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flourish dude Inner circle from ? But I know where I am going! 1195 Posts |
I was wondering what common reasons you hear from clients about why they did not book you.
Thanks
Nothing of the same will bring any change, take action today!
Just taking a step, is a step in the right direction because when you stop working, your dream dies. www.magicalmemories.us |
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Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
Bill,
Are you really asking about "customers" and "clients" and why they did not book you AGAIN, or are you asking why "prospects" did not book you in the first place? - Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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nucinud Inner circle New York, New York 1298 Posts |
Most prospects won't tell you why, but I would guess number one is price and number two would be that they have a preconceived notion of what they want and you don't fit the bill. For example, they are looking for a magician with doves and rabbits and you don't. Or they are looking for certain illusions, etc.
"We are what we pretend to be" Kurt Vonnegut, jr.
Now U C It Now U Don't Harry Mandel www.mandelmagic.com |
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Al Angello Eternal Order Collegeville, Pa. USA 11045 Posts |
Usually the reason why people don't book me is because they are price shopping, and I'm not the cheapest magician.
Al Angello
Al Angello The Comic Juggler/Magician
http://www.juggleral.com http://home.comcast.net/~juggleral/ "Footprints on your ceiling are almost gone" |
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TheDean Inner circle Reno, Nevada 2164 Posts |
Yes, it is true that a VERY SMALL group of buyers base their entire booking decision on "PRICE" alone, but again, that group is REALLY small by comparison. This is known as “commodity selling” and does NOT truly SERVE our buyers as well as we should be supporting them!
The number ONE reason we don't get booked is because "WE" (You, Me...all of us!) have not done OUR JOB in the educational and marketing process to provide the most compelling SOLUTION to their most pressing wants, needs, and desires that truly SERVES THEM beyond any reasonable perception to the contrary! Usually THAT is due to the fact that most seldom to BE MORE INTERESTED IN THIER highest good rather than our ability to SELL some gig. PRICE (in MOST CASES) is just a perception of VALUER and not really PRICE at all! If I said that I could give to a “Porsche 911” for ONE HUNDRED DOLLARS, you may or may not take it sight-unseen for MANY of your “own” internal perceptions and reasoning’s. OR a VW Bug for $100,000.00! It’s NOT about price as much as it is about “Perceived VALUE!” I’m sure several of us have turned what could be called “Price Shoppers” into valued relationships having zero to do with being the cheapest...often FAR FROM IT! Those who understand this powerful distinction don’t even play in the arena of “PRICE”, they deliver solutions in the arena of value! (Regardless of “price” alone!) Sure, there are SOME buyers who are just not mine. If PRICE (the low kind anyway) is the only consideration, then they likely belong to those who compete on PRICE alone. There are whole books, courses, and systems that address this very old misnomer in great detail, and they are worth a look-see. IF you are selling on PRICE, you are likely a “commodity” instead of being invested in helping others by being a “Solutions Provider”... I HOPE that offers at-least a glimpse into what I am referring to... Hope that helps some! I am at your service and In HIS Service, Deano <>< PS Brother Bill, you knew I’d say ‘something’ like that, eh? – Hehehehehe!
Dean Hankey, *M.D. - The Dean of Success Solutions!
Serving & Supporting YOU and Your Success! "Book More Shows... Make More Money... SERVE MORE PEOPLE! - Not Necessarily In That Order…" (*Marketing Doctor) |
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flourish dude Inner circle from ? But I know where I am going! 1195 Posts |
The reason I was asking what people's objectives are is because I want to overcome these barriers in my sales letter. I want to know what the most common objections are, so I can solve the issue before it is one.
Really, I just want to take a poll on what the common obstacles we face are when booking a show. Donald, this would fall towards the new customer. Dean, that is why I am asking the question, so I can better educate the customer.
Nothing of the same will bring any change, take action today!
Just taking a step, is a step in the right direction because when you stop working, your dream dies. www.magicalmemories.us |
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Starrpower Inner circle 4070 Posts |
Um...because I suck?!
Actually, the number one reason (no surprise here) is the almighty dollar -- YOU COST TOO MUCH! Next -- they think magic is for kids or isn't "dignified" enough for their group, or some other variation on the theme of "appropriateness." |
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SoCalPro Inner circle Southern California 1634 Posts |
Quote:
On 2007-02-12 20:51, Starrpower wrote: Very true and....their brother's best friend's son's neighbor's pastor knows a guy that has a friend who bought a book and knows a few tricks. He's gonna donate a show. |
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Jim Snack Inner circle 1338 Posts |
The reason people don't book you is because either:
1) you cannot meet their needs at a price they can afford, OR 2) you failed to persuade them that you can meet their needs at a price they can afford. That's pretty much what Dean posted. Jim |
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johnobryant Regular user Texas 195 Posts |
I have noticed on a few occasions people with money can afford you, but they won't want to spend the money. They just want to hire someone and get it over with. People with less money tend to look for value and end up booking good quality and a well paid performer.
-John |
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TheDean Inner circle Reno, Nevada 2164 Posts |
Great consolidation, Jim!
That is why YOU are YOU! And YOU ROCK! - Whoo Hoo! = = = = = = = = = = = Price is a "mind-set" thing. - If you THINK they (Most Buyers) book on PRICE alone, you are RIGHT! - If you understand they (Most buyers) book on value, solutions important to them and ALL THEIR-OWN reasons, YOU are RIGHT! There is a whole group of buyers who specifically book the BEST! Marketing to the affluent is a whole, untapped market for most, but they exist in huge numbers everywhere! There are performers in every market that constantly get the most, and it’s NOT 'cause they are the biggest or the best, it’s because they UNDERSTAND exactly what I am referring to here! = = = = = = = = = = = Bill, Ohhhhhhh... NOW I understand your question, as I’m sure the rest of us will now as well. Thanks for making that more clear. To YOUR clarified point: - Hard To Deal With - Show Up Drunk, Sloppy, Unprofessional...etc. - "Worth The Money" (Again, NOT the cheapest! VALUE, not Price 'alone'.) - Proof, Prooof, Prooof, Proooooooof! - Make THEM LOOK BAD! (To their work-mates, boss, family, friends, kids...etc.) ...etc. Hope THAT answers your more specific question, buddy! I am, as always, at your service and In HIS Service, Dean <><
Dean Hankey, *M.D. - The Dean of Success Solutions!
Serving & Supporting YOU and Your Success! "Book More Shows... Make More Money... SERVE MORE PEOPLE! - Not Necessarily In That Order…" (*Marketing Doctor) |
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TomBoleware Inner circle Hattiesburg, Ms 3163 Posts |
Like Dean said, it’s Perceived Value. If they thought they were getting their money’s worth, why wouldn’t they book you? Show them they are getting their money’s worth, and let them know you're giving them more, then you have a sale.
Why they don’t buy: 1. They don’t like you. 2. They don’t trust you. 3. They don’t understand the price. The price has nothing to do with it if they don’t like or trust you. The price is not a problem (if they can really afford it) when they see it’s worth it. When you sell the first two, the price is much easier to explain. Tom
The Daycare Magician Book
https://www.vanishingincmagic.com/amazekids/the-daycare-magician/ My Blog - https://boleware.blogspot.com/ |
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TheDean Inner circle Reno, Nevada 2164 Posts |
Nah, Tom, that'll never work! - Hehehehehehehe!
Dead-on RIGHT, brother! (Not really a surprise either! - Tom also "gets-it"!) I am at your service and In HIS Service, Dean <><
Dean Hankey, *M.D. - The Dean of Success Solutions!
Serving & Supporting YOU and Your Success! "Book More Shows... Make More Money... SERVE MORE PEOPLE! - Not Necessarily In That Order…" (*Marketing Doctor) |
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NJJ Inner circle 6437 Posts |
Tom - I can see where the value is in a $50,000 car, but I still won't buy one.
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TheDean Inner circle Reno, Nevada 2164 Posts |
Hey Nick-Meister,
Long time, brother! – How are you??? Hope you are well! To the POINT: Quickly... no one is suggesting that "price" is not "PART" of the value question and consideration (of course it is!), only that "PRICE ALONE" is not as big a deal as we as magicians keep suggesting, insisting, and thinking it is. Certainly there are 'budgets' to be considered, but that too is more flexible when we do our real job of "serving and educating" our relationships (buyers) with appropriate value-centered and value-added information. My GUESS is that you, too, do this all the time in you very own business! I always get the calls that start with, "How Much Do You Charge," as if that was the ONLY thing that matters. We ALL KNOW that it is NOT the case. When we understand and do our job of supporting, education, informing, and demonstrating real VALUE (instead of PRICE alone!) in cooperation with the desire SOLUTION for the relationships and their outcomes, it's a "completely" different conversation all of a sudden. Do they buy every time??? NO, but they don’t BUY on price alone every time either... Why? Because it’s never JUST a question of price alone, as TOM pointed out! If you REALLY saw the "value" in a $50,000.00 car and still didn't buy, it doesn’t mean that we are still stuck on "PRICE" alone. We have ALL changed our own "price perspective" on things when we REALLY understand the VALUE thing. Heck, we buy all kinds of stupid things JUST because we WANT 'em, regardless of whether is the best PRICE alone! LIKE (as an example) the $50,000.00 car: Because I UNDERSTAND the VALUE and not focus on PRICE ALONE, I still get the car and make money by re-selling to someone who HAS the money... See, it's all about perception. (As an example.) Hehehehehehe! Hope this adds to the conversation, too. Deano <><
Dean Hankey, *M.D. - The Dean of Success Solutions!
Serving & Supporting YOU and Your Success! "Book More Shows... Make More Money... SERVE MORE PEOPLE! - Not Necessarily In That Order…" (*Marketing Doctor) |
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Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
Bill -
Another way to go about this might be to approach it backwards. I think I got the idea from Jeffrey Gitomer's "Little Red Book of Selling". Start asking your current customers why they hired you, why they did business with YOU specifically. Everything from the fact they liked you, or they trusted you, or that you offered perceived value (they liked something you said in your phone script, on your website, in your letters/promo kit, etc.), or you were easy to do business with, or you were the first performer they heard of, or they heard good things about you from a friend they trust, etc. Dig deeper and find out what it specifically was. When you find those answers, figure out how to repeat it. Make those reasons shine through in your marketing, and you'll attract more of the same customers. - Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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TheDean Inner circle Reno, Nevada 2164 Posts |
What?
ASKING our relationships what THEY think and what worked for them??? Naaaaaah, that'll never work! (Hehehehehe!) Donald is dead on the money! - Whoo Hoo! I am at your service and In HIS Service, Dean <><
Dean Hankey, *M.D. - The Dean of Success Solutions!
Serving & Supporting YOU and Your Success! "Book More Shows... Make More Money... SERVE MORE PEOPLE! - Not Necessarily In That Order…" (*Marketing Doctor) |
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TomBoleware Inner circle Hattiesburg, Ms 3163 Posts |
Donald makes a good point. It helps to ask the ones that have already hired you why they hired you.
Chances are you will never get a good answer from those that didn’t hire you. As a buyer, I would never tell you I didn’t like or trust you. It’s much easier to just say, “I really can’t afford it now.” Price is the easy way out. However, if I really trusted you, I would be more open to talk to you about the real reason. Maybe, then, we could work something out. I’m not sure we could make a “true” list of why they don’t hire you, simply because most people find that using price is the best out. This is why most will tell you it’s number one on the list, but in so many, many cases, it’s not really the reason. We just really don't know. There is an old saying in sales that makes a lot of sense, “It’s not uncommon for the customer to out-lie the seller.” Tom
The Daycare Magician Book
https://www.vanishingincmagic.com/amazekids/the-daycare-magician/ My Blog - https://boleware.blogspot.com/ |
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12345 Loyal user 222 Posts |
I would have to say it's "perceived value". Maybe you're not playing up the "value" part? When I was selling services (not products), you had to sell "value" of the service.
What will he get? What will his clients get? |
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chris mcbrien Inner circle Chicago 1235 Posts |
This is a great thread.
I immediately go for selling the value of my show. I qualify myself as the man for the job, use "feedback quotes" from past clients, and use images that I know that will solidify a positive perception. You must truly be worth the money you are asking...and much more. If they don't choose me, it's because they wanted a different kind of performer or my price was out of their budget. I'm fine with that, variety is the spice of life....and as far as the few price shoppers out there, they may learn the hard way about "value" when they get a bad performer. They may also reconsider your price the next time round and call you based on perceived value. |
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