Sales Episodes

As a continuation of my last episode, the question of what clients are paying for is going to be more prevalent than ever. I speak from recent personal experience. This is great news for those that take the time to define what it is they do (beyond the pretty) and spell out where the client's dollars are earmarked. I believe the future of the business will demand us go there in defining uniqueness. This will make it impossible to replicate for every DJ business out there.

Most people don't want to poke the bear or deal with the elephant in the room. It's uncomfortable, possibly painful, and it's not the most fun thing to talk about. However, like a train coming down the tracks, it's not going to reverse course. It's coming (for some, it's already here) so best to have a game plan in place. What am I talking about? Inflation! Whether you want to believe it or not, it will impact your DJ bookings in some way. In this episode, I talk through the different DJ categories that will be hit the hardest and then I give some suggestions on how to come out on top when we get to the other side of it.

We're in the midst of industry convention season. Do you have a strategy in not only deciding which ones to attend but also how to maximize your investment at them? What's a true win? In this episode, I side down with one of my really good friends and photographer extraordinaire, Phillip Van Nostrand. He's based out of NYC and has nailed ROI in attending industry shows. He shares got so many nuggets here that your next show attendance experience will be better for listening to this.

Ever dealt with a parent of the bride or groom who is almost sabotaging the wedding by being on a power trip? How do you balance your allegiance to the person signing the contract with the person(s) who could be paying for the wedding? In this episode, I give you my take on how I would handle something of this nature.

In this episode, I share why I think a negative can actually be a positive. We start out saying "no" as a child but at some point, we're told we should always say "yes". As entrepreneurs, I believe we need to get back to our child-like roots.

One of my podcast premium content subscribers asked me to cover how I create and present my custom proposals. It's morphed over the years and I feel like I have it in the best place I possibly can (at the moment). In this episode, I talk through what I include in the proposal, the tools I use to create the various pieces and finally how I send them out.

Ghosting - it’s just a part of what we have to deal with as an industry…or is it? In this episode, I make a case for how we can stop it all together. It takes a commitment to not be swayed by the almighty dollar and to stand in your truth. If we do this, we’ll finally be able to get rid of not only the negative buzz word itself but the action all together.

I've always been a fan of rewarding yourself (if you sell yourself) or your salespeople for a sale. There are exceptions but by and large sales is not easy - time and money spent to market for the client you want, the sales consult, the proposal, the signing of the contract and the payment. That's a lot of steps. So when you get that sale, you should enjoy the spoils, whether it's you as the owner/salesperson or your sales team. In this episode, I walk through how to set up a sales commission structure. I've been a part of some awesome companies/organizations that have this stuff on lock and think I can give you some out of the box ideas here, whether you are a single-op or a multi-op.

Have you ever had to articulate to a client what your deposit is for? To me, the answer to this question is just one in a line of questions that tells the story of your business. In this episode, I talk through the most commons answers to this question that I hear from DJ companies. Then, I try and give a perspective on it that I think could really change the trajectory of how you approach your business in general. DJs: Interested in Heavy Hits Music Pool? Go to https://heavyhits.com/ For my podcast listeners only, enter promo code: BRIANB - it gets you a 30 day trial for $5. Try it now. Have a topic you want covered? Drop me a DM at @thetraveldjblend. Has this podcast helped you? Share your thoughts by leaving a review on the Apple Podcast App

Are you tired of constantly dealing with customers or clients who say you're too expensive or they've found a cheaper DJ? I know I was. I'd be told it was all about things like being more persuasive, responding quickly, or showing value. The reality is that it goes much deeper than that. In this episode, I give you a few different things to think about and some tips so you can avoid wasting your time with people that just aren't your client. DJs: Interested in Heavy Hits Music Pool? Go to https://heavyhits.com/ For my podcast listeners only, enter promo code: BRIANB - it gets you a 30 day trial for $5. Try it now. Have a topic you want covered? Drop me a DM at @thetraveldjblend. Has this podcast helped you? Share your thoughts by leaving a review on the Apple Podcast App

I often get asked about my sales follow up process. I wish I could tell you it's some elaborate formula but honestly, it's rather straightforward. That said, there are a lot of nuances. I break it all down. Be sure to have your notepad out to take some notes. SPECIAL SALSA PHOTO BOOTH PROMO THROUGH APRIL 30TH. Go to photoboothsupplyco.com For my podcast listeners only, enter promo code: DJBRIANB150 - it gives you $150 off a new booth!!! Automate Your DJEP: https://automateyourdjep.com Have a topic you want covered? Drop me a DM at @thetraveldjblend. Has this podcast helped you? Share your thoughts by leaving a review on the Apple Podcast App. DJs: Interested in Heavy Hits Music Pool? Go to heavyhits.com For my podcast listeners only, enter promo code: BRIANB - it gets you a 30 day trial for $5. Try it now.

In this episode, I interview Chicago's DJ Megan Taylor from Fig Media. She's one of the most in-demand corporate event DJs in the US. Beyond her DJ skills, she is a sales assassin. She spills the tea on some selling tips, talks about the corporate event hustle, and we go through a few tracks together. Want a topic covered? DM me at @thetraveldjblend. Like this podcast? Leave a review on the Apple Podcast app.

Are you in a situation where people see you as the face of your DJ company and your team as bunch of B-Listers? In this episode, I cover how to elevate the value of your DJ "team" in the eyes of clients and referral sources. Enjoying this podcast? Leave a review on the Apple Podcast App. Want a topic covered? DM me on Instagram at @thetraveldjblend

In this episode, I interview Melissa Fancy with Melissa Fancy Events. She's a destination event planner who services the luxury market. DJs ask me all the time how to land and price themselves within that upper tier market. Why not ask a planner directly? You'll hear what you need to do to land these events as well as how to handle pricing. Like what you hear? Leave a review on iTunes. Want a topic covered? DM me on Instagram at @thetraveldjblend

In this episode, I talk through multi-day destinations events - how to quote them and some resources for gear, etc. Have a topic you want covered? DM me on Instagram @thetraveldjblend. Enjoying this podcast? Leave a review on iTunes.

In this episode, I interview Rob Ferre, a mobile DJ out of Salt Lake City, Utah. Rob has successfully transitioned from local wedding events to speaking and entertaining at some of the top corporate events around the country. He shares some tips for breaking into that market. Like this podcast? Leave a review on iTunes. Want a topic covered? DM me at @thetraveldjblend

Recessions are inevitable. Do you every worry about how to keep your rate at a premium when those downturns in the economy come to fruition? We talk about just that in this episode. Enjoying this podcast? Leave a review on iTunes. Want a topic covered? DM me on Instagram @thetraveldjblend

I walk through some parameters to consider in quoting travel DJ events.

I received a DM from a DJ asking how I price differently for lower than normal guest counts. I also talk through what Rock N Roll songs I'm playing at my weddings.

People always ask me how I land events all over the world. One of the biggest ways I'm able to get those events is due to "prospecting" As a destination DJ, this is a huge part of my process. In this episode, I talk though it from a 35,000 foot view.

I give 2 tips on DJ wellness, a MJ update from my event this past weekend, and answer a listener's request about my client's journey (from inquiry to end of event).