Up-Selling

[Professor Jam]

Lets see if we can have a conversation without someone saying I've been a computer DJ since 1900 or I use XYZ software to DJ With....

How many of you up-sell your CPS system? (have add-on features individuals pay additional fees to have at their events)

I upsell my system on average $150 - $250 per-event offering a varity of added features - What are you doing that enables you to up-sell clients?

Let's see where this goes.

[HeadlineDJ]

I don't up sell anything.

I offer them through a web form two upgrade options, one for lighting and one for sound.

Apart from that they get quoted a price and they take it or leave it.

If a client gets picky, then I'd rather not work with them.

I don't up sell my CPS at all, in fact I only tell them I use one if they specifically ask me what I use.

[Cap]

Jam: I don't upsell it because it's all I have. They get digital because there's no other option with me except dead air (and thankfully, no one to date has said that dead air is better than my remastered music) [img]style_emoticons/<#EMO_DIR#>/smile.gif[/img]

There are a few points offered potential clients regarding digital as feature-benefit sales kinda stuff, nothing more.

[Jim Casey]

Jam,
Youmay be the first DJ I have heard of that upsells the digital DJing. How are you doing that? Would you bring Cds for a "budget client"?

[Professor Jam]

Cap,

The reason I asked this on several boards is I've been incorporating up-sells for a few years - actually five years and after speaking with a group I network with they were amazed that I took such a simple thing and have capitalized the way I have.... I assumed others were doing what I was and it was no big deal, I seem to be wrong....

Jim, I've always had a re-mix party package with my CPS as an upgrade and did well - That’s not what I meant via this thread.... It was great for years until individuals in my market starting emulating my system and undercutting my rate by half.... I've always been amazed by this approach in business and Cap and I touched on this in a phone conversation.... We think allot alike - just in different directions..... lololol

Also, remember Jim individuals such as Cap, me and a few others have been doing this longer than the majority... I still have a vinyl - CD and CPS system....

[Cap]

Jam: I would be very interested in learning your digital music up-sell sales approach. Not trying to sound facetious, it seems that digital music is so common-place nowadays (such as selling a car and wheels are an option), that you've tapped into something quite unique.

We did touch briefly on the digital remastering of tracks, one at a time, and that is where an effective difference is made, and I do offer this remastering service as an option (a $100/per hour service), but it is separate from the base contract.

Jim: Yes, we do approach quite differently to obtain the same ends. Philosophically, some sell the DJ industry first and then their services in comparison with the "herd" secondarily.

Not giving a hoot about the industry, my focus is entirely on my services leaving the clients to make their own comparisons and the feeling that if they don't retain my services, they will simply die. If, by not raising comparative questions nor offering an iota of negativity nor fear factors in my presentation, there is no need for them to search any further. That's where we dramatically differ.

Also, very quickly about multi-media forms, I do not have the capability or equipment to play a record, tape or CD on prem. It's digital or nothing.

[Professor Jam]

<div class='quotetop'>QUOTE</div><div class='quotemain'>We did touch briefly on the digital remastering of tracks, one at a time, and that is where an effective difference is made, and I do offer this remastering service as an option (a $100/per hour service), but it is separate from the base contract.[/b][/quote]

Cap... That is what the heart of my message is... Up-sell to me is adding another feature and charging more than what your base rate is.... I'm not talking about charging more because you use a computer system... In past however, when we were pioneering this style of mixing I was able for many years charge more for the uniqueness....


Also, your cpmputer does not have a DVD or CD player???????

[Cap]

Jam:<div class='quotetop'>QUOTE</div><div class='quotemain'>Also, your cpmputer does not have a DVD or CD player??????? [/b][/quote]Please read this reply as though we were hiding in a closet together.

Shhhhh. Yes, it does, but I hate it when someone hands me a tape or CD at the gig and says, "Here, play this!" totally out of the blue. I also tell my clients this so that whatever outrageous or needed music for their event is handled at least 6 weeks in advance of their event. It works PERFECTLY for me to eliminate surprises.

"Aw, gee, I'm sorry. I can't play this (record-tape-CD). I 'm all digital and don't have the equipment to play your (record, tape-CD)" Do you have it on a USB jump drive with you? And that ends that!

(Of course if it's something critical, I "can do" but they'll be made aware that it is far above and beyond)

[Professor Jam]

I thought you had a secret I was unaware of lololol.....

What you will see is some clown, to jack with a DJ, say Can You PLay This? You incert the CD and it's a self-extracting bomp that freezes the system.

[Scott McKinney]

We upsell Karaoke. Extra external HD with MP-3+G's. Small multi channel mike mixer and a computer moniter to view the words on the screen. (extra equipment adds cost.
Add music video's then they pay for my projector,videomixer and DVD players and screen.
Full 10 foot light truss with intel's, spin&pukes, chasers and big UV's. All cost more.