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SoCalPro
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Southern California
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.......when someone calls you and inquires about your services? Do you just find out what they need, quote them a price and just move on?

OR

Do you take the time to write down all their contact info and detailed notes on the conversation?

I do the latter and it drives me nuts!!!!! The problem I have which adds to my everyday stress is that during each call, I take a ton of notes. After I am done pitching my services and quoting the client I politely say something like "Hey, would you do me a favor? I book on a first come first served basis and I'd REALLY appreciate it if you could call me back either way on this. This way I'll know if I should hold the date or book another show"( not word for word). They always agree to do this and then....guess what???? 9 times outta 10 they don't call me. This shouldn't, but this offends me a little. I really do TRY to call them back within a couple of days but because of conflicting schedules (I'm home doing business, their at work and can't be reached)I always end up with a big folder of possible clients that I never hear back from (most of the time). And when I do finally get a hold of them, a lot of the time they choose not to book me (I get a lot of shoppers like most do). I look at this big bad folder as a pile of $$ that I let go due to the fact that I didn't have time to call them, they didn't call me or we weren't able to communicate in some way shape and form.


Can any of you pros give me some advice on how NOT to let this get to me? More don't book me than not (yeah, I said it!!) and I am certain it's not my show. I think most that call me are just looking to book on price alone. I have a whole shpeal(?) about this that I say every time I get a call.


So, come on guys and gals. What do YOU do when you get a call for a show?

Any advice would be appreciated. Smile

JIM
Donald Dunphy
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Victoria, BC, Canada
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Hi Jim -

First question. Is this about birthday shows, in home private shows, corporate shows, etc? Which do you find this happens with the most?

That could help me, so I can give you some appropriate advice.

- Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
rossmacrae
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Arlington, Virginia
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How many "categories" you got, anyway?

What kind of show, age range, where, when, anything else that doesn't fit the preceding that I need to know?

Dress that up in a package including getting and using their name, gently guiding them to settle on my most suitable offering, letting them know how wonderful that offering will make their guests feel ... that's it.

They'll either call back or they won't. NEXT!
Donald Dunphy
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Hi Jim -

Second question. Are you always asking your prospects who's involved in the decision-making process, early in the sales conversation? Also, do you ask about their "buying criteria" (sometimes you have to use a different phrase so they understand what you mean)?

Third question. Do you ask right after giving the quote (and before asking for the sale), "Is that about what you expected it to be?"

- Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
SoCalPro
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Donald,
It doesn't seem to matter whether it's a birthday or otherwise. I DO have a few that will just book me on the spot but most have to talk to "hubby" or bring it up at their next meeting and we leave it at that.

ROSS,
I always find out what they need and accommodate their needs. I offer everything from strolling to stage all the way to a 2 man 1 hour comedy magic show with lights, backdrop and sound.
I understand we all get "shoppers" but
do you guys take notes and contact them a few days later (follow up)? I was taught that this was the thing to do.
SoCalPro
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Southern California
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Donald,
Usually it's the mom calling to find out info for her kids party so her and her hubby would be the ones to talk to. I ALWAYS tell them all about my show before telling them the performance fee. I've never been one to say "I charge $XXX. PERIOD.
Donald Dunphy
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Hi Jim -

I sent you some ideas by PM.

- Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
rossmacrae
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Arlington, Virginia
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Quote:
I offer everything from strolling to stage all the way to a 2 man 1 hour comedy magic show with lights, backdrop and sound.

Many will disagree with me, but it looks like your "menu" of offerings is too confusing to throw at the stream of people coming in one "door of your shop." The phone rings, and you offer them everything from a McDonaldsburger to a $200-a-plate gourmet meal with two pages of "specials of the day."

It may be helpful to separate the stream of potential clients - more than one phone number, so you can "have your business suit on" when one phone rings and "wear your goofy party hat" when someone calls the other. More than one website. I've seen people advertise to different markets under different names: the same number reaches the same people at "Wizzo the Magic Clown" and "Elegant-o Magic Productions".
SoCalPro
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Hi Ross,
While is it true that I have a lot to offer my clients, I only offer them what will be beneficial for their event. Let's say if Timmy's mom calls and asks what I charge for his 8th birthday party, I'll just offer her my family show. If on the other hand I get a call from a corporation who is hosting an event with 400 people, I can offer them strolling magic, a stage show, a combination of both or our dynamic 2 man show. I NEVER pitch every service to every potential client that calls, that'd be silly.


So Ross... do YOU take notes and do follow ups?

JIM
nucinud
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New York, New York
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When someone asks "How much?" I immediately
respond with, "I have several packages. Let's see which
might best suit your needs."

But before we get into my that, fortunately or unfortunately, I am very lucky to be one of the busiest magicians in the area.

What day and time are we looking at?

Where is the party?

What type of event is it? What is the age range?

By the way how did you hear about me?
"We are what we pretend to be" Kurt Vonnegut, jr.



Now U C It Now U Don't

Harry Mandel

www.mandelmagic.com
magicofCurtis
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Los Angeles
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What has worked for me:

When an inquiry comes in... gather details and then quote a show and a price.... Ask if that is with-in their budget.... Sometimes they will say YES, or we were thinking little less, or Mr. magic down the road qouted xxxx.... Now if your qoute is unsuitable then sell them a lessor service... Or sometimes, they have even more to spend so you can offer additional services... Smile

After speaking to the client mail them a flyer, a video, a postcard, etc.... Even email them inviting them to visit your website....
Couple days later send them postcard...
Then
Usually they will email you (since they have it handing from your last email) booking you or informing you no thanks...
Dannydoyle
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Eternal Order
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Here is the problem. You want to get as much as you possibly can from them, and they want to pay you as little as possible.

A classic epic battle of sales which has raged on since one person had something another person desired for whatever reason.

You are like me you hate sales. My advice, get someone who likes it and is good at it to do it for you. FAR less stress.
Danny Doyle
<BR>Semper Occultus
<BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell
SoCalPro
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Soooooooooo..if you leave 1 message a day and they don't call back, is it safe to say they (those cowards) aren't interested??? Smile
magicofCurtis
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YEs or very busy.....

I had a lady who I followed up with and she was busy and said she was not going to use a magicain... BUT she phoned me a week later and booked after a second thought and viewing the postcard that was sent to her as a reminder.....
SoCalPro
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Curtis,
What if I faxed them a brief reminder of what was said on the phone and thanked them for their time. Do you think that might be just as effective?
TomBoleware
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I wouldn’t let it get to me, hearing no, no, no, is common in sales. But depending on them to call you back may not be the best approach to take. Very few will return a call to tell you they don’t want to buy something. That’s just humans for you. Instead of asking them to call me, I would find out the best time for me to call them. Maybe get a couple of numbers so they can be reached. A follow up to a phone call is a must if you want to do well in sales. And sales is exactly what it is.

Tom
Do What Others Do And You Will Become Average

The Daycare Magician Book
www.amazekids.com/magic-downloads/childrens-magic-ebooks/the-daycare-magician/

Tom Boleware
www.tomboleware.com
SoCalPro
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Quote:
On 2007-09-27 18:22, TomBoleware wrote:
I wouldn’t let it get to me, hearing no, no, no, is common in sales. Depending on them to call you back may not be the best approach to take. Very few will return a call to tell you they don’t want to buy something. That’s just humans for you. Instead of asking them to call me, I would find out the best time for me to call them. Maybe get a couple of numbers so they can be reached. A follow up to a phone call is a must if you want to do well in sales. And sales is exactly what it is.

Tom


This is EXACTLY what I have been taught. You don't get anything without asking. Sometimes I'll ask when would be a good time to follow up but I feel that if I don't follow up at all, I may not have ANY change to book the gig.

Thanks Tom.
TomBoleware
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And don’t forget, sometimes you have to keep asking. Nothing wrong with that because they did call you first. Hang in there until you plainly get an answer. Then accept the no’s as being one step closer to a yes.

Tom
Do What Others Do And You Will Become Average

The Daycare Magician Book
www.amazekids.com/magic-downloads/childrens-magic-ebooks/the-daycare-magician/

Tom Boleware
www.tomboleware.com
Donald Dunphy
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Victoria, BC, Canada
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There's a good point. Follow-up is in your court. Instead of asking them to get back to you with an answer, find out when they will be making the decision, and at the same time, ask for their permission to call them back for an answer at that time.

- Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
SoCalPro
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Southern California
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Bingo, problem solved. I have received some great advice via PM's. Thank you all. Smile

Unless................anyone has anything else to add.
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