250 (or even more depending on the capacity of the pub).
The landlord gains by the increased takings at the bar and by having
entertainment for free.
With any method for increasing bookings, it is about
being proactive and making it happen. Remember the equation: Effort in = Results
out.
Till next time…
Sandy, Paul & the Team at AMPdj
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