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Tony S Special user New York 582 Posts |
Last night I got a call for a last minute booking. It sounded very promising on the initial phone call, however when they called back they decided not to have the performance. I sent the following e-mail with a pdf of my brochure attached:
Dear Mr. Schmidt, I'd like to thank you for your interest in my entertainment services. Although you chose not to schedule a performance at this time, I hope you will keep me in mind for your future entertainment needs. I have attached a copy of one of my brochures for your review. This document gives you general information about some of my different shows. Please do not hesitate to contact me if you have any questions about my products or services. Magically, Anthony Sisti Based on our conversations last night I knew that they heard about me through word of mouth and did not have any of my business cards or brochures. I thought this would be a good way to get my business information into their hands even though they elected not to use my services. I was hoping you could provide some feedback - is there anything you would have done differently, should I have said anything else in the e-mail, etc. Thanks for your help. Tony |
Bill Nuvo Inner circle 3094 Posts or 2742 Posts |
It sounds great. Not pushy, not too wordy, just plain and simple and honest.
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LostSoul Regular user Dave 148 Posts |
Hi Tony,
That sounds about right. If you have the snail mail address, I would follow up with a hardcopy of the PDF (in full glossy color if possible) along with all of my contact information. Good Luck, Dave |
icentertainment Inner circle 1429 Posts |
For some strange reason my post was deleted. here I go again
Find out why they didn't book you. Becase they may not have booked you because they don't know all the facts so ask leading questions as to the why. Essentially you are learning about their concerns They liked you or felt comfortable with you -that's why they contacted you in the first place. A no can mean no thanks or it (and this is straight out of a sales book) a no means they want more info. so you gotta find out what type of no they are giving you. |
Tony S Special user New York 582 Posts |
Icentertainment - thanks for some good advice there. I'll follow up with them and try to get more information about why they decided not to book the show.
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icentertainment Inner circle 1429 Posts |
But don't be rude about it
it's in the tone-don't sound argumentative as I have done especially when they go wow your highly recommended and we love your promo video and then they don't book you. it's like they build you up and then say no. Your first reaction (as mine used to be)will probably be "why the hell not book me" but you just gotta gently lead them into the why's- and you can even say I always like to know why some people book my shows and why some people don't so I cn understand people's concirns--I say this all the time--sometimes I make the sale sometimes I don't (because they ae cheapo people) so be gentle in the asking |
AragorntheMagician Veteran user Metro-Atlanta 304 Posts |
I keep a master list of everyone that calls me. It consists of Name, Phone #, what & when. They only go into "ACT!" when they actually book and on the master list I mark them as booked. I review this daily and than about a week before the "requested date" I give them a call. It goes something like this:
"Hello is this (Their Name). Hi, it's Aragorn, we spoke about (some number of time ago) regarding your upcoming event. I take it you went with someone else, which is NO Problem, but I always like to find out why I lost out (ie- to expensive, did something else, went with another magician & if another magician, why), just like BellSouth's customer service doing their survey....lol. This helps me know what my customers want and expect and allows me to improve my offering." I have never had anyone refuse to answer my questions. I do it light heartidly and very upbeat. Most make a comment that no one else had ever asked for their input. Some who have not made up their minds at that point Book me. Others have remembered me and done a booking later. Whatever, It makes me memorable to them even in defeat....lol. Yours, Aragorn
aka: I used to be BOB (It's Cellini's fault)
"All Right, Who's Volunteering to be Turned into a Frog???" www.aragornthemagician.com |
icentertainment Inner circle 1429 Posts |
Yes that's right
If you service them right they may book you next time or they suggest you to their friends or work friends. I have had a few good juicy bookings from just being really really really ridiculously (good looking) helpful to the customer. it's the complete service even if you don't get the gig in fact you should find out why they booked you---because this helps in your future marketing |
Tony S Special user New York 582 Posts |
I definitely agree with not being rude or defensive. That will get you absolutely nowhere. That's another good idea, icentertainment, about finding out why they did book you. Thanks, everyone, for more great advice.
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Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
Tony -
Every time I get a show inquiry, I go through the information with them over the phone. Then I ask for the sale (you would be surprised how many people forget to do this!) Sometimes that means holding a date and time for 24 hours, sometimes it means they are ready to commit now. Regardless of whether they book, "need to think about it", or decline, I always offer to send them one of my information kits. That kit has the RELEVANT quotes and RELEVANT show descriptions in writing (personally, I use a long-form sales letter style), as well as my other brochures, photos, copies of testimonials, etc. all in an attractive portfolio. I believe that my promo kit out-performs an e-mail brochure. When I send them the information kit, even if they don't book now, they will keep it for future reference. (Do you honestly believe that about an e-mail?) I often have prospects who didn't book me one year, but come back a year or two later, because they kept my kit. So, capture that show lead contact information. Not just phone number, but address and event details. And store it in a database, or in a notebook, or somewhere you can reference it again in the future. Also, some people were discussing reasons that customers book you or don't book you (do business with you). A good book to read that will give you some insight on the subject, is "The Little Red Book of Selling" by Jeffrey Gitomer. In fact, all of Jeffrey's books are excellent. - Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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Eric Buss Regular user 183 Posts |
Yah, I agree... find out why they didn't choose to use your services. Then tell them that their youngest daughter isn't going to make it home from school tomorrow.
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Tony S Special user New York 582 Posts |
Quote:
On 2005-11-11 13:37, Eric Buss wrote: That's a great selling idea.. LOL! We could write a book...Selling by Extortion. Oh, I think that may have been written by the Corleone family already. |
Fred Kirkland New user Ga. 96 Posts |
Booking shows if you are good and treat people right the work will come and if they don't book you it's there choice so I move on and thank them. I try to be nice and polite.I use a simple sell and get 8 out of 10 book. I get some people pricing and there a few magicians that will try to under bid you and offer ever thing they do cheep not my style. That how every body gets hurt on prices.
Fred Kirkland family entertainer & magician
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Neale - Bacon New user 57 Posts |
I think you did the right thing. I recently had a similar incident where someone decided not to have a magician as they felt their child was too young (I sort of agreed).
I said,"No problem, but I would like to send you some information so maybe next year he might be ready for a magic show" They were very open and gave me their address to send them the info. Always keep the door open. As ice said, they may be saying No for any number of reason. Sounds like we read the same sales book
Neale Bacon
Ventriloquist and Magician Burnaby BC |
icentertainment Inner circle 1429 Posts |
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Fred Kirkland New user Ga. 96 Posts |
Thanks to all of you magicians that do a great job. My shows I put my love for the art of magic and not just for the money. The most people don't know our cost and time and sweat put in doing a shows or Birthday Parties. I know of one magician that will try to keep selling people after they call back and find that they have booked a magician. I think they are pushing thing and if I had somebody to do this to me I'ld never hire them. Neale Bacon thanks for your reply and wish you the best.
Fred Kirkland family entertainer & magician
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Tony S Special user New York 582 Posts |
Donald,
As always, you have given lots of good advice here. In fact, I do get all of the pertinent contact information for everyone that calls and enter it into my act database. Today I put together a letter, similar to the e-mail I sent, and included a copy of my business card and brochure. I do not have a 'promo kit' per se, but my brochure does include brief information about the shows I offer, some personal background, testimonials, and pictures of me performing. It also includes information about my money back guarantee. As always, thanks for your help and input. I may have to go to Borders Books and pick up a copy of 'The Little Red Book of Selling.' Thanks, Tony |
icentertainment Inner circle 1429 Posts |
Have a coffee at borders too
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Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
You're welcome, Tony. May you have all the success you dream of!
- Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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Tony S Special user New York 582 Posts |
Donald,
I picked up my copy of the 'Little Red Book of Selling' yesterday. I haven't had too much chance to read it, but in skimming through it it looks like there is a lot of good information. Thanks, again, for the suggestion. Tony |
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