6 Ways to Gain Trust and Decode The Needs of Promoters

Not every potential client is looking for the same skill set or experience when booking a disc jockey. It’s important not only to ask the right questions but decode the needs of these business owners so you avoid wasting time and focus on what will help your clients. So how can we gain trust while figuring out their needs?

1. Leave your ego at the door

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Our ego LOVES to get in the way. You know the feeling, That need to correct people. Not only does this put most people into a fight of flight mode when it goes against their belief system, it makes us less likable. Yuck! And if that’s our first impression, well… you get the picture. While we all want to show our confidence in the business, check yourself before you wreck your chances.

2. Ensure Your Potential Client Is Heard

Are you in a business meeting and thinking about what to say next? Stop! Listen to your client. Hear what they are saying and think about what you’d like to know MORE about. If you want to gain trust they need to KNOW your invest and fully understand their needs. You can’t do this if you’re trying to finish their sentences or heaven forbid ‘correct’ them.

3. Ask Questions Regarding What You’ve Seen & Heard

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Dive into a comment they made. Maybe a potential client is talking about how they’d like to gain more notice of their new club. Keep it light but positive. “I took a look at the reviews online and it clear people really love coming here. Can you tell me what you’ve found has and hasn’t worked this far?” Or, “Why do you think you may be struggling to bring in more clients?” Instead of guessing, ask what their thoughts are, first. Maybe they are a new business and they haven’t considered hiring someone to market their brand? If the client it open to consider additional options to benefit the business, instead of promising them the world by booking you (which likely wouldn’t help in the long run) the questions open up the conversation about possible solutions.

4. Offer New Information In The Form of Questions

We did this a bit in number three however this is where you may be thinking about how this will effect your own live DJ Gig, for example sound. If you straight out tell a client that the quality of their sound is awful, after they just spent all that money on their new system, chances are there will be push back. However if you ask, “Have you thought about hiring someone to run sound for your establishment?”  If they’ve never thought about hiring someone to run this, here if your opportunity to sneak in the benefits of having an engineer to keep things running smoothly throughout the night. Or maybe they are thinking about doing top 40 bar music in a swanky lounge. Ask them if they’ve considered house music and what sort of mature, higher paying clientele that may bring in.

5. Avoid wasting energy on things they don’t need

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Some events don’t want nor need your help bringing in a clientele. This might sound odd at first, but if your doing an opening for a store, or maybe you’re a mobile dj doing a wedding, getting the word out about the event might not only be unprofessional but may clash with the marketing teams ideas. Maybe they’ve got an in house designer and that saved you time coming up with a new logo for the event you’ve got coming up.

6. Focus On Setting Yourself Apart While Adding To Your Clients Experience

We can’t do it all. I mean, we can but we just end up being, ‘okay’ at a bunch of things, instead of REALLY GREAT at one or two things that set us apart. To be a great DJ is to know what you can and can’t do so that you can delegate the rest. Maybe you are not the best at marketing a business, but you know a few great businesses that are. Maybe setting up sound is something you can do, but it time consuming and takes away from your performance. Hire or suggest a business hires someone. If you’re up front about what you can do but also give they client references, you’re giving them options they may have not considered so you can focus on the end goal. Putting on a fantastic DJ set.

Note: If you are just faking it through these interactions, people will see right through it. Practice this in your everyday life, with people you care about and you’ll soon see how your relationships can change. In turn it can make these business relationships and meetings go much smoother. So practice, practice, practice!

Speaking of promoters, you may want to avoid these nightmare ones or at least know HOW to deal with them.

More awesome Advice:

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The Career Move That Changed My Little DJ Life

We look at a person we envy and think, “I wish that was me.” The touring dj, the successful producer or the big named label. We want that for ourselves. But how? How did they do it. What was the life changing move that pushed their career in the direction they envisioned? For me is was this one thing that I saw those artists repeatedly doing.

Take action, CONSISTENTLY

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They didn’t just try and learn everything they could or plan for a brighter future, but they actually took the time to execute, daily. It’s that one thing people seem to be confused about. Like, “I have all of this information, now what?” USE IT! Try it for yourself. Does it work? Maybe it doesn’t for you and you need a different approach? Can you improve what you’ve learned? Try it!

How do you take action?

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Get off you ass and do things. Do all the things. If you learned about how to approche a club owner about hiring you for an event, go talk to a few club owners. Practice your pitch in the mirror, have a mixtape on hand and walk in there. It doesn’t matter if they actually dig your idea.  (Silly as that might seem.) What matters is that you are taking action and making those moves. Putting yourself in situations that create opportunities and learning experiences so that your approach becomes better and better. But wait… you’ll also have to:

Stop thinking “failure” is a bad thing.

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Failure means you tried, which means you are getting up off your ass. Right? Not trying means you’re not really putting yourself in a place to succeed, which is the true tragedy. If what you do doesn’t work, then you’ve just figured out a way  it doesn’t. Now go out there and find a way it does. And don’t forget to:

Starting measuring your success!

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What did you learn from your experience, how are you different from a week ago, month ago, year ago? What were you able to accomplish in “this” period of time? Like in the gym, you should be tracking your reps and the weight you are lifting. How are you physically feeling? Are you getting enough food, can you improve your work out? It’s a great way to track your progress and remind yourself, “you’ve got this!”

With practice these actions become habit. Procrastination happens less and less and self-motivation flourishes. Now that you’ve got this information, go do something awesome for your career, then tell me what you did? Tag @KilmaMusic on twitter or Instagram or hit me up on facebook.

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Measuring Your Success As A DJ
The Ultimate DJ Planner
7 Failures Every DJ Experiences 

Quit The DJ Career or Dump The Relationship?6 Warning Signs That You Might Be A Jaded DJ