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Close.Up.Dave Inner circle Behind you! 2956 Posts |
Lou Serrano mentioned Country Clubs in another thread, so I figured I wouldn't derail that thread and simply start a new one.
I've been interested in pitching country/business clubs for a while on using my services for their guests. I haven't because there are only so many of them, and I didn't want to approach them without a good plan. I did contact one or two, but all I ended up doing was sending my information without getting any sort of feedback. It obviously was nothing more than just another email. They had no motivation to want to recommend me or even think of me later. So I'm not going about this the right way, I want to have a relationship with the club and have them view me as an asset for their private events rather than just some entertainer from the phone book. I thought of trying to set up a meeting with the director and give them a referral fee whenever they recommend me, but even then I don't see that as much motivation considering how much money these clubs make. They need to be sold on me because they're certain their members will see magic as something they want. I'd also like to table hop in their restaurants, this would help develop a good relationship for the other events too. But, you can't just stroll in and talk to the GM like a regular restaurant since they are a private club. I guess what this ultimately comes down to is: I've been working on being more natural and confident at selling myself to people in person. I've made great improvements, especially in the last couple of months. The problem I'm having is getting the attention of people involved in private clubs to even be interested in hearing my pitch to begin with. I don't know how to pitch them on hearing my pitch. I could call, write a sales letter, make a video email, etc. but I don't know which one(s) will be the most effective in getting a meeting. They are busy and obviously run a good business to begin with, so what makes them want to MAKE time in their busy schedule to partner with a magician? Then again, I could straight up tell them, "I am a professional entertainer and I want to partner with your club to enhance your members events. I'd love to stop in and speak with you about this in person." Thanks for any replies. David |
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lou serrano Special user Los Angeles, CA 671 Posts |
Hi Dave,
There isn't any one way to get to the decision maker at a country club. Multiple efforts would be best. I'd recommend picking up a book called Getting To VITO (Vey Important Top Officer) by Anthony Parinello http://www.amazon.com/gp/product/B000YHCFD4/ref=pd_lpo_k2_dp_sr_3?pf_rd_p=486539851&pf_rd_s=lpo-top-stripe-1&pf_rd_t=201&pf_rd_i=0471675199&pf_rd_m=ATVPDKIKX0DER&pf_rd_r=1YNAEFF3K9JBAT2HNVMT. It will give you some great ideas on how to think creatively in getting to these decision makers. On another topic, a while back I recommended getting a book by Dan Kennedy called The Ultimate Sales Letter. Did you ever pick one up? As I stated on the other thread, I have a new website going up in the next week or so, and you'll be able to see how these same principles are applied to my magic business. All the best, Lou |
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Mindpro Eternal Order 10586 Posts |
Good luck Dave, I hope you find your angle. Just me ask a few honest questions here (for you or anyone). Why would they want to hire or partner with you or your magic business? What are you providing them that they want or need? What is in it for them or their motivation?
I mean, so often in these types of interest or deals, I see whats in it for the magician, and their perspective, but I rarely see the real or true benefits, motivation or advantages for them (the client or venue). I'm not being facetious, but trying to better understand this. Why would they want you in their restaurant? Along with helping to inform me, answering these questions might make your approach or campaign more clearer. I know a comedian and this is also a current trend with them (country clubs) that he keeps talking to me about. I can perhaps see how comedy shows could work, but have more trouble seeing it with magic as much. |
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Dannydoyle Eternal Order 21219 Posts |
First off do you golf? That really works.
You are not looking for the GM of the club. Rather the food and beverage manager is who to seek out. They are busy but have more time. They are who the GM will contact anyhow. They often have a group sales person who would also be a good person to find. It is not as tough as it seems because they run a restaurant and people sell them things all the time. As for partnering, I doubt it.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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Mindpro Eternal Order 10586 Posts |
Perhaps I can reapproach this another way. What would you be proposing in your partnership with a country club?
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charliecheckers Inner circle 1969 Posts |
I have had success booking country clubs for Kid's and family events. I personally meet with the banquet manager and have found more times than not, they have the power to hire me. I work pool parties in the summer, and entertain the Kid's when the adults have dinner events. Many of the banquet managers know each other from club to club, so once you get a few gigs you can quickly expand to other clubs - even across cities. Sometimes there is a bit of luck in getting booked in a place like this. If the banquet manager is the type of person who can see a website and quickly visualize where your services could fit in, it becomes easy. Otherwise you will have an uphill battle. The more you know about the type of entertainers they currently have and how they use them, the better your chances of presenting your services in a meaningful way.
I recall a discussion a while back on this topic. I believe Jonathan Dupree was discussing shows he was conducting in partnership with country clubs. You can probably search his name and tricky business or country clubs. It may be worth checking out. |
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Close.Up.Dave Inner circle Behind you! 2956 Posts |
Quote:
On 2012-05-23 18:02, Mindpro wrote: Thanks for the replies guys. I never got to the sales letter Lou, but I will now that you've reminded me. I'll also check out the book. Mindpro, my point is exactly that, I don't see an angle. Parties typically want entertainment, and usually go with a DJ. That's the common solution to the entertainment problem. But very rarely does anyone have a "magician problem" to where they need to seek out one. Magic provides unique entertainment that makes people feel special in a way other forms of entertainment don't. That's really the only angle I see it as and hardly see anything in it for the club other than happy members (which is a very important thing). But I guess I'm struggling to find a compelling way to GET a meeting so I can sell them on the idea that they will have access to something their members will thank them for. Danny, I've honestly considered taking up golf for that reason lol. |
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Dannydoyle Eternal Order 21219 Posts |
When we lives in Key Largo I was golfing with the club pro. He introduced me youths ladder. We ended.up doing comedy nights once a month, then once a week. I knew enough guys from 20 years of comedy club work.
This worked.because the club generated money from a previously empty space. It is hard to do with just one or two acts.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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Close.Up.Dave Inner circle Behind you! 2956 Posts |
I think my problem is I haven't asked for a meeting and that triggers fear. I think I'll simply ask for one and see how it goes. I know for a fact no other magicians are taking advantage of them in my area so Ill at least stand out in that right.
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Dannydoyle Eternal Order 21219 Posts |
Don't have a meeting without knowing how you are going to sell. That is the first mistake.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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Decomposed Eternal Order High Desert 12059 Posts |
That is for sure. I have been in meetings with CEOs and although I thought I had a game plan, it did not turn out the way I wanted. Do your homework and be prepared for a lot of questions. I remember trying to sell them an actual show when it turned out to be strolling entertainment.
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Close.Up.Dave Inner circle Behind you! 2956 Posts |
Quote:
On 2012-05-23 22:10, Dannydoyle wrote: What I mean to say is I don't want to over-think the asking for a meeting part when I should be focused on what's in it for them. If I have something they would be interested in and benefit from, then asking for a meeting wouldn't be the issue (not having a plan being the reason I didn't want to call in the first place) |
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charliecheckers Inner circle 1969 Posts |
This is the topic from Jonathan Dupree I mentioned above.
http://www.themagiccafe.com/forums/viewt......forum=44 I would recommend going in person to request the meeting. Bring your website and promotional material with the hope that your meeting takes place right then and there. Do not start out with a high end club, as they often rely on booking agents for entertainment unless they have a specific recommendation from someone they trust (like a fellow manager from another club). Consider seasonality issues as well. They may be more interested in your services in the off season for golf. For me, I do more pool parties in the summer and dinner events in the fall/winter. |
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Steve Hart Veteran user Cocoa, FL 388 Posts |
Some Country Clubs are struggling to get and keep their members.....so they are looking for new ideas to attract members so they will keep using the club membership.
There are several ways a Country Club can use a magician....I have worked not only for private events at the clubs but for their restaurant...their lounges....their comedy night....their family nights....their holiday dinners...golf outings. If you can offer all of this in exchange for a membership....that might just what you are looking for. Yes, their members are the movers and shakers....they are the ones you want to know you...more importantly they know you....they are the decision makers for the corporate gigs...the conventions...trade shows...
www.SteveHartSpeaks.com
www.magic2motivate.com "Motivational Magicians are some of the highest paid magicians, find out why?" |
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charliecheckers Inner circle 1969 Posts |
[quote]On 2012-05-24 18:00, Steve Hart wrote:
If you can offer all of this in exchange for a membership....that might just what you are looking for. With the value of memberships being what they are - I would think this would be a discussion you may have with the club further down the road after they have seen you perform, love your work, and know you would fit in. It would also allow you time to see if it is worth it for you. |
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Bob Sanders Grammar Supervisor Magic Valley Ranch, Clanton, Alabama 20504 Posts |
Country Clubs were a fabulous market once upon a time. At the upper end clubs you could work two weeks and never have the same audience twice. You did have to offer variety. You worked awards banquets, sales meetings, fund raisers, weddings, lead-outs, dances, parties and other special events. The audiences were well-mannered, well educated, well bred and well heeled. (The talent had to be also!) Social conscious wives were key to many of the events at the better country clubs.
By the 1980s, those were disappearing very quickly. Today, many of those are completely gone. Most are only golf courses with a bar and restaurant. Even the game of golf is in decline! (And the golfers are from a different social class too.) Today those wives are not as available because they have careers and businesses of their own that obligate their time. Better country clubs actually had a professional talent buyer who usually knew his stuff. Good ones could put together a package that was well worth your time. He was also well connected and could get you commercials, interviews, and other bookings to keep your attention! He used you in the promotion to members and the community. His recommendation to other country clubs’ management was gold! Essentially, those days are gone. The Red Hat Society and several other organizations now entertain what was once the market for the ladies of the country clubs. Guys are not as well organized. Country clubs are in major financial trouble just holding to any membership. It is a major loss for entertainers. Event planners are probably the closest thing we have now to talent buyers like good country clubs had. However, they are tied to clients and special events rather than a facility. For many, their work is very seasonal. Working country clubs for just the restaurant today is not likely any better than working public restaurants. I won’t go there. Frankly, I would recommend retirement homes instead. Pick them carefully and really “cherry pick” for those who pay their own way and are not ready for assisted living. They don’t expect something for nothing and are about as close to the old upper end country club memberships that you can easily identify. Bob Sanders Magic By Sander |
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charliecheckers Inner circle 1969 Posts |
Bob - thanks for your perspective. My personal expectations are much more modest than yours, so Country Clubs work well for me. Your insight into the opportunity that retirement homes may offer is great advice.
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Dannydoyle Eternal Order 21219 Posts |
Retirement homes are now referred to as 55 and above communities and for the right act represent an amazing opportunity .
A country club membership will cost huge money in the right club. They are not likely to take any form of trade out for services of entertainment . Most times when you start making offers like that to places at high end of the price spectrum it is a turn off. The key to fitting in is to look like you belong. If you want to work for this environment you have to seem like you can afford to be there.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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Bob Sanders Grammar Supervisor Magic Valley Ranch, Clanton, Alabama 20504 Posts |
Quote:
On 2012-05-25 23:02, charliecheckers wrote: Danny and Joey, don't sell yourselves short. You will be surprised at what is available out there when you really do your homework and go for it. You are both young and free to try different experiences. Don't be shy! Being a college student is a plus in the right market. My wife Lucy is from upstate New York. She is both a practicing physician who owns her own clinic and a performing stage magician. You can make it happen! Something many people do not know about me is that I carry in my briefcase a clown nose given to me years ago by the real Patch Adams (even if he is a month younger than me!). Magic, clowning, entertaining and medicine do mix! (Don't forget Billy McComb.) Find the old 1998 movie and look at Patch Adams. He is real! Research him. It may be worth your time. Robin Williams got paid $21 million for copying him! You may not need to be a copy. Country Clubs are a dying industry and at you age getting connected to the good ones will be difficult. Where do you want to be when you are 30? Start building that business now. Investigate ways to get to be entertainment at medical events, conventions, tradeshows and association meetings. They do hire entertainers (Patch Adams!) that have a genuine interest in their industry. For beginners I bet it will be better funding than country club restaurants and certainly better connected contacts for your career path. Do you need help meeting physicians to introduce you? It may get you a better interview and a reference. Best wishes! Bob |
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Close.Up.Dave Inner circle Behind you! 2956 Posts |
Sorry for not responding sooner, I've been quite busy with many things.
Bob, thank you for very in depth posts. You, Danny, and others obviously have much more experience with that market, so I appreciate the input. This thread, (along with a couple of books I read in the last few days) has opened my eyes to something I hadn't considered: markets for magicians are changing. While many of you have mentioned it in the past, I don't think I really realized it until I experienced it for myself. Many of my efforts have lacked focus and wanting to partner with country clubs simply seemed like another option to pursue. The moral being, as great as partnering with a country club would be, I think I should have a focus with my magic that carves out my own niche instead of chasing old markets with methods that don't suit me. As Seth Godin says, "if you want to stand out, stop making average products for average people." I'm pumped, thanks guys. David |
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