Transforming Client Relationships through Meaningful Connections in the Entertainment Business

Dale - BusinessI am constantly thinking about how to improve my entertainment business, and land that big paying gig. Too often, prospective customers are concerned about price, not the skills I could bring to their event.

My dad always told 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 photo blog and #1 New York Times bestselling book Humans of New York, interview. He had to connect with his subjects 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 without hesitation.

I will 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 of childhood birthday parties?

I’m not sure how I will work this into the conversation. For all I know, I may ask the questions directly. One thing I took away from Brandon’s interview is setting the conversation’s tone right from the beginning.

My initial thoughts are….when I get a caller, I must first listen to their requests. 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 to better understand them and what they would like their event to become.

As I was writing this, I got 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.

2 thoughts on “Transforming Client Relationships through Meaningful Connections in the Entertainment Business”

  1. I really love this post, for several reasons. First because I believe in, live and die by building relationships. I am a Wedding Planner for a large Hotel and have a personal business as well.
    Time and Time again, 85% of the events and weddings I book, dont book for the location or the service, they book because they trust and believe in me. I have touched them in a way that inspired them to be comforted in trusting one of the most precious moments in their lives with me.

    Second because far too often do we treat people like transactions. Who, What, When Where…. etc. Everyone wants to feel like they matter. Everyone wants to be appreciated. Taking the time to hear their wants, their needs and getting a promise in return to deliver, is age old. Back to the days when a hand shake sealed important deals, not mountains of paperwork.

    Kudos to you Dale for reaching beyond the transaction phase of business and getting back to the basics! Good Luck in your future endeavors.

  2. I love what told your father “Son, people buy from people they like, and are willing to pay more just because they like you.” which is a super take-away message.

    I love it because it is this kind of short and meaningful message which changes my mindset.

    This combined with the call you received made it clear to me to understand the reality of it.

    Thank you Dale for sharing it.

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