Karaoke Forums

OK, let's try an extention to the being told what music to play thread.
Let's come up with a good list of questions or suggestions that are used during that initial meeting with venue owners. The sort of things that we as KJs discuss or the type of marketing pitch we would use in looking for a new gig.
As a note I don't feel like there is a right or wrong way to do this, so let's stay open minded, and put it all on the table. I think all of us could benefit, and take something from others experiences in this.

Now as for me. I usually start with a quick overview of the type of show I do. For example I show them my book and go through the song selection and genre type. How I run rotation. My thoughts on good singing, bad singing, being fair to everyone in the venue, discuss dance breaks, dealing with bartenders, and drunks. Type of announcements, promotion ideas, etc.
That's all I can come up with off the top of my head. Let's use this as a chance to put together a nice overview for talking with owners, and maybe sales pitch development.
What do you think?

Although I'm not a KJ or a bar manager, I would say from what I've experienced in sales or interview situations, that you close the deal by persuading the other party that you "have all the bases covered" - and bringing you into the picture is beneficial to him. Don't approach it like you have a product that you want to sell. You are improving the other person's business.

Being knowledgeable and able to demonstrate how you can manage problems and not add to his/hers, will matter too, I think. Venue management is intensively person-handling... and there is daily drama between the staff, customers, and suppliers. (And the relatives/friends of them).

Is the bar up to date on its ASCAP et al fees?

I bring a 3-ring binder with photos of gigs, me Djing, my equipment, my cdg assortment, signage, flyers, Internet support(you may want to bring a wirelss laptop and take them on-line to show your KJ myspace or webstie that you would include thier venue on), lists of the services, media articles, benefits, additions, advantages, advertising support, that I bring to them. Its all done up with professional layout and presentation. We sit down and I take them on a tour of the binder as a professional job presentation. You may also want to present a DJ resume and include a list of DJ/KJing references.

Then I answer thier questions. Then they answer my questions. Then expectations and requirements. Only then when we come to agreement of the things they need and I can provide and that we think each other is a good fit do we talk $$$.

Then if there is a meeting of the minds and everyone is on the same page and feel comfortable do we proceed as a TEAM EFFORT and go from there.

Its presentation and discussion and Q & A is a like a checklist process for both. If everything checks out then we are good to go. If not then tell them thank you and if something changes in the future please keep me in mind and contact me and I DO APPREICATE YOU TAKING THE TIME TO SPEAK WITH AND CONSIDER ME. And shake hands, leave a business card and depart as professional associates who think well of each other. Also ask them to pass on to other bar owners looking for my services where i might be a better fit(refferals).

Also DRESS WELL for the inteview. Show respect at all times. Last one I did I came dressed in full DJ outfit(same shirt as in my pic). It seemed to help---like an official uniform. But a shirt and tie may be more appropiate. At any rate--DRESS FOR SUCCESS!!

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"You know that I sing the Blues and I do not suffer fools. When I'm on that silver mic, it's gonna cut ya, just like a knife"-The SWINGCAT

May I add:

Do they want me going by bar time to start and close?

The possibility of going over time and fees for that.

Discuss form of payment, when I will be paid and by who. (W-2 or 1099 for tax purposes)

If it is a regular gig (say every Wed) and it lands on a holiday what are your expectations for pay.

If it is a potentially busy bar for karaoke I like to discuss workers singing while working.

Some people like to negotiate their drinks free.

What advertising is done by the bar and what I provide.

What do they like as far as volume.

Your feelings on contests and theirs

I reserve the right to disallow any singer from singing

Discuss setup area and equipment placement

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[updown]~*~ MONKEY BUSINESS KARAOKE~*~ [/shadow][/updown][/glow]

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One thing I noticed that is missing, and may apply to other in more "rural" areas is that I tell the bar owner/manager that I am not responsible for bring people in, that is up to them. But if people to come in the door I will do my best to keep them there.

I will put the bar on my website/myspace, if they want, but all other advertising is up to them.

Wow, 168 views, and only 6 replies. I was really hopeful there would be a better turn out.

I saw your comment about there being so few responses - I would add something if I could think of anything to add. Most things I bring up with potential venues are mentioned above.

I'm in the same boat. I keep checking this thread hoping to see some other ideas as I could use some as well.

This is from another thread..
From all these threads about bar owners they are the bad guys, need to be negotiated with and in general are there to make your gig miserable. If they have had a bar open for years they are not dumb and have heard every sales pitch in the book.

The following comments are from many years of experience which included electronic repair service, installations (antenna, broadcast, intercom, public address, and music sound systems). They also are based upon scouting, bidding and selling contracts.I have also been in direct selling.

A karaoke consult involves very little selling or negotiating. It is more PR and setting a foundation with owner and staff before the first setup and constant weekly
communication.

Before approaching an owner or the food and beverage manager in a motel or hotel I have done the following. Researched the history and know if they have had karaoke before, if so why didnt it work. I know if the owner has other businesses and how successful they are. I have talked to regulars that know staff and get a general feeling about the place.

The hardest selling part is this. You have to sell yourself in the first 5 seconds, get their trust and confidence. As an outside TV repair tech I could write a book on this subject. During my initial contacts I am assessing the owner more than he is me. I get them relaxed and have a general conversation about their goals and see if they have the confidence and positive attitude to make it work. During the process I get their knowledge and general impressions of karaoke and DJ. These discussions tell him my rules and which formats I can provide. They also set my parameters which I cannot vary from. By this time if we are not in agreement I smile shake his hand and respectfully end the interview. Notice there has been nothing said about system, selection or any particulars. These are minor and most owners with a good overall goals dont see them as a make or break.

Also I find out if he is trying to establish a certain type of clientelle (in which case I boogie) or has the capability to go with the flow and is able to assess what the crowd wants and change as needed. I am able to predict how well the working future relationship with him and staff will be.

By this time you are friends and then are able to evaluate whether you click or not. THEN the question of price, bar tab and hours are discussed. After that small adjustments are made which includes sacrifice on both sides are made as needed.

It is not a door to door type selling experience it is preparation and PR. There are many other suggestions I should make but they are beyond the scope of a short thread but hopefully this will give newbies a different aspect about securing gigs.

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Very Interesting....

My experience has not quite been the way you outline it here. Here's mine (from several years ago, when I was actively trying to find gigs)... I would walk into a Bar and ask if the Owner or Manager is around. If they are not present, then I would politely ask the Bartender if he/she could give my business card to them (and I would try to come back again at some later time or another day). If they are there, then I would ask if they would be interested in having Karaoke there. Now, without any further discussion, the the first thing that has come out of their mouth is, "How much do you charge?".

OK... That's my 1st 5 seconds. Based on your outline above, what was I doing wrong? Your outline has you coming in to offer your services, and shooting the breeze with them for 5 or 10 minutes before price even comes into the equation.

There is potentially much "ground" that can be covered during an iniitial meeting. At very least I would want to be armed with the information and literature described by both Karryoker and Swingcat.

But until you start your presentation, which you must control, you will not know the decision maker's hot buttons. If he has had karaoke before it is IMPERATIVE to find out about past shows at the venue. Sometimes just talking to the help before meeting with the owner/manager could prove to be very beneficial. Be careful, though, the help isn't always "right" and could mis-direct you!

There will, undoubtedly, be many owners whose first words will be, "what do you charge?". You must try to deflect the question. You might try: "I'm competitive, but more important is what I will provide you for your money!" THEN, without pausing, be prepared to do just that - indicate what you will be providing for the money.

Well said

I usually deflect the money question with " It depends on a few factors. Let me get a better understanding of what you are looking for and if we are a good fit for each other"

I don't ever just quote an hourly price. Karyoker is right about building a rapport. In any sales situation you need to build some sort of rapport with the person that is hiring you. Nine out of ten times you'll be hired over someone else because they like you.

I really do need to find out what someone needs before quoting a price. It depends on how many hours they are looking for, if they want more than one night a week and if I can store equipment there.

Here's a little idea that just popped into my mind. Those of you that prefer contracts be signed can suggest a lower price if one is signed adding a guarantee of work say for 3 months. Bars tend to shy away from signing contracts, but if the price is lower they might do it. I'm not saying lowering your prices, but hiking them up to accomodate change.

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[shadow=pink][glow=deepskyblue]. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
[updown]~*~ MONKEY BUSINESS KARAOKE~*~ [/shadow][/updown][/glow]