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Dennis Michael Inner circle Southern, NJ 5821 Posts |
In this thread is a bit of "brainstorming". There are two trends of thought, one from the entertainer and one from the Caller, which for the most part is female.
What do you think the CALLER really wants, when they call you for a show? It could be different for different venues. For now lets just focus on what is going through THEIR Mind. For example... 1. The CALLER wants assurance that you are the right entertainer for them. 2. The Caller want to know you are an experienced entertainer. -------------------------------------------------------------------------- Add your thoughts on what you think the CALLER REALLY wants when they call YOU!
Dennis Michael
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Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
There are many "wants" they might have. If you probe a bit, you can find out lots of different reasons, as you speak with different incoming callers.
Some are nervous, and just want to get it over with. They've never done this before, and rather than do it right, they just want to get it done. They seem in a rush. With those people, you need to be friendly, build some rapport, and reassure them you know what you are talking about. Let them know they don't have to be nervous. In some cases, with this type of prospect, it might be ok to cut to the chase about price, and then go back to details. For others, some want to know what the outcome will be for the guests. How will you impact the party? Will everyone be included? How will you deal with shy children? For others, some want to know what the outcome will be for themselves. Will their child be happy and tell them so? Will the guests thank them? Will other parents thank them? Will people talk about their party (and therefor, their party planning "skills")? For others, some want to know that you'll be there. Reliability is important to them. They don't want to deal with those screaming kids on their own. They don't want the kids tearing apart their home. And there are many more. - Donald P.S. In the case of non-birthday shows, sometimes you encounter callers that are "information gatherers", rather than the "decision maker". If they are an information gatherer, most of the time they can't articulate too clearly what they want (other than "we want a show / some entertainment for about xx amount of time".)
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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magic4u02 Eternal Order Philadelphia, PA 15110 Posts |
Great topic for discussion Den. Great post Donald. I think one thing they want but may not realize it is someone who can really provide them with the solutions for the many needs they have. They are coming to us with these needs and problems and if we can target those needs and solve those problems, that is in reality a want they are after.
They WANT to feel reassured that everything will be taken care of. They want to find someone who can really tell them how best to run a birthday party event since they may never have done one before. Kyle
Kyle Peron
http://www.kylekellymagic.com Entertainers Product Site http://kpmagicproducts.com Join Our Facebook Fan Page at http://facebook.com/perondesign |
Ken Northridge Inner circle Atlantic City, NJ 2392 Posts |
I think the caller wants the best show possible at the lowest price possible, thereby giving the impression to her guests that she can afford much more than she has actually paid for. In other words, she wants her guests to say, “Wow, she must have paid an arm and leg for this entertainer. They must be doing really well financially.” Its all about THEIR ego.
Then there is that other customer that wants the best no matter what the price and perceives the best as the one who has the highest price. In my experience this is a very small minority of people. Most, even folks with money, want a good value. And, oh yeh, they want their kid to be happy too.
"Love is the real magic." -Doug Henning
www.KenNorthridge.com |
Tony James Inner circle Cheshire UK 1398 Posts |
Over here there is really only one thing they want to know.
HOW MUCH? Tell them the price and they'll go away. After all they have another 55 - I'll spell that - FIFTY FIVE other magicians in Yellow Pages to check out their prices. True. Try telling them about your show and most will cut you off with 'I'm not interested in what you do. Just tell me how much you charge.' Many will simply hang up and move on. Like I say, there's 55 more out there. Cheapest usually gets the job. Of course, if they've seen you somewhere or been recommended, that's a little different. But they're really only interested in how much!
Tony James
Still A Child At Heart |
Dennis Michael Inner circle Southern, NJ 5821 Posts |
Price is an issue everywhere and there are ways to deal with that, such as what is being offered for the price. I know, floating the birthday child and having the child produce a rabbit are sellers for me, this usually keeps me in the playing field, and I am higher than many in my area.
So we have: Assurance, Involvement, Dependable, Good Value, Priced Right, Experienced... These are good thoughts and comments. Keep them coming.
Dennis Michael
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Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
Several of us have also said, "Make the customer look good," in a round about way.
- Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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Neale Bacon Inner circle Burnaby BC Canada 1775 Posts |
I have also found they want to make sure you are reputable. In this day of people being paranoid about who goes near their kids.
There are often price shoppers too. If they keep going back to price instead of letting me tell them about my show, I tell them that I have a feeling that if price is their main issue, I am probably not the performer for them and I can recommend a beginner for them who charges less.
Neale Bacon and his Crazy Critters
Burnaby BC Canada's Favourite Family Ventriloquist www.baconandfriends.com |
Dennis Michael Inner circle Southern, NJ 5821 Posts |
Assurance, Involvement, Dependable, Good Value, Priced Right, Experienced, Reputable Another good choice of words.
How about good value? Coupons/discounts? Will they sway the decision maker?
Dennis Michael
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Al Angello Eternal Order Collegeville, Pa. USA 11045 Posts |
People will pay a few extra bucks for that one guy that passes the smell test. Mom does not want to invite just anyone into her house to entertain her friends. There is much talk here about marketing, and sales techniques, but on the phone is where the rubber meets the road, and where all the decisions are made.
Al Angello The Comic Juggler/Magician
http://www.juggleral.com http://home.comcast.net/~juggleral/ "Footprints on your ceiling are almost gone" |
Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
Sometimes they just want you to BE THERE when they call. They don't want to leave a message, or they want to speak with you ASAP. They don't want the booking process to be a big ordeal.
Yes, sometimes they will call through a list looking for a lowest price, but not always. Instead, sometimes they book the first or second person they actually get to speak with live. They want info ASAP. Return calls promptly. BTW, sometimes school PAC calls go like that, too. "We have a meeting tonight, and I was hoping to get information from you before I go," is the message you get on your voice mail. - Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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themagiciansapprentice Inner circle Essex, UK 1381 Posts |
For me the biggest difficulty in the Gulf is convincing family members that I'm a magician using silks and bunnies. Not a sorceror who will enslave them. That's what many superstitious people relate magic to and it's cost me bookings! Our newspapers daily carry stories of 'sorcerors' being arrested with their trophies etc.
There's also the venue for birthday parties. Not every-one here wants to use Burger King, Pizza Hut or their family home. If I could find a venue here, that families could hire through me, I'd make lots more bookings happen.
Have wand will travel! Performing children's magic in the UK for Winter 2014 and Spring 2015.
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Ed_Millis Inner circle Yuma, AZ 2292 Posts |
[quote]
I tell them that I have a feeling that if price is their main issue, I am probably not the performer for them and I can recommend a beginner for them who charges less. [\quote] Very nice, Neale! I'll have to remember that - when *I* am no longer the beginner! How many customers know and can articulate exactly what is driving their decision about who to hire? I'm thinking they would assume you will present a decent performance and everyone will happy that you came - don't I always want to assume I will get a decent meal worth my money at every restaraunt I visit? So how necessary is it to get any deeper than the basics: what day/time? how many people? ages? venue? anything special you've seen or heard about that you'd like to see here also? And how much time do you have to do all of this qualifying? Maybe a good opening question is "Why did you call me?" Were you recommended by a friend who was happy with you? Did they see your web site and like what you offer? Did "Mr. Ed's Family Fun Time Magic Show" sound more appropriate than "The Mysterious RJOM"? Did they catch you at a public performance or read an article about you? This may give some hints as to what told them "This performer is the one that can satisfy what you want for this event." Ed Ed |
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