Sales Episodes

Though it's not often considered, clarity in messaging is critical in closing a sale, gaining marketshare, justifying your rate, etc. If you are struggling in any of these areas, it almost always is directly linked to a confusing message. In …

Most people think the only way you can win with a booking is by getting paid. No doubt, that is important. But in this episode, I offer two other "wins" you can gain from a booking that are rarely talked …

Being a mobile DJ owner is not for the faint of heart. Since running my own business, I've never found a time where I was like, "I'm bored." It doesn't matter if you're a single-op or a multi-op owner; you …

A homemade Halloween costume, Chevrolet Astro van seats, and blowing $1000. What do these things have to do with being the highest priced DJ on a preferred venue list where you find yourself unable to land events due to the …

This episode could be a game changing listen for you. At the very least, it should give you all the confidence you would ever need to go out to the world with your pricing, no matter what it is. In …

Recently, there was a discussion in the private event DJ world about how the McDonald's model should be considered as something for DJ companies to emulate - selling services for cheap (and potentially even a subpar product) to produce big …

When the financial belts of our clients tighten or a disaster strikes (hello wildfires, oil spills and COVID), you're able to really test how resilient of a pricing model you have. When it comes down to it and things aren't …

It's an interesting time we're in. A lot of DJs (and event professionals at large) are dealing with clients who are asking for discounts, concessions, compromises to process, etc. This inevitably leads to the "woe is me" argument that has …

We've all heard of people who buy houses that are at the top end or above their budget and then they have no money to purchase the necessities to compliment the purchase. They are often referred to as "house poor". …

In this episode, I talk through this idea of either leading or following prospects when it comes to a sales consult or discovery meeting. For so many, the idea of the DJ company driving those interactions may lead to repelling …

So you're a thriving private event DJ in the #2 market in the US and you decide to start over in a new market. What goes into a decision like this? Do you keep your original market location or dump …

In the DJ vertical (and the creative space at large), "package" selling is the most predominant type. But do why understand the advantages and disadvantages to this versus "Option" selling and "1 Solution" selling? In this episode, I break down …

Here's a listener requested topic. You're NOT an owner...but a pseudo single-op who gets booked out by booking agents and DMCs. You've done the work to improve who you are and operate differently than when you were first added to …

Are you in place where you want to punch up to the next level of clientele but are struggling to get there or at least have some consistency with landing the next level of clientele? Then this is for you. …

In the last couple years, I've been blessed to punch up in working with high net worth clientele. At the ultra luxury level, there's quite a difference in what those types of clients value and the behavior that needs to …