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Dynamike Eternal Order FullTimer 24148 Posts |
In a different thread we were talking about putting add ons to our 1 hour shows so the prospect would pick us. I remember someone mentioning closing the sale can be made without any add ons. Who wants to share some tips of how you answer the phone when a prospect calls you? Explain the words you use, tone of voice, humor if there is any, etc.
That could be a lot of our problems. I know I should touch up on that. I am really a magician, not some phone receptionist. Since I do not have a secretary anymore, I should be working on the secrets. I know one of my problems when getting a call is I am busy doing something else. For example: working on a lawn, shopping in a store, practicing a trick, etc. I am talking kinda fast so I will hurry and get off the phone with the prospect. I can easily see they are not interested in my service. It is like they hear me saying, "You don't wanna rent my terrible service, do you." That is one thing I must work on. If I am too busy, let it go to voice mail. When I finish my project, call them back. |
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harris Inner circle Harris Deutsch 8812 Posts |
One word that my wife uses to help me when consumers call....
listen
Harris Deutsch aka dr laugh
drlaugh4u@gmail.com music, magic and marvelous toys http://magician.org/member/drlaugh4u |
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JimbosMagic Inner circle 1334 Posts |
Mike
If you smile or laugh just before you answer the phone your voice come over to the booker more friendly. I always ask, how I can help them. What sort of Party they are looking for so I can best advise them. Ask if they have seen me before or if it was a reccomendation. If they say yes it was I ask who from, then say Oh yes that was a fantastic party and all the kids loved it. Now the moms thinks wow the kids loved it hehe. Then start your sales bit and price including the benefits of booking you. Hope that helps Mike.
JIMMY CARLO. KIDabra International Family Entertainer of the Year 2009.
IBM Triple Award Winner. Uk Champion of Comedy Magic. Represented the UK in the United Slapstick Awards on German TV. European Children's Entertainer of the year 2007/8 |
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Dynamike Eternal Order FullTimer 24148 Posts |
Quote:
On 2009-07-30 12:12, JimbosMagic wrote: Those two ideas are very clever. |
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Kent Wong Inner circle Edmonton, Alberta, Canada 2458 Posts |
I have found that the most important elements in closing a deal are as follows:
Ask Questions Communicate your Experience Anticipate Concerns Inspire Confidence Let them get to know you Ask for the sale Many of these factors can easily be addressed by simply Create a Script. This will give you greater self-confidence when talking with a prospective client, and it will also ensure that important points are not missed during the conversation. The final point listed is the one that is most often overlooked. Kent
"Believing is Seeing"
<BR>______________________ <BR> <BR>www.kentwongmagic.com |
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LBP MAGIC Veteran user 374 Posts |
Quote:
On 2009-07-30 11:40, Harris wrote: This topic ended right there. We always tell them why they need us. Its a lot easier to listen to why they want us. If you are doing all of the talking you are losing. |
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Dynamike Eternal Order FullTimer 24148 Posts |
Quote:
On 2009-07-30 12:20, Kent Wong wrote: Excuse me, but can you give a example line of asking for the sale? Quote:
On 2009-07-30 12:26, LBP MAGIC wrote: Okay, we just pulled up to a large branch in the middle of the road blocking our path. I agree with listening too. I know that is important. But isn't the prospect listening to see how good we will respond to their questions? The best way we can move that branch out the way is if we all help by giving an explanation to something that was mentioned already. I agree with Kent about asking questions. It helps the prospects know you are interested in giving them a package that will fit their party. Sometimes prospects are nervous because it is their first time calling for an entertainer. If you just answer their questions in general, it might not help to put them in a relaxation mood. Speaking more specific on what you offer should help make the connection with the prospect. |
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MikeHMagic Inner circle 1007 Posts |
When answering my phone I say, Hi, this is Magic Mike, at which point they will say what they are calling about (type of event,) I always ask what date & time they are interested in. I ask because if I am already booked there is not much to do from there unless they are not locked into that date & time.
If it's a birthday party be sure to ask NAME & age of child, use the child's name as you describe the show and how "Bobby" will be the star of the show, "Bobby" & his friends will enjoy & remember this day. I say to my client "I'd like to tell you a little bit about myself, I'm kinda new to this I've only been doing it for 30 years" gets a little laff and they get a touch of your humour and personality and hopefully like you and book you.
Mike "Gus" Harvatt
"Bullwinkle that trick never works." |
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Dynamike Eternal Order FullTimer 24148 Posts |
When they ask me if I am available on a certain date (and I have no shows booked for that date yet) I still ask what time. It help shows them I am a professional, getting no open days.
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Kent Wong Inner circle Edmonton, Alberta, Canada 2458 Posts |
Quote:
On 2009-07-30 12:27, Dynamike wrote: I know it often feels awkward to ask, but try saying something like, "Can I book you into my performing calender?" If your script has helped you do a good job with all of the previous points, the client should feel very confident with you and be very receptive in booking your services. Kent
"Believing is Seeing"
<BR>______________________ <BR> <BR>www.kentwongmagic.com |
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Dynamike Eternal Order FullTimer 24148 Posts |
Sounds like a good one, Kent. Good look'n.
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Kent Wong Inner circle Edmonton, Alberta, Canada 2458 Posts |
One of the other things to remember is that people don't generally hear the first few words when you answer the phone and start talking. The only exception to this is when they are standard phrases that people are use to hearing. So, if you and answer the phone, try not to throw too much at the caller when you first answer.
For instance, I try not to answer the phone by saying, "Kent Wong, can I help you?" The reason for this is that they will never remember my name that way. Instead, I always try to answer the phone with something like, "Good afternoon. This is Kent Wong speaking, can I help you?" Now the caller has had a chance to adjust to my voice and, by the time she hears me say my name, it will stand a better chance of being remembered. Kent
"Believing is Seeing"
<BR>______________________ <BR> <BR>www.kentwongmagic.com |
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MikeHMagic Inner circle 1007 Posts |
Another good tactic is when you have an open day is to select say 2 times you would like to fill, and say, " I have 2 PM and Noon slots open which one would you like to reserve?", no yes or no just a choice of times, mildly pushy but not obnoxious.
Mike "Gus" Harvatt
"Bullwinkle that trick never works." |
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muzicman Special user LaCenter, Wa 989 Posts |
Phone calls are made to either:
1.) Get Information 2.) Provide information. 3.) all the above Always keep in mind that the person you are talking to may have hidden factors that will affect their mood, patience, and understanding. These hidden factors may be that they are tired, cannot hear very well, nervous, ect. To put people at ease, introduce yourself. When they tell you their name, write it down! You should always have a pad and pencil handy! Use their name frequently, when appropriate, just don't be patronizing. Be genuine, sincere, and be "In-Tune" with the direction the caller takes you. Some callers want additional info. Others just want to book a date. Most I fear are the former verses the latter. Answering their questions in a calm voice with a medium cadence and using their name is a perfect recipe to make a connection and get the gig. Listen to the background of the caller, if it is noisy, or too many distractions, keep your words short. If I ever hear a phone ring in the background, I ask if they need to answer it. I feel someone only in an office environment would have additional phones ringing. Sometimes they do need to answer it, and I made it easy for them. The hardest part of the sale for me is the price. Some balk at it. and I feel obligated to mention how I wish I could do it for less. Then I list expenses they hopefully see add up. Always put your caller first. Do not try to multitask when selling a client. Smile when talking to them, even though they cannot see it, they can hear it in your voice. IT'S TRUE! With some, I can use humor, just a little at first to see how they respond. Others make it official business from the start. You need to pay attention to their tone to see how far you can take it. I once gave a lady "the rest of the day off". I told her to go tell her boss I said it was OK. She was a great communicator and I commended her for it at the end of the call. That's the final thing. Some people are good communicators, and some people just are NOT. Some people can form solid good thoughts and put them into words gracefully. Others can't seem to grasp this communication thing. It's really not hard to answer a call, and make a connection with another human being. Even though I have been professionally trained to handle callers, I found even that training to be instinctual to just simple kindness. Using medium cadence (the rate of your words) makes you easier to understand. It also makes the caller more at ease. Using their name makes them feel important and you DO get credit for remembering!! |
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Al Kazam the Magic Man Inner circle Living in Perth Western Australia 1042 Posts |
I have a great idea. Buy John Breeds book called "How to Create Kids Magic and Triple Your Income". It has a fantastic chapter on how to sell yourself over the phone, and another chapter on marketing that in my opinion is the best going around for kids' entertainers. Can't go wrong with that.
JoJo
Magic guy in Perth Australia
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Dynamike Eternal Order FullTimer 24148 Posts |
Those are a lot of good ideas, Muzicman. With the right amount of practice it will all come with ease.
Very interesting ideas, everybody. We should all put this in a book. It will work for other type of sales too. I knew about the basics already. A lot of the ideas are new to me. I never heard of that book before, JoJo. But because of the economy problems, every little bit helps. Quote:
On 2009-07-31 02:46, muzicman wrote: I can understand a lot of humor will have to be thought of last second. Just like when something new pops up in our shows. But there are humor lines that are used regularly too when we entertain. Can someone name any regular humor lines that can be said to a prospect? I remember when a solicitor called me up over the phone. He said he was calling for the county sheriff department to collect donations. (I think it was a scam.) But he had me chuckling over the phone each time he called. I should have written those words down so I could use them. |
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John Breeds Veteran user England 336 Posts |
Quote:
On 2009-07-31 03:28, JoJo wrote: Quote:
On 2009-07-31 06:19, Dynamike wrote: How to Create Kids’ Magic and Triple your Income! Please feel free to take a peep inside! Just press one of the orange texts. PeepInside01! PeepInside02! PeepInside03! PeepInside04A! PeepInside04B! PeepInside05! PeepInside06! The book is available from all dealers in USA via Murphy's Magic or direct from Practical Magic in UK and Europe. John Breeds |
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Dynamike Eternal Order FullTimer 24148 Posts |
Thanks for the info, John. I will be sure to order it.
Posted: Aug 3, 2009 8:24pm Does anyone have a direct link to where "How to Create Kids’ Magic and Triple your Income" can be purchased in the USA? |
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Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
Dynamike -
I googled the book title, and came up with a number of U.S. dealers carrying it, including Denny & Lee's: http://www.dennymagic.com/cgi-bin/hazel.......m=009357 - Donald P.S. I have a copy of this book that I'll be reviewing for the KIDabra Journal in the next while. I've gotten a little behind in my reviews because of dealing with some personal stuff. Just from a quick glance, it seems to be a good book.
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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Tony Chris V.I.P. Vancouver, Canada 714 Posts |
Hi guys,
I was surprised to find this thread as I just finished posting in The Latest & Greatest about a new PDF by my buddy Matthew Johnson. It is another great resource for selling your show over the phone. You can visit his store at: http://www.thecorporatemagician.com/magicstore.html I just finished reading his new pdf download called "The Rule of Thumb - The definitive guide to booking magic shows over the phone" It is a fantastic (& very insightful) read with tons of great info for everyone in the magic business. I have always taken pride in the fact that I am one of the busiest working pro's in my area and for the last 15 years have been fortunate enough to work full time at my art. I thought I knew everything in terms of how it was supposed to go down regarding my sales pitch, and how to close the deals! Now I have to admit, that I was wrong! I learned some very cool secrets that I will be using asap. I am always trying to read the latest books or lecture notes from real life workers such as myself. I thought I pretty much knew everything there is to know about how to sell my show over the phone (corporate shows, birthdays and family events) but I was extremely delighted when I got my mitts on Matthews newest eBook download. Please note, I have known Matt for a very long time and yes we are good friends but when I finished reading his new offering, I immediately called him to thank him for sharing this with our brotherhood. I can't believe he gave away his secrets. First thing I said when he picked up the phone was "You are CRAZY for putting all your trade secrets in print", the second thing I said was thank you so much for doing it! The material in his download should easily be three times what he is asking and I told him that! If you want to know some amazing secrets from a real pro, I urge you to get his download. It will change your business regardless of being a part timer, occasional performer or like me, a full time entertainer. Here is a chapter list of the contents. Contents Section Page 1. Introduction 3 - 4 2. Any old phone will do! 5 3. To pick up or not to pick up, that is the question. 6 4. First impressions count! 7 - 8 5. Make it personal. 9 6. Are you available? 10 7. What kind of event is this? 11 8. The little white lie! 12 9. The referral. 13 10. The fee structure & why it's important to have one. 14 11. How much should I charge? 15 12. The most expensive, unemployed magician in town! 16 - 17 13. The power of holding the date. 18 14. I have to talk to my husband (or wife). 19 15. The 1st birthday party. 20 16. Should I take a deposit? 21 - 22 17. Calls to make & when to make them! 23 18. Emails to make & when to make them! 24 19. When to give written price quotes & when not to. 25, 26 20. What happens if YOU have to cancel your performance? 27 21. Setting up a successful invoice system on your computer. 28 22. Sample invoices & contracts. 29 - 31 23. Put it in your day planner too! 32 24. The secret to getting great reference letters! 33 25. Final thoughts. 34 Best regards to all, Tony
As magicians we create what onlookers call magic. If they truly believe in what we have created for them to witness then magic is real!!!
- TONY CHRIS, A.K.A. Zany Zack http://www.tonychris.com |
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