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The Magic Cafe Forum Index » » Tricky business » » Turning enquiries into bookings! (1 Likes) Printer Friendly Version

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Flymo
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I've recently started a new business in the children's entertainment industry and have just released an ad in a local magazine for parents. In the last few days there have already been quite a few people ringing up about prices and availability, but only a few are actually booking.

I'm wondering, do any of you have a realistic goal you aim for when taking enquiries? Turning 1 in 4 into bookings for example?

Already I am feeling a lot more confident about selling myself to potential customers but I would hate to think that my prices (which I think are reasonable for the area) for example, are holding people back from booking.
Donald Dunphy
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Victoria, BC, Canada
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I think part of the answer depends on your ability to sell your show on the phone. You should get better with more experience.

The other part of the answer is about the quality of your leads. For example, I always ask the person how they heard of me. If they say the phone book, I know I'm not as likely to get the booking. But if they say they saw my website, or heard of me through word of mouth, or if they've seen me perform before, I know that the chances of getting the booking are much higher.

I have had times where my close rate has been 1 in 4, and I've had times where my close rate has been 3 in 4.

- Donald

P.S. In regards to prices... no matter how much or how little you charge, you will always find some who seem to reject you over price. Charge the price that you are comfortable with. Just remember the old saying: SW, SW, SW, SW (Some Will, Some Won't, So What, Someone's Waiting).
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
Jay Ward
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Flowery Branch, GA
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As Donald said, those phone skills are vital. You need promotion, a good show, and good phone skills. I've booked a show many times with them saying something like, "I want to book. I can tell I like you. The other guy I talked to was kinda strange."
You also will learn to recognize the price shoppers, looking for the cheapest. Those are the ones that won't call back, unless you are the cheapest. But don't be the cheapest.
harris
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Harris Deutsch
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...and some will reject you because your fee is WAY TOO LOW.

Harris
still too old to know everything....
Harris Deutsch aka dr laugh
drlaugh4u@gmail.com
music, magic and marvelous toys
http://magician.org/member/drlaugh4u
Al Angello
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Collegeville, Pa. USA
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Most of the enquiries generated from parents magazines are from people who are trying to get something for nothing. I suggerst that you stop paying big bucks for the bottom of the barrel customers.

If I were you I would get a top notch web site because the people with money to spend have high speed modems.
Al Angello The Comic Juggler/Magician
http://www.juggleral.com
http://home.comcast.net/~juggleral/
"Footprints on your ceiling are almost gone"
magicgeorge
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Belfast
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John Breed's book really does cover this aspect of things very well. I rewrote my phone script of 10 years after reading it and I think my conversion rate is up about 20%. It really concentrates on things from the bookers perspective.

Harris makes a good point too, low prices are as detrimental as expensive ones.
Al Angello
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George
I clicked that John Breed link, but there was no Rick Astley video. What's up with that?
Al Angello The Comic Juggler/Magician
http://www.juggleral.com
http://home.comcast.net/~juggleral/
"Footprints on your ceiling are almost gone"
Flymo
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Great advice so far guys! I've been thinking along those same lines since placing the ad Al. My website will be up by the end of the week so I'll be monitoring where my enquirers are coming from and how many of each turn into real bookings.

George, I've been pondering over whether to buy John Breed's book for a while now. It looks like lots of very useful info. Worth purchasing?
keeblem
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Essex, UK
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Quote:
On 2010-05-03 22:25, Flymo wrote:
George, I've been pondering over whether to buy John Breed's book for a while now. It looks like lots of very useful info. Worth purchasing?


Deffo!
JamesinLA
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I always ask where they heard of me, and if they haven't yet seen my website, I encourage them to check it out.

Jim
Oh, my friend we're older but no wiser, for in our hearts the dreams are still the same...
harris
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Harris Deutsch
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Nearly Normal tip...

Get there email and send them a direct link to your site.


Harris
Harris Deutsch aka dr laugh
drlaugh4u@gmail.com
music, magic and marvelous toys
http://magician.org/member/drlaugh4u
magicgeorge
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Belfast
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Hey Flymo, yes I got a lot from Mr Breed's book. Some great advice, thoughtfully written, about the business side of things plus some cracking routines as well.

I sat down and rewrote my e-mail replies and phone script with the book in front of me and they improved dramatically.

Al, I'm biding my time and lulling you into sense of false security.
Al Angello
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Collegeville, Pa. USA
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George
It is good to know that I have a friend in Belfast.
Al Angello The Comic Juggler/Magician
http://www.juggleral.com
http://home.comcast.net/~juggleral/
"Footprints on your ceiling are almost gone"
magic4u02
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Philadelphia, PA
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If you set up a website, make sure to connect it to Google Analytics. It is free but gives you amazing tools to track every aspect of your website. You can then really determine where and how people are finding your site. I use it all the time when I do new marketing campaigns.

Kyle
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LMLipman
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Falls Church, Va.
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Donald is right about the ability to sell yourself and having good leads. You also have to have something to sell. If you are new to children's entertaining, it may take a while to convert calls into bookings merely because the caller may be reluctant to go with a new performer. But stick it out, we all were new at it once.

Also, Al is right about the quality of callers from parents magazines. They are often shopping for the lowest price and I'll wager you are certainly not the only kids magician in the magazine, although the number of magicians advertising may have dropped since many of us have found it's no longer cost-effective.

Check out James Munton's web course: Zero to Booked Solid http://www.zerotobookedsolid.com/
He offers lots of insight into booking sales and even offers a basic script you can use to help boost your sales. It's well worth it.
Larry Lipman
Lorenzo the Great
www.lorenzomagic.com
John Breeds
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England
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Quote:
On 2010-05-04 09:37, magicgeorge wrote:
Hey Flymo, yes I got a lot from Mr Breeds' book. Some great advice, thoughtfully written, about the business side of things plus some cracking routines as well.

I sat down and rewrote my e-mail replies and phone script with the book in front of me and they improved dramatically.


Thank you George. Compliments much appreciated.

John
Flymo
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Quote:
On 2010-05-05 05:01, John Breeds wrote:
Quote:
On 2010-05-04 09:37, magicgeorge wrote:
Hey Flymo, yes I got a lot from Mr Breeds' book. Some great advice, thoughtfully written, about the business side of things plus some cracking routines as well.

I sat down and rewrote my e-mail replies and phone script with the book in front of me and they improved dramatically.


What do you think John? Should I buy this book?
Thank you George. Compliments much appreciated.

John
John Breeds
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Ha ha ha!

Well now; I'm not falling for that one!

John
magicone
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Doylestown, PA
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Quote:
On 2010-05-03 22:25, Flymo wrote:

George, I've been pondering over whether to buy John Breed's book for a while now. It looks like lots of very useful info. Worth purchasing?


Buy the book!
Flymo
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Hmmm, my intention wasn't quite to post within a quote within a quote.

Ah well, John your book is now at the top of my long 'to buy' list.
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