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TKD27 Elite user Wallingford, CT 458 Posts |
Well, the question is there in the title. How do each of you go about selling your party add ons, if you do them? Any tips or hints for trying to start adding on?
Thanks! Matt
Connecticut Kids' Magician, Matt Matthews (formerly known as Matt The Balloon Man)
Magic Shows, Face Paintingand, Balloon twisters. |
Dynamike Eternal Order FullTimer 24148 Posts |
Http://www.themagiccafe.com/forums/viewt......forum=17
http://www.themagiccafe.com/forums/viewt......forum=17 http://www.themagiccafe.com/forums/viewt......forum=17 http://www.themagiccafe.com/forums/viewt......forum=17 http://www.themagiccafe.com/forums/viewt......forum=17 http://www.themagiccafe.com/forums/viewt......forum=17 http://www.themagiccafe.com/forums/viewt......forum=17 http://www.themagiccafe.com/forums/viewt......forum=17 http://www.themagiccafe.com/forums/viewt......forum=17 http://www.themagiccafe.com/forums/viewt......forum=17 http://www.themagiccafe.com/forums/viewt......forum=17 http://www.themagiccafe.com/forums/viewt......forum=17 Good luck. |
Mindpro Eternal Order 10587 Posts |
...or you could just offer him some advice.
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TKD27 Elite user Wallingford, CT 458 Posts |
I will dig through all those threads, thanks Dynamike. I've seen a lot about WHAT to offer as an upsell, but haven't seen much discussed on the Café about HOW to actually sell it, though. Hopefull those threads can offer some advice
Connecticut Kids' Magician, Matt Matthews (formerly known as Matt The Balloon Man)
Magic Shows, Face Paintingand, Balloon twisters. |
Dynamike Eternal Order FullTimer 24148 Posts |
No problem buddy. I am the type who enjoys to help out, not criticize. I want to thank you as well because you have the wisdom to go thru the advice threads I posted for you. Any more questions be sure to ask. I will send you PMs also.
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Gerry Walkowski Inner circle 1450 Posts |
I think Brad Ross has a course on this.
Gerry |
Mindpro Eternal Order 10587 Posts |
I think you must first determine your approach to this as there are basically two ways to deal with this. One, is to offer such services as add-ons or ala cart to your performance. The other is to offer packages that include some of these. Many people like the package approach for several reasons.
The add-on or ala cart approach to some can feel like a nickel and dime game to increase the price of what they are buying. It can at times to some feel like a bait and switch or that you are offering a a teaser price to gain interest, then by the time they add the elements they want you have inflated the price to way more than what may have attracted them to you in the first place. To many prospects this can be very frustrating. The whole thing in business as a performer is to create your value or at least perceived value. It is for this reason many performers will choose the package approach. For example, a kids/family entertainer may offer three packages: Package A: A 40 minute magic show, including a feature segment with the birthday child for lets say $235 Package B: 30 minutes of balloon creations, followed by a 45 minute magic show, including a feature segment with the birthday child and a goodie/gift bag for all kids (comprised of whatever you want (a magic trick or two, coloring sheet, candy, post card, etc.) for $295 Package C: 30 minutes of balloon creations, followed by a 45 minute magic show, including a feature segment with the birthday child, hosting several interactive games/contests with the celebratory child, and a goodie/gift bag for all kids (comprised of whatever you want (a magic trick or two, coloring sheet, candy, post card, etc.), a birthday cake with the leading of singing Happy Birthday, followed by an hour of face painting for $395 Now of course these are just examples to demonstrate my point, the features and elements you may offer or include may vary and range from goodie bags, tricks, services to games, music/dances, inflatable bounce houses and many other elements, as will the pricing depending on yourself, your market, and several other business factors. With this approach a different psychological approach is in play, especially when using the 3 package option. People like inclusive things/packages. It creates a greater perceived value and the overall perception is that you are not nickel and diming them with add-ons and upsells. Its easier, more consumer-friendly and convenient. They feel value. Of course the psychology continues in play by naming your packages such as Standard Package, Deluxe Package and Premium Party Package. Also from a business point of view, it also prevents or helps eliminate the problem of those shopping on price alone. You By having such packages you are showing them there is much more than just the price they are willing to pay for a magic show, you are offering different options at different price points that they can choose from. So you never have to lower your price, simply recommend a lower package. The psychology will be that many will end up booking your middle package likely the most (I won't get into details as to why). Now it can be said that if you want to, in addition to these such packages if you still want to offer some services as add-ons to your packages, that often is fine and perceived better as value has already been established, so they truly become add-on features and benefits, rather that nickle and diming from the beginning in a kind of "would you like fries with that" mentality. You also have created and established value upfront, and steered things away from just pricing. This is also a reason why I believe you have better success booking the middle or upper package when you actually have a chance to speak to the client and present/sell to them in person, as many other psychological elements can and do come into play, that work to your advantage. I think your question is a great question as it delves into the business foundation of such an approach. How do you prefer to be seen or perceived by your prospects and customers? What is your value? Your perceived value? Level of perceived professionalism? I work with many kids performers where we have approached this from a price-point perspective first, then deciding what elements should be included to create the perception and value we desire. Doing this properly can set you apart from your competition, while positioning yourself exactly as you have pre-determined in your market. I hope you found this insightful as opposed to Mike just essentially saying look at every thread in Little Darlings, which is obvious, before giving you a homework assignment (I'm sure you probably already knew how to use the search function). Also most of them were about goodie bags, rather than the greater picture of additional services, features and benefits to create value. I thought you were asking and looking for direct answers. I'm sure others will offer more now as well. Best of luck! (I would like to know you're definition of "add-ons" and more of what you had in mind) |
TKD27 Elite user Wallingford, CT 458 Posts |
Wow, Mindpro, thanks, that's some great information! So when I say add ons, I'm talking mainly about something like a magic book as an add on to the party package they've already booked. I've heard for years that people have such success adding on an extra $40 to every other show for no effort by selling a magic book, but I've just never really had a good idea on how to actually sell this to someone. In fairness, I haven't tried because I don't have any of those books, lol. So maybe if I just put something together and gave it a go I'd figure it out.
So the point of this question was kind of to ask others what has worked for them. I really like your explanation about using it as an upsell versus a package, and I think that makes a lot of sense. As a parent, I don't know if I'd feel taken advantage of for being upsold at the last minute, but I do wonder if I'd be more likely to buy it if it was part of a package. I do currently offer packages. I'm very conscious of the paradox of choice, which says that the more choices someone is offered the more likely they are to get confused or frustrated and either walk away without buying or have buyers remorse over their eventual decision. So I keep my packages simple with only three options. I also have found that parents are most likely to go with the middle option. They don't want to be cheap, but they also don't need to spoil their kids rotten. At least that's how I think it goes in their head (though, admittedly, I'm not an expert on this stuff by any stretch). So I guess my thought was to try and use something like a magic book (or something similar) as an up sell, after they've purchased the package they want. I think the best idea is to pitch it as a replacement to a goody bag, and I do think I can sell them at a nice profit in the same price range as a goody bag if the parents were to do it themselves. But you've definitely given me something to think about with regard to upselling versus packages. Thanks again for your very insightful post!
Connecticut Kids' Magician, Matt Matthews (formerly known as Matt The Balloon Man)
Magic Shows, Face Paintingand, Balloon twisters. |
Mindpro Eternal Order 10587 Posts |
You can also offer a second option such as price A is for my performance only, yet price B, for only an additional $XX, includes a magic kit for all of the kids in attendance (up to a specified number). Value is still present, but rather than "selling" the magic kit, it is presented as a premium feature to your performance or package. Again, people like inclusive.
We have done the same with our kids parties as it is inappropriate to actually sell BOR/merchandise at a kids/private party in many cases. We also do the same on other levels where BOR or Merchandise sales are not necessarily proper. When I speak at entrepreneur or entertainment business events, I have one price for just my presentation and another that includes my book(s) or lecture notes for all attendees. About 70% of the time they take the premium feature. |
Mindpro Eternal Order 10587 Posts |
Another option to selling your magic books is the art of "selling from the stage" or as a lead magnet to generate traffic to your website, signups, etc. Again, appropriate in some markets more than others.
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TKD27 Elite user Wallingford, CT 458 Posts |
Yeah, that makes sense. So instead of, "would you like to add on a magic book for $3 each per child," it's more like, "you've booked the $250 package of a magic show and balloons, but I have this other package for $290 that includes a free magic book for every child. Most parents like to do this as an alternative to a goody bag, and the price works out about the same." (of course I'm abbreviating the sales pitch here, but that would be the general idea of it).
Connecticut Kids' Magician, Matt Matthews (formerly known as Matt The Balloon Man)
Magic Shows, Face Paintingand, Balloon twisters. |
55Hudson Special user Minneapolis 984 Posts |
My quote for kids show includes eight gift bags (magic kits). Additions bags coast $x. If you choose to have the show without the gift bags, the price $y.
All spelled out in my quote. Most kids parties have more than 8, so automatic up sell - unless they can't afford it, then they can take the price without the gift bags. No pressure from me. I'm solving the parents problem. all they need to do is order the pizza and the cake. Hudson |
TKD27 Elite user Wallingford, CT 458 Posts |
Quote:
On Feb 21, 2017, 55Hudson wrote: Up next on the Magic Café: "If the parents order my supper deluxe gold tipped platinum package I bring a pizza with me. If they need more than one pizza it's an upsell. And if they buy the supper deluxe gold tipped platinum package extra special version they get pizza plus a cake."
Connecticut Kids' Magician, Matt Matthews (formerly known as Matt The Balloon Man)
Magic Shows, Face Paintingand, Balloon twisters. |
55Hudson Special user Minneapolis 984 Posts |
Matt - not sure if you are being serious or not. There are some performers here that have a venue - where it would make total sense to provide a turnkey solution for the parent. Cake, pizza, balloons, and entertainment.
I view myself as in the entertainment business, not just a magican. Entertainment and Business. I'm here to make profits for my business and I happen to get to do what I love to make those profits. The most successful businesses solve someone's problem. Providing entertainment for a kid's birthday is only one part of the problem the parent faces. The more of their problem you solve, the more valuable you are to them. Hudson |
TKD27 Elite user Wallingford, CT 458 Posts |
I was totally kidding. Though I can understand how it can work for some entertainers, for sure. I had a friend who owned a local magic shop about ten years back. He had access to an upstairs attic at his building, so he turned it in to a party room. He'd offer a package where the kids get the room, pizza, cake, and there's a magician there to do a magic show. He even built in a small stage with a "backstage" area. The local IBM ring held meetings there for a while and I saw someone utilize the backstage area to demo Bigger Wands back when that trick came out. The whole thing was a cool idea.
Man, I miss having a fun meeting place like that. Every supply I bought I bought from him, but a lot of others would come, hang out, demo the tricks, then go home and buy them from Penguin to save three dollars. Ugh. I know that's off topic, but you got me feeling nostalgic
Connecticut Kids' Magician, Matt Matthews (formerly known as Matt The Balloon Man)
Magic Shows, Face Paintingand, Balloon twisters. |
The Magic Cafe Forum Index » » Tricky business » » How do you sell birthday party add ons (books, magic kits, goody bags, etc)? (1 Likes) |
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