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Dannydoyle Eternal Order 21219 Posts |
Again if they only see X value in your show then that is what they offer. Some don't have that issue.
Peole offer you what they think you ate worth. That is your job to figure out how to be worth more.
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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charliecheckers Inner circle 1969 Posts |
Quote:
On Jan 18, 2016, Mindpro wrote: Danny, Lou, and Mindpro are all sharing insights I find to be extremely valuable. This post from Mindpro really makes me stop and think. Nash shares that a third of his inquiries come from on line searches. Is he properly prepared for this? Is this something he intentionally created? To have a third of inquiries come from on line searches that arrive at a website that covers so many markets, including corporate and consumer ones seems to be an important contributor at to why price perceptions are all over the board. This is the bigger problem vs just how to handle lower offers (although there are some great ideas shared in this thread with respect to that as well). |
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Dannydoyle Eternal Order 21219 Posts |
What we think we are saying vs what people hear is a huge difference. I had a friend who used to breed and train German Shepherds. He had one that would bark every time the post man came over. So he put the dog in the basement. What he ended up with was a dog that every time the post man came over would run I n the basement and bark. It was not what he was trying to say, but it was what the dog was hearing.
Too often we center on what we think we are saying and not enough on what others might be hearing. Even here Nash is so set on what he wants to say he is not listening. Often we forget to listen to clients to our own detriment. We put callers in categories of "price shopper" or what not and treat them accordingly. We get all proud and puff out our chests at holding our price when in reality all that happened for certain is the loss of money. Tom nailed it with the tunnel vision comment. It is perception. The perception of this client, and apparently others is you do not provide the value you are charging. Now if fully 1/3 of your inquiries come through the web page it would be worthwhile to make it so that value is shown. Spelling the name of a major American city wrong does nothing to help that perception.
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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MM2714330 New user 82 Posts |
Bottom line, if you're in demand and getting bigger dollars then there is no need to discount because someone else will book you at your asking rate. So if you take that cheap work, not only will you feel unappreciated, you'll be upset when that call comes in for the same date at your full rate.
Here's a good one if you really want those half dollars, " look I never do this but your date is open as of now, tomorrow one of my agents could call and book me, I can't work for the rate you're asking for but I can give you a break on the price as a new client, just this one time, but you have to promise you won't tell anyone how much you paid." So all I need is a deposit and I'll get the agreement over. Now they either act or potentially lose a great deal on a high value magician. |
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charliecheckers Inner circle 1969 Posts |
Quote:
On Jan 25, 2016, MM2714330 wrote: I am not a fan of this advice, especially someone who has no relationship with you and you are not even offering a real reason why the show is discounted. For example, if you were lowering the price in exchange for video footage or something of value to you, then it creates a different exchange. |
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Mindpro Eternal Order 10586 Posts |
I agree, me neither. You are really just trying to justify it to yourself, when in reality complicating things . If someone wants to lower or discount their price then simply do it. If not don't do it.
This explanation offered would make me run. It sounds like a cheesy used car salesman line - "look I never do this but..." Do you really think anyone ever believes this? And if they do, is this the type of client you are targeting and would want to perform for? Why if you never do it would you be so willing (and quickly) to do so for me, right now? It screams unprofessional and desperate to me. The the whole "but you have to promise you won't tell anyone how much you paid" cheapens it even more, and if they did accept this would only give them reason TO want to tell others about it, thinking are are some whiz negotiators that got a bargain. To me this creates a lose-lose situation. I absolutely fail to see how this creates the perception of you being a high value magician. This mentality is of someone that looks at every lead as simple a single booking. This is not at all the way to build lasting profitable relationships and business that leads to future bookings and opportunities. To me every $1000 booking is worth at minimum $3000 in income to me, and in reality more likely $5000-$7000. Not likely the case here. Whatever amount you "settle" for is all you can expect from this one off booking. This is not a good business model and will always have you chasing after your next booking. Always - now, a year from now, five years from now. I also agree that anytime you reduce price or something of value you absolutely must get something from them in exchange of value. Not possible somethings that "could" have value, but actual tit for tat. I fail to see how this in any way creates the perception or positioning that you are a high value magician. |
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