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DocDixon New user 2 Posts |
Here's a scenario that I'd be curious to see how an experienced busker would handle:
You're performing in a busking setting (or you're doing a hat pass at a renfest -- same situation for the purposes of this question). An audience member asks you about a gig for his workplace. Consider the following: a) he just put $5 in your hat b) he could probably guess your hat for the show totalled anywhere from $50 to $100 Either of these figures -- the $5, the $50 or the $100 -- are (hopefully) significantly less than what you would charge the prospect for the show. With this in mind, when the prospect asks for show price (either at the show or in a phone call later), how do you handle this perception. I admit, this may not be something the prospect verbalizes, but I think it would be naive to assume it isn't a frequent assumption on the prospect's part, something like, "I really like this guy and I just saw him do a show for $100, so if I offer $150-$200, he'll come and do our holiday party!" Looking forward to replies. DD |
Chance Inner circle 1385 Posts |
When the prospective client demonstrates disbelief at your professional prices, you reply: "Oh, yeah, right. The thing is, that street show you caught is kinda my hobby -- what I do when I don't have any private gigs lined up."
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drwilson Inner circle Bar Harbor, ME 2191 Posts |
Your show rate is your show rate. You did a show on the street for $100. Maybe you do two or three shows an hour. You might work for three hours or more.
If you take the party gig, no street shows that day. So even though it's just one show, you have to travel, and maybe it's not the same show either. You have a big piece or two you don't use on the street, or you hand out party favors, anything to add value. Stick to your price and be confident. Yours, Paul |
Doc Dixon Special user Pennsylvania, USA 655 Posts |
Paul, Chance,
Thanks for the responses. Just to clarify, "sticking to my price and confindence" isn't a problem, although I'm more than aware that your suggestion is very relevant giving the facts. We know, as performers, that WE are more than aware of the pricing difference and reasons behind it. (Which Paul referred to) My question is, and this is probably how I should have originally posted, "What suggestions (based on EXPERIENCE IN THIS SPECIFIC SITUATION, not theory)would you give for educating the prospect in the situation unique to the busking/festival performer and going on to close the sale for the private gig?" Thanks. DD |
drwilson Inner circle Bar Harbor, ME 2191 Posts |
Most people haven't the slightest idea what a magician would cost at a private party. I have had leads come in from a catering company, almost all of these melt away because people think that they can get an illusion show with an assistant and four parrots for $100.
Another technique is to quote a mid-range price. If they don't flinch, you tell them that you can add (big effect) for an extra $X, and if they want party favors those are $X. If they flinch at the first price, you can say, of course, I can cut the (big effect) and that would save you $X. I also ask how many people will be at their party, then do some fast math and say, "That's only $X per person. I'm sure you're spending more than that on the refreshments." Well they can hardly say they just having cold cuts and rolls from the warehouse discount place, can they? I'm not sure that the busking/festival situation is that different. You are negotiating a price with a potential client. Try asking this in the Tricky Business section of the Café, there is often great advice there from hard-working professionals. Yours, Paul |
Brad Lancaster Regular user 184 Posts |
Hey Doc this is your buddy, Brad Lancaster, I speak from three solid years of making my living from street performing in Chicago and NewYork. Quote the price that you reqiure for your performance. Never make excuses for your price. I do have answers to price objections, but I can't go into them right now. You deal with this the same way you would deal with a parent that has hired you to perform at his childs $150.00 birthday party and now wants you for a company job. Let's face it you would'nt do the company gig for a buck fifty would you? Hope to see you at the Battle Of The Magician's this year.
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Doc Dixon Special user Pennsylvania, USA 655 Posts |
Hey Brad!!!
Good to hear from you! It's been too long. Great point about comparing the situation to a birthday client asking about a corporate show. Basically,I'm looking to just cut down on the "sticker shock" and close more calls. The birthday comparison helps. I'll drop you a line off list. Best, Doc |
suspectacts Elite user Boston 493 Posts |
Doc-
There is a concept in business, 'loss leader'. The basic idea is to offer something of value for BELOW cost, in order to temp a customer to come through the door. When business people call, or especially if I talk to them after a show, I will often say, "Now your realize my street show is sort of my loss leader." This not only warns them about the prices I will quote and also tells them I know a little about the business world. The other way to position yourself is by reminding the individual that being a street performer means that any nignt you can make that $100 on the street, that's on YOUR schedule, in cash and without the bother of contracts, driving to the gig, etc. They have to do a lot better than the street, which is always your preference. I know one street performer (a juggler) who when asked for a card, actually challenged each person, 'qualifying' the lead (more sales lingo) so that the person had to earn the right to a card. If the person didn't seem to understand how good he was, didn't seem serious about hiring him, he just said no. That way by the time they called, by the time the glow of the show was long gone, he didn't have to worry about convincing them about his worth. At first it seems crazy, but it actually makes a lot of sense. Remember, if you are not losing SOME shows to people who don't want to pay your price, you're probably not charging enough. Best of luck, Peter Gross http://www.funnymagic.com |
Mario Morris Inner circle Mario Morris 2044 Posts |
What is the average price for a Street Performer at a work do, in your part of the World?
In the UK I just picked up a deal with BMW for £250 for the a day ($450), my regular price is £300 and more. I took this BMW on because they wanted six performers all through me. My thought is, they have to pay me more than the streets to get me off them. If they like you they will book you. They are not contacting you in the first place because they think your a cheap option. They are contacting you because they think your good and your going to make them look even better. They are contacting you because of your expertise as a street performer. This expertise gives you the edge over any other performer they could book. I bought a Car back in Jan, while I took it for a test drive the sales man said very little, other than "Watch that Old Lady". After wards I said to the sales man you don't say much. All he said was with a car like that it speaks for its self. I bought that Volvo,S40 and I don't regret it. Mario PS What is "The Battle Of the Magcians? |
BroDavid Inner circle America’s North Coast, Ohio 3176 Posts |
Hey Mario,
The Battle of the Magicians is a convention held right in my back yard, it is a suburb of Akron, called Canton, Ohio. They bill it as "the fun Convention" and it usually is a pretty good time. BroDavid
If you stand for nothing, you will fall for anything.
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Doc Dixon Special user Pennsylvania, USA 655 Posts |
Quote:
On 2005-03-13 13:37, suspectacts wrote: --- That sounds like a GREAT line. Thanks for the tip. Quote:
The other way to position yourself is by reminding the individual that being a street performer means that any nignt you can make that $100 on the street, that's on YOUR schedule, in cash and without the bother of contracts, driving to the gig, etc. (other words, there's no "cost of sale") At first it seems crazy, but it actually makes a lot of sense. ---- Sounds like an interesting qualifying tactic. I think entertainers need more qualifying tactics more than most businesses, especially those of us who perform in public venues where "john q. public" might decide to ask us for our card without any previous entertainment buying experience. So we've got to qualify to avoid wasting our time and theirs. Quote:
Remember, if you are not losing SOME shows to people who don't want to pay your price, you're probably not charging enough. ---- Amen, brother, amen. Thanks again. DD |
bropaul Loyal user Florida 222 Posts |
Doc: I do renaissance festivals. I hand out business cards when they ask. If they ask for a price on the phone I shoot them my rate and then don't say a word, because at that point the first on that talks is the looser.
In other cases, I tell them that I get $1000.00 per night, but I'm willing to work within their budget. Once again, silence. They will usually come back with, "That's a lot, we only have $650.00 (or whatever) in the budget." Now you know their budget and you can go from there. But in the 18 years of doing renaissance festivals, I have only had one or two people I've had to explain that I get paid by the festival $500 to $700 per day and then pass the hat after the show. When I did they understood my fees. The rest of the time I handled my business in a business like manor and let them buy me or not. Good luck and continued success... |
Mario Morris Inner circle Mario Morris 2044 Posts |
Bropaul you make a lot of sense and a healthy coin. It all comes down to location, location. I mainly busk in South Wales which has been described as pulling teath, it is amazing how my hat will grow if I just cross the Bridge into England.
I like the $1000.00 statement. You could say it is $1000.00 Show, but I'm willing to work within your budget. I like it. Mario |
bropaul Loyal user Florida 222 Posts |
Mario it took over 10 years of "pulling teath" to get the days wage in the renaissance business up to where it is today. It started at $25 per day and went from there. The renaissance circuit is a good one here in the states. The shows are usually around 7 weekends long just Saturdays and Sundays.
You've got to put in your two days somewhere. |
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