I am constantly thinking about how to improve my entertainment business, and land that big paying gig. Too often, perspective customers are just concerned about price, and not about the skills that I could bring to their event.
My dad would always tell me, “Son, people buy from people they like, and are willing to pay more just because they like you.”
I could not help thinking about that statement as I watched Brandon Stanton, the photographer behind the photoblog and #1 New York Times bestselling book Humans of New York, interview. He had to make a connection with his subject before they allowed him to photograph and interview them. How he conducted the interview was what I found most fascinating.
Brandon’s ability to get people to open up and share personal stories, good or bad, made me think about how I can incorporate this process into my business.
Is it possible to get people to share? Can I create a stronger client relationship? I can recall a couple of phone calls where people openly said, “I like you”, and booked the party with no hesitation.
I going to work on implementing Brandon’s questioning technique, and see what develops from the call. I have already started thinking about questions. What experience have you had with entertainers, good or bad? Do you have any memories about childhood birthday parties?
I’m not sure how I will work this into the conversation. For all I know I just may ask the questions directly. One thing I did take away from Brandon’s interview is to set the tone of the conversation right from the the beginning.
My initial thoughts are….when I get a caller, I need to listen to their requests first. Then I can follow up with questions of my own. I will let them know that I have been entertaining for 30+ years and that I have learned that I need to ask some questions so that I can get a better understanding of them and what they would like their event to become.
As I was writing this I did get a phone call. I wasn’t prepared, but did my best at listening, and tried making a connection since we both have 7-year old children. The last thing she said was…”I hope we can get you for our event.”
Here is to implementing new ideas, and hopefully new, richer client relationships.