Sometimes it's not what you say, it's what you ask .....................(or don't)

"Pick a card...any card! Huh? Whattya say? How about you, mister? Pick any one...and I do mean ANY one of these cards....ummm...except that one. Hey...wait a minute...where are you going? Bathroom? Mind if I tag along? And maybe if you're not too busy you can pick a card in there, okay? HUH? C'mon, guy. Gimmie a break here, okay?"

That's the way puppy-dog-fresh-from-magic-sales-boot-camp sound to me. They are the Magician Who Wouldn't Go Away.

There's only one reason people buy: because they think you can fill the need they have (a mentalist, an activity for an hour, a little levity, getting people to mix...whatever) at the price they are prepared to pay. They have to see value in what you do...a value that matches what they have decided they are going to spend. If you are going to charge more money, then you must increase the value they perceive in what you're offering.

That's it.

Get to the answer, sell your show and shut up.

David

Yup, even a fish wouldn't get in trouble.........you know the rest.

A nice summation of my point sir.

I just ask a number of questions to get to the point where I can offer one or two options to the prospect. I think the hardest part is when the caller doesn't have an idea of what the budget is - it's hard to limit the options in that case. I'm thinking, "Throw me a bone!" All I can do is give them a quote for several popular options, which may not be what they're looking for at all.

I've had callers who won't give me any information and just want a price - rare, but true. I just quote them a fat five figure price, with some restrictions tossed in, and leave it at that. I find those callers to be hostile and I just doubt that I'd want to work for them.

I have never understood the idea that somehow your show has a different value, if I have a larget budget. I have watched magicians try to swallow up every dollar in the budget, and leave a customer feeling wrung out like a mop. I have always worked markets where I have a show and it is what it is and it costs what it costs. If you talk them into too many services and can not deliver on what they think is a value for the dollar, you have hurt yourself in the long run.

I am not saying it is wrong to do things this way, it is just not something I am familliar with.

I have to agree Danny,I know some entertainers out there who when they here the word "Corporate" all of a sudden there show is worth 3 or 4 times what they normally charge. Excluding any travel fees of course my basic show price for 1hr standup show is the same for everyone. if the budget is there great if not we both move on with a thx for considering me.. I'm not saying my way is right but it has served we well for many yrs..

I agree Mark. If it's not a good fit then thank them and decline.
Same with doctors. I wouldn't ask my GP to put on an operating gown but he would recommend someone who will.

The idea is to meet expectations, often dictated by their budget. Think of the budget as a way of spelling out their expectations. There are often extra costs associated with meeting those additional expectations. The package isn't necessarily better or worse, just different.

I don't see how talent manages to exapand in direct proportion to budget is all.

It doesn't. However, the performer may be adding little things that are unimportant to a budget consumer. Those little things may have little to do with quality of the show, but may impact perceived quality.