DJGold

djwak59 · Joined: September 21st, 2004 Posts: 200 Location: Dyer, IN

Hi everybody. CJ was right, you could do a whole topic on follow up calls after a Bridal show. So.. here it is! :lol:

In another topic on Bridal Shows, I posted a dilemma that I, and probably others have. That is, how do you deal with cold calling prospects????. You know how it is, you get this HUGE list of participants at the Bridal Show you did and start to look it over. Let's be honest, MOST of the Brides, you didn't meet, but, here's this list of possible jobs for you. It's easy to call the ones you struck up a conversation with at the show BUT ( and that's a BIG BUT) how do you cold call the ones you didn't meet ?????

Most of the time, I find I'm leaving a lot of messages. I'll call back one time, any more than that and I feel I'm being a pest. I also send out a brochure and special offer, even though they may have picked one up at the show.

Anyone care to reveal some secrets? Thanks. 8)

jwg · Joined: September 15th, 2004 Posts: 1089 Location: Erie, PA

Do the brides to be have a way of filling out a form on your website? I have found after the bridal show i do in January, I have request info forms waiting for me in my inbox. Several of them saw me at the show, took the brochure and CD rom home and visited the web site. By filling out the form, they are establishing a way for me to contact them if i didn't have enough time to converse with them at the show.

I usually have 1 or 2 members of our local DJ association help me as the show I do brings in 700 brides.

djwak59 · Joined: September 21st, 2004 Posts: 200 Location: Dyer, IN

Hi jwg. I have a sign in sheet at my booth for them to fill out their contact info so I can get back to them. I'm a single operator, so I don't have extra staff to help me out at the booth when I do shows. O.K., they can contact you through your site, they can contact me through my brochure, that doesn't happen as often as I'd like, so, I still end up having to call some of them. So... we're back to square one.

When I cold call someone who was at the show, who I DIDN'T get to talk with, I intro myself and let her know right off that I got her name and number from the Bridal show promoter, so she doesn't think I'm a stalker. Then I usually try to get her to commit to a FREE consultation at a place of her choice, with her fiancée, or another significant other.

I've given her some control and hopefully she doesn't feel like I'm pushing her into the meeting. So far I think I'm on a good footing. But here too, is where some tips would help.

What do the rest of you do? :?:

jwg · Joined: September 15th, 2004 Posts: 1089 Location: Erie, PA

My experience the last several years after getting the attending Bride's lists its a waste of time to 'cold call' them. Several already have other entertainment booked and i never get a return call anyways.

On the other hand, if they visit my site after the show and fill out the request info page, they are still looking for entertainment.

djmc · Posted: Thu Dec 16, 2004 12:58 pm Post subject:

Is it really a "COLD" call when you're calling a qualified prospect?

They attended the bridal show, saw your booth.
Sometimes you need to use the "100 - 10- 3 - 1" rule, and if you can beat those numbers you'll come out ahead.

Nowadays I'm glad I don't need bridal show PR, as the Internet brings in the business of 4 bridal shows (each one costing $900 for a booth).

djwak59 · Joined: September 21st, 2004 Posts: 200 Location: Dyer, IN

DJMC.....explain please...the "100-10-3-1" rule, I have a feeling you're waiting for me to ask this! :lol:

jwg · Joined: September 15th, 2004 Posts: 1089 Location: Erie, PA

The problem with the bridal show I participate in is this. You have 700 brides coming in. I suggested to the radio station sponsor that the brides fill their names in on a pre printed label they wear that says "Hi I'm The Bride" instead of guessing from a group of 4 or more who the bride is.

The other suggestion I offered to the station was have the brides fill out a simple form online created on the radio station's website or at the show check off what vendors they already have booked. Then they could let the vendor know ahead od time - Oh I already have a DJ or florist etc.

Both suggestions fell on deaf ears.

audiopulse · Joined: February 18th, 2004 Posts: 214 Location: Joplin, MO

Sounds like good ideas, I like the first one the best...

Dave

djmc · Posted: Fri Dec 17, 2004 10:55 am Post subject: Re: Cold calls after the show

djwak59 wrote: DJMC.....explain please...the "100-10-3-1" rule, I have a feeling you're waiting for me to ask this! :lol:

In telemarketing/sales, there was a general "rule" that if you have a decent product, that you will get 10 good leads for every 100 cold calls you make. Out of these 10, 3 will be convinced of your quality and will be ready to make a purchasing decision, out of which at least ONE will close.

Rule of thumb is when you close MORE than 1/3 of the deals, your prices are too low.

in a typical bridal show in a large city there will be 2000 persons attending the show (at say $1000 for a booth).

You could expect 200 good names and phone numbers of B/G's with a need for a DJ.

10-3-1 says you can have 60 qualified prospects, and could possibly close 20 of them (if you're a decent salesperson).

Only reason why this scenario DOESN'T WORK:

Out of those 60 brides maybe 20 of them want June 18 (or June 25).

The brides whose date is March 12 is going to have alot of competition for their reception.

OTOH, I feel sorry for those June 18 brides because they are cattle fodder for the Multi Ops.

djwak59 · Joined: September 21st, 2004 Posts: 200 Location: Dyer, IN

Thanks djmc.

Michigan DJ · Posted: Thu Jan 06, 2005 2:10 am Post subject: Re: Cold calls after the show

Quote: Sometimes you need to use the "100 - 10- 3 - 1" rule, and if you can beat those numbers you'll come out ahead.

Cool...I have never heard of this before now.

I need more marketing experience.

:(

Digital Scott · Posted: Thu Jan 06, 2005 9:56 am Post subject:

I came in a little late for this one.
:?
After the show I get a disc sent to me with all the people that came to the show. I look it over and delete all the ones that look fake ( you know, like a tuesday wedding or 555-5555 # ) Then I kill all the ones that I have the date booked already. Now my list is ready. I pick up the phone @ 6pm and I press *67 and then the number. If I dont get a real person I hang up ,mark my list to call her back and I go on. My goal per day is to make 50 calls,talk to 20 people, and setup 5 appointment. out of the 5 meetings I setup I might close 2 or 3. I try to do this everyday untill my list is dont. I love the feeling I get when I close another wedding. :D

Michigan DJ · Posted: Fri Jan 07, 2005 12:54 am Post subject: Re: Cold calls after the show

WOW great advice...going to do this with the list from the bridal show I am doing SUnday!

Michigan DJ · Posted: Fri Jan 07, 2005 12:55 am Post subject: Re: Cold calls after the show

Why *67?

Digital Scott · Posted: Fri Jan 07, 2005 1:00 am Post subject:

*67 then the number . it is so your number doesnt show up on the call ID if people see your call all the time you will never book a job. if you call and leave a message 9 out of 10 times you will not get a call back. so I call everyday @ different times untill i get them. :D

Michigan DJ · Posted: Fri Jan 07, 2005 5:04 am Post subject: Re: Cold calls after the show

Sneaky...I LIKE IT!

Digital Scott · Posted: Fri Jan 07, 2005 9:25 am Post subject: Re: Cold calls after the show

Not at all, it is just business. I think it is alot better then sending 10 or so e-mails or calling and leaving 3 or 4 messages. This way it looks like you havn't called at all. brides give all the info at the show,and are told that they will get call from all the different venders/business from the show. I dont know how your lists are from wedding shows ,but ours have 2 different lists. 1) to call 2) Not to call. I only call the (to call) list. and I send out ONLY 1 snail mail letter,and even then I try to not send out too many. at 0.37 a pop I dont want to send out 500 of them. :hahaha:
And I know 0.37 isnt much, but it is all the work involed with it ,stuffing Env. Printing,stamping, and any how, I am going to be a LAZY DJ 8)

Michigan DJ · Posted: Fri Jan 07, 2005 11:07 pm Post subject: Re: Cold calls after the show

hehehe Lazy...

I get it.

Digital Scott · Posted: Fri Jan 07, 2005 11:27 pm Post subject:

:wink: