September 24, 2024 • 48 mins
What if following up with clients could transform your DJ career? Dive into this episode of The Clever DJ, where I reveal the secrets to building rock-solid client relationships and securing repeat bookings. From my own journey as a DJ rookie to becoming a seasoned pro, I share invaluable insights on how consistent and effective follow-ups can set you apart in the competitive DJ industry.
Ever wondered how to turn a one-time gig into a steady stream of referrals? Discover practical strategies for gathering client feedback, showing professionalism, and maintaining reliability that can lead to long-term relationships. We’ll also explore the power of creating a referral network, offering incentives for word-of-mouth marketing, and the importance of timely follow-ups within 48 hours post-event. Learn how demonstrating genuine care for your clients' needs can manage expectations and cement your reputation.
As an added bonus, get ready to enhance your post-event client interactions with actionable tips on addressing issues and providing additional services. Hear about my experiences with new production equipment like the OBS Bot Meet 2 camera, and how such tools have upgraded the quality of my content. Whether it’s sending personalized playlists or encouraging photo reviews, these small touches can make a significant impact on your DJ business. Tune in and discover how to elevate your client follow-up game to new heights!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Ilia (00:00):
Today's episode is about following up with your clients.
Following up with your clients,it's an extremely important
thing to do, whether it's beforethe event, during the event,
after the event.
We're gonna get into all ofthose points.
Welcome back to another episodeof the Clever DJ.
(00:32):
A quick intro about the podcastbefore I begin.
My name is Ilya and I've been aDJ for just about three years
now, and this podcast is here tocapture my journey from
absolute beginner to pro.
We are on episode 39 now, Ibelieve, and I had to change a
(00:55):
little bit of the production.
As you may know, if you've beenhere before, this used to be a
podcast with two people.
There was a co-host.
Now he had to leave forpersonal reasons.
He may be back in the people.
There was a co-host Now he hadto leave for personal reasons.
He may be back in the future,maybe not, we'll see.
But I had to make some decisionsabout the production, the
(01:18):
lighting, the camera.
I have this tablet here now, soif my phone is not around, it's
incredible, I can just use thatand it's just.
It's way more convenient.
And I got an amazing camera Ifanyone needs a webcam or
something for their gigs or justjust a camera for podcasting,
(01:40):
whatever it is for streaming,for podcasting, whatever it is
for streaming.
It's good for everything.
I just got the OBS Bot Meet 2.
It came out very recently andit's not expensive.
It's like $130 US dollars, $180Canadian dollars Incredible.
The list of features that youhave, all the things you can do
(02:01):
and the quality 4K and greatsensor, great lens, like it's
just an amazing camera.
And it's this small, it's tiny,it's like two of my thumbs, not
even from the start, from themiddle.
So, yeah, this is just here.
I'm here to capture my journey.
I started just about two tothree years ago.
(02:22):
It's hard to say exactly whenbecause, honestly, the first
time I got a controller was, Ithink, 2015 or 2016.
And then I played around withit.
I didn't get what I was doing,I left it.
Then I met someone.
He showed me a few things.
I left it again, met someoneshowed me a few things.
I left it again and, uh, atsome point I was bartending and,
(02:45):
um, I was working at a venue.
Uh, a few venues.
And then, and one of them, Imet a DJ and I told him listen,
I also, I'm also a musicproducer and, um, if you will
agree to let me shadow you andyou show me, teach me how to DJ
properly, cause I I got backinto it, I'm starting to kind of
get it, but I need someone toreally speed this up for me so I
(03:08):
can start doing gigs.
Right, I will intern, I willprovide whatever I can as a
music producer for your business.
We became friends, wediscovered I have pretty good
photography and videographyskills as well.
I leveled up his social mediagame, pr skills and all that
(03:31):
stuff and all of that came in,came together like a package for
my own business, for my ownDJing career, and from
practicing at home, here andthere, to getting a few gigs, to
getting some consistent gigs.
I just for the first time andif you were here before, you
(03:51):
know I've never done it beforeFor the first time I did my own
from start to finish my ownwedding gig.
So, yeah, I'll, I'll need someapplause, um, so what happened?
Was I?
Um, I, I took this podcast,took a lot of my time and, um, I
(04:14):
started gigging less and I waslearning about um, just like I,
I got really interested inpodcasting and, uh, you know,
teaching others.
Uh, what I know?
Uh, I do have a couple ofstudents.
Uh, at this point I'm teachingabsolute beginners, people who
never ever touched a controller,and it's for me, it's really
(04:34):
easy to teach them.
I find that I'm I'm a prettydecent teacher.
They're learning quick, quickly, and they're loving it.
Uh, and it's great because whenyou teach someone and they
respect you and you appreciatehow they learn, you can add them
to your team.
So now I have two people who Ican trust to bring to gigs with
(04:55):
me, especially when they get toa certain level where they can
do things on their own, and Ican send them to separate gigs
to get even more money and moreexposure for my company.
Right, and that's what'samazing about teaching someone.
Sometimes you can charge thembecause they're coming in as
(05:17):
students.
Sometimes it's totally freebecause they're coming in just
to learn the skill.
I am really against keepingsomeone for too long for free.
At some point, if you'restarting to get value from them,
you got to pay them.
It sucks to lose another 100,200, 300 bucks technically, but
remember how it was before yougot an assistant, how much
(05:40):
you're benefiting and how muchthey're leveling up your game
with all of their help, and youknow their company and
everything.
And you know you got to paythem and also, if you were in
their shoes, you probably wouldwant to get paid.
So for me it's really personal,because I've been on either
side and only later I understoodthat you know, like, maybe I
(06:01):
should have gotten paid, uh, atsome point, right, uh, but again
, different people will willtreat the situation differently
and if, if you're finding thatyou're benefiting from something
, stay.
If not, leave, but don't burnany bridges.
That is definitely somethingyou need to remember.
Uh, in business, set your egoaside as much as you can.
(06:24):
If you can't, if it's somethingthat you just have to deal with
, okay, it's a one-off.
But trying to start wars withanyone unless you, really,
unless you can finish them andbe the one who wins?
But I kind of started rambling.
I almost lost my train ofthought there.
(06:44):
What I believe, what I was goingto say, is that I really
started focusing on the podcastand less on actually gigging.
And you know I did differentgigs.
I did birthdays, I diddifferent kinds of birthdays.
You know I did house parties.
I did, you know, like certainthings in venues as well, but
(07:07):
never a wedding.
I was absolutely terrified ofthe idea of me doing a wedding
by myself or even helpingsomeone.
Now, this was a simpler wedding, still had all the aspects of a
regular wedding, but they weretrying to save some money.
They were more modest, theyweren't on my case with
(07:27):
everything, but it made iteasier for me to be the best
version of myself and not benervous, and I prepared as much
as possible.
I'll tell you something aboutpreparing for this wedding.
So the first one was actually mysecond client for weddings, the
first client that's coming upin October.
Um, so what happened was I gotmy first client.
(07:52):
I was really happy.
I have like a month.
I'm good, uh, and then, um,then I get, I get a message and
I only see it a day later, like24 hours later, and I'm like
they need to.
They need a DJ for Saturday,like this.
So it is Saturday, and thenthey need a DJ for next Saturday
(08:13):
, for September, the 21st.
Um and uh, I'm like, can I doit?
And I'm, and I'm with myfriends and I'm I'm like almost
like jumping off my seat.
I'm like, can I do it?
It's a second client.
Do I say yes to this?
Like I need to really make surethat I'm acting correctly here
and I'm like, yeah, I can do it,I'll figure it out, I can do
(08:35):
this and I respond.
I think they didn't want tocall first.
They kind of want to kind offeel it out with with a chat
later I understood why they didthat, um, and explained
everything.
I was actually really strictabout things.
I was like you know what?
Do you want me there a weekfrom now less than a week from
now, technically, because I'm Iwas not even home.
(08:56):
So sunday was going to be thefirst day I was going to start
preparing.
Really.
Then you're going to have topay some sort of premium.
So I charged the first couple adecent fee, almost as much as a
professional DJ would charge,and on a platform where usually
you can only charge up up tohalf of that.
So that was.
(09:17):
That went really well.
And then I charged these guys atiny bit more.
A tiny bit more because I feltfor them.
I didn't know if they're goingto get their deposit back.
Uh, they're never going to gowith a DJ again, cause
apparently they.
I asked them did your DJ bailon you?
And they said yeah, so I'm kindof fast forwarding.
That's after they alreadywanted to make a uh set an
(09:39):
appointment, set a meeting onzoom, and their DJ double booked
.
And again, I don't know if I'llever be in that situation I
don't think I will, because I'mextremely like, organized with
this kind of stuff but, um, hedouble booked and he said,
apparently you know, I'll sendsomeone else and then I'll I'll
(10:00):
switch.
And I heard about this kind ofstuff and, uh, people who
mentored me, showed me how to DJand took me to gigs with them.
They did that too right.
So some people really don'tlike that though.
So they backed away from thedeal and they seemed like really
nice people, and I'm very youalready know that about me if
(10:23):
you've watched some episodesVery spiritual, very trying to
help everyone, and I just findthat it really really like what
goes around comes around, andmore often than not, I benefit
from it in one way or another,like, for example, one time I
(10:46):
fixed someone's computer an oldlady and the old lady was going
to get her money and said, well,how much would it be?
And, um, cause, I told her likeapproximately 300 bucks for what
she said.
But then it was such a simplefix.
It was just she didn't knowwhat she was doing and she just
it was as simple as as um,something not plugged in, but
not exactly that.
Something not plugged in, butnot exactly that.
(11:07):
So I I told her you know whatthis one's on the house, but the
only thing I'll ask you for isto call me when you actually
have a real issue, becausethat's not a real issue.
I got three more calls from herand I got paid nicely and I got
paid with a tip and tea andcookies and everything.
That's just one way that Ibenefited from something like
that.
So I just find it that beingnice is generally something
(11:29):
that's really going to help you.
So I give them a good price too, but definitely not cheap, not
the way I used to price thingsbefore.
And that's really what I'mgetting at.
And I'm sorry I'm kind oframbling here.
It's just so much has happenedin the last few weeks and I'm
really trying to put it togetherin my head.
I actually, for the last fewepisodes, I was reading off a
(11:50):
script.
I was trying to kind of getused to being on this podcast on
my own and now I'm justchatting with you guys.
So you know I'm trying to notforget my train of thought.
So what happened was I didn'tgig for a long time and then the
first thing I get is a wedding.
Once I started like advertisingmyself again and stuff on on on
(12:13):
our uh, on one of our most likeknown platforms that I
mentioned in the past.
Um, I get, I get a wedding andthen I get another one with like
five or six days to prepare and, by the way, when they messaged
me back, it was like five orfour days like away from the
wedding because she nevermessaged me back after my
message.
It took her like two days toget back to me and then another
day to like actually have anappointment, like a meeting or a
(12:36):
few more hours, like half a day.
So, yeah, I went back into theworld of gigging.
It was hard.
It was hard to switch fromdoing this to that.
I was kind of thinking, youknow, like I'll get it, I'll get
back back to it when, when thetime is right, like right now,
(12:56):
I'm doing this.
But I knew that like, hey,summer's almost over, summer's
pretty much over in the us it'salittle longer because everyone
goes back to school a bit laterin September.
Um, but um, I was like, if I,if I'm going to get any, any,
any gigs this year, I need tostart again now.
So, yeah, that's uh, like Ihonestly don't remember.
(13:19):
I had to cut, cut, cut earlierbecause I totally forgot what I
was talking about.
But then I kind of got back towhat it was and I'm just I'm
exhausted this weekend becauseit took everything out of me to
be prepared for this gig.
And guess what?
(13:40):
They were absolutely gratefuland satisfied and it just it
went so well and I'm not nervousat all for my next DJ gig, my
next wedding gig, because itwent extremely well and I've
done so much in one week, orless than a week, that it really
(14:03):
elevated my game and showed mejust how much I'm like, how much
I'm capable of like, how muchI'm capable to like of achieving
in such a short, in such ashort period of time.
So, yeah, I'm just absolutelyexhausted.
This weekend there were otherresponsibilities I had to tend
to and that's just the DJ life,right, I mean.
For for those of you who arejust like me and not doing it
(14:26):
full time yet, you have a lot ofother responsibilities.
So today's episode is aboutfollowing up with your clients.
Following up with your clients.
It's extremely important and itproved to be important in any
business I was a part of, and Ihave a list of points that I
(14:46):
wrote down here and somehonorable mentions towards the
end, because I like doing that.
You can't really put everythingin one list.
So number one is buildingstrong relationships.
Following up shows that youcare about your clients beyond
the initial booking.
It helps you build long-termrelationships which can lead to
(15:09):
repeat bookings or referrals.
A simple check-in after anevent shows appreciation for
their business, creating apositive, positive, lasting
impression.
So it's honestly important tofollow up with your clients
before, during and after, socommunicate with them all the
(15:31):
time Now, don't drive them crazy, but make sure to find a good
time to follow up with thembefore, during and after.
So before would be to setexpectations and to make sure
you're on the same page.
During, make sure thateverything is going according to
the plan and they're happy,because you don't want something
to snowball and then after,which is really what.
(15:54):
Following up is what I meant inthe beginning.
That's how this episode started.
I was thinking you know what.
This is really important.
Let me talk about it.
But at the end, the event isover.
You'll go up to them and you'llmake sure they're happy and
everything went well.
But after the event and I'lltell you later when it's
(16:18):
important to follow up with themas well, and it's again all
about building a strongrelationship with your clients.
Number two is ensuring clientsatisfaction.
Follow-up allows you to gatherfeedback, ask clients questions
like was the music selectionwhat you hoped for or is there
(16:40):
anything we could have donedifferently?
It shows that you're committedto delivering the best service
and resolving any issuespost-event helps maintain a
strong relationship, even ifthings didn't go perfectly and,
by the way, I had a couplemoments in my gig where, you
know, things could have gonebetter, but because of the way
(17:02):
we communicated, they wereextremely happy and they didn't
even notice certain things thatI noticed.
Obviously and that happens alot you think, oh, they're going
to notice it for sure, and evenif they did, they may not care
as much as you do.
But again, depends what it is.
Number three professionalismand reliability.
Regular communication showsprofessionalism and reliability.
(17:23):
Regular communication showsprofessionalism.
It reassures the client thatyou're organized, reliable and
invested in their event.
Now take me personally.
If somebody works for me orwith me, I'm not difficult to
deal with.
As long as you follow what Iasked you from the start and why
(17:48):
I'm paying you, I'm not goingto expect anything more out of
the ordinary.
I tell you from the start thisis why I'm hiring you and these
are mistakes I'm willing to letgo, and these are things that
you cannot do.
Can you take the job?
And it's important to me toknow that the person that I
(18:12):
hired is invested in my event,in my cause and what I'm doing.
So you should feel the same way.
When somebody is hiring you,whatever they're doing is likely
a very important event, um, andeven if it's not very important
, even if it's not a wedding orsomething very important, um,
and it's just like a party orsomething, it's still important
to them.
So you need to show that youactually care, um, and you care
(18:36):
and you really should care, notjust act like you do.
And timely follow-ups, likeconfirming details before the
event, reduce the risk ofmiscommunication and help manage
expectations on both sides.
It's very important.
Number four it's very important.
Number four opportunities forfuture gigs.
(19:00):
When you follow up after asuccessful event, you can subtly
position yourself for futuregigs, mention upcoming events or
your availability for othertypes of parties, which I did,
and it actually worked very wellin my favor, and clients who
(19:25):
feel valued are more likely torecommend you to others or hire
you again.
And that's what I was going tosay.
It was pretty funny.
He said the groom said I'm notplanning to get married again
and I laughed and said I hopeyou don't.
I hope you guys stay together.
We laughed it out, but he saidif anyone else is getting
married, I'll definitelyrecommend you.
(19:46):
And I said hey, I do all kindsof events, not just weddings.
He's like yeah, anything,anything, we have your
information.
And we spoke a few more timesbefore they left.
They were definitely a verynice couple, very nice family.
Both sides were just amazing.
It was just such a pleasureworking with them, celebrating
with them, and I mean, why shootyourself in the foot?
(20:11):
Speak to them.
Number five creating a referralnetwork.
Ask satisfied clients if theyknow of anyone else who might
need a dj.
So we're kind of tying it intothe other point.
This can naturally extend yournetwork and generate leads.
Offer a small incentive forreferrals, such as a discount
(20:34):
for future events whichencourages word of mouth
marketing.
It's just, it's like abeautiful recipe, all these
things that I'm telling youright now, if you actually do it
and again, you may not be anatural at first.
You know it's easier for me totalk to people than the next
person.
I just that's one of my skills.
I just that's one of my skills,uh, but um, it's just.
(21:00):
Even even on this podcast, likeeven though I'm good at public
speaking and just coming up withstuff on the spot, this was
hard for me.
This was something new, thiswas something that I was nervous
about, but I was like you knowwhat I want to do this.
So I did it and I learned, Igot better and I'm still
obviously improving and samewith what you're doing.
(21:23):
Your business requires you todo this if you want to get
somewhere.
If you want to get somewhere,you know, like you want, you
don't want to just remain small.
You want to actually evolve andexpand.
Number six collectingtestimonials and reviews.
After a successful event.
(21:45):
Ask clients for testimonials orreviews.
Positive feedback on yourwebsite or social media can help
attract new clients.
That's extremely importantbecause most of the times when I
get new clients, they're askinghey, can you show us some
reviews or some validity to whatyou're saying right, you're
(22:06):
saying you're a good DJ, you'resaying you can do this, this,
this and that, but can we seesome videos, some reviews?
So make sure you actually havesomething prepared right.
Set up a camera, make surethey're okay with it.
If they're not totally okaywith it, ask them if you could
tell them you need to take somepromotional material.
So far, nobody has ever told meno, and it's actually going to
(22:31):
work in their favor in the endtoo, which I'll get to that.
But make sure that you actuallyhave a footprint online with
previous clients and whetherit's reviews, videos make sure
you do that.
And if you don't collect thosereviews, then it kind of seems
(22:55):
like you've never really DJed tothem, sometimes because they're
like, okay, well, you only havethree reviews, but you've been
a DJ for what?
10 years?
Are you sure you've been doingthis for 10 years?
You may not get a chance toprove it to them with your
skills right, and you can evencreate a short follow-up email
template requesting a quickreview, making it easy for
clients to share their thoughts,posting a quick review, making
(23:16):
it easy for clients to sharetheir thoughts.
And that's not how I do it, butmaybe I will in the future, and
that's something I saw onlineand I thought I'll write it down
, and you know it was foranother business, but it
actually works really well forthis one as well.
It's the general thing youshould be doing.
What I do is this so I'll walkup to the client and I'll say,
(23:39):
hey, how, how did everything go?
You know, oh, like time flew by, whatever small talk, and how
did everything go?
Is there anything you'd likeyou'd like to tell me?
I, I hope you enjoyedeverything, but please, please,
honestly, tell me if there'sanything I could have done
better.
And then, uh, they'll say, oh,you know what?
Everything was perfect, exceptthe music was a bit loud for
(24:01):
half the night, a bit too loud.
We couldn't hear each otherspeak.
But if you're on the dancefloor, that was good.
But for those who weren't onthe dance floor, just wanted to
speak, it was really hard forthem to hear each other.
They had to step outside, um,and then you know you could say
something to save yourself, kindof not really blame someone,
(24:23):
but everything is your ownresponsibility.
But you can say hey, it wasquieter earlier.
You're right, and I did changethat because I got several
people walking up to me tellingme it's too quiet.
You know what?
I should have checked with you.
So really, here you're, showingthat you were doing that to
make it better for the guests,but you kind of maybe dropped
the ball a little bit.
(24:43):
You should have spoke to them,asked them or maybe follow up,
like actually go and doublecheck, right?
Hey, I just raised the volume,like what do you think?
And go, stand there and listen.
Every once in a while youshould go and check out, you
know the audio and see, and gostand there and listen, right,
every once in a while you shouldgo and check out you know the
audio and see how it sounds toothers, right, because unless
you have a monitor, it's reallyhard to tell how it sounds.
(25:05):
And then also the monitors,usually a small speaker, the two
big speakers or however manyyou have, are pointed at a crowd
and they're in front of youusually or to the side.
So, yeah, it's extremelyimportant to speak to them and
double check that you actuallyare on the same page.
(25:30):
So, after you ask them that andthey give you an answer, you can
then say something like this so, first of all, if you didn't
like their answer and theyreally didn't like the way that
you DJed or whatever.
They had too many complaints.
Don't bring up a review.
You don't want them on thatpage.
(25:54):
But if you think that they'regoing to give you a good review
and there's no way to know forsure, but if you think they're
going to give you a good review,you can then bring it up.
You can then say something.
So I kind of feel it out Okay,they're generally happy, or like
they're extremely happy.
They have one point that theymentioned that was like just
because they wanted to say itand I'll say that's awesome, I'm
(26:17):
so happy that this is how youfeel, and I may not say anything
about a review, but then I'llsay, hey, I will follow up with
you guys after the event, justso you know.
If that's okay with you, I say,yeah, sure, but I don't tell
them exactly when, and that'sbecause I want to create some
suspense and I want to show themthat I care to follow up right
(26:38):
after the event.
So a day later I'll leave themalone for maybe one day and I'll
follow up the next day, ormaybe it'll be the day after the
wedding.
It depends on how late wefinished and how tired everyone
is and what their plans are.
Sometimes you know what they'redoing.
Some of them are going to likean after party at a hotel, or
(26:59):
they're staying up all night, so, and then I'll speak to them
about the review on that phonecall or email or whatever.
Right, usually it's a phonecall, it's an email than a phone
call.
Um, so I, I, I, I subtly followup by sending an email first,
given, you know, giving them amoment to kind of respond to it.
(27:19):
Give them, like a few hours.
If they don't respond to it, Iwill give them a phone call If
they respond to it, but ourphone call is still recommended
based on the situation.
I'll call them anyway, right,and that's how I ensure good
client relationships.
What I could also say is, ifthey're really happy and
sometimes they'll offer itthemselves they'll say, hey,
(27:42):
yeah, we loved it.
And, by the way, do you need areview?
We'll, we'll review, we'll,we'll give you a five-star
review.
It's a no brainer.
Say, yes, here's my website orhere's where you're going to
review it.
Or, hey, I'm going to send youonce I get home, when you have a
moment tomorrow, on nextweekend, whenever you can.
I'll be really happy if youleave me a review.
I even told them hey, if youdon't mind, add a photo.
(28:03):
I really liked that photo wetook together and that's why
every event I take a photo witha client if it's appropriate.
So far it's been alwaysappropriate.
We did a photo booth photoshoot and then we did like a
with a cell phone and then thephotographer also took a few
photos of us.
So I sent them all those photosin an email and I said you know
(28:25):
, like I have some amazingreviews on my website and I'd
love I'd love it if you addedanother, another review for me.
So that's another way of mesaying hey, can you give me a
five-star review without saying?
Can you give me a five-starreview without saying can you
give me a five-star review?
I think this is golden advicefor anyone who doesn't know how
to approach the situation.
So, number seven uh, closing theloop, a follow-up after the
(28:49):
event uh, completes the clientjourney.
Uh, it's a professional way tothank them for their business,
ask for feedback and remind themthat you're ready for the next
event.
And that's really what we justspoke about.
But I kind of wanted to toexplain that this is.
(29:10):
This is where the last stop isfor me.
Me, like I said, I still will,you know, do like a kind of an
intricate follow-up.
I ease them into it.
So an email, and it's importantwhat you write in the email I
gave you a few examples and thena phone call, almost always, if
(29:30):
necessary, or a text orsomething.
In my case, they always won'ttalk and I never forced them
into it or make them feeluncomfortable.
Obviously, if it makes no sense, it makes no sense.
You don't do that, but in mycase it's always been welcomed.
So that's it for those sevenpointers, from start to finish,
(29:53):
from building strongrelationships to closing the
loop, and now for some honorablementions.
I just want to get into a bit ofdetail.
So a personalized touch, that'snumber one.
Number one is a personalizedtouch.
Personalizing your follow-upcan make a huge difference.
(30:14):
Mention specific moments fromthe event, like a special song
request or a unique interactionto show you were fully engaged
and attentive.
This level of attention canturn one-time clients into
repeat customers who feel apersonal connection with your
brand.
Now, I kind of touched on thatearlier.
(30:37):
That's why I said I'll talkabout later about a few of these
points, because they all comeup here in the honorable
mentions.
That's the extra that I like toadd up.
Add on the email I sent themhad some information about the
event, some, you know, like howI feel, how they feel things.
That happened, right, and it'sa very short email but, like, I
(31:00):
found the right wording.
You know, a few paragraphs,very short paragraphs, right,
easy for them to read, insteadof one chunk of text and it's
all there.
It's elegant, right, thedelivery is just perfect and it
shows them that even after theevent is done, it's such a
(31:21):
pleasant experience dealing withme, right.
That's what I'm trying.
I'm hoping that's how they feel, right, and, like I said, this
level of attention can turnone-time clients into repeat
customers because they felt aconnection with your brand.
They felt, wow, nobody's everdone this to us or with us.
This is such a differentexperience and that's how I feel
(31:42):
.
When somebody gives me thatexperience with their booth,
wherever we go, or someone wehired, right away I reach into
my pocket for a tip and I say,yeah, you know, like I'll, I'll
see you again in the future.
Definitely we will.
We will be speaking againbecause I mean, why not?
(32:03):
Like, I found the person I'mgoing to hire for all my events
or all my needs, for thewhatever that was, um.
So have a personalized touch.
Don't just act like a robotwith everyone.
Do what everyone does.
Do like.
Remember, remember certain partsabout your clients, certain
things about your client.
Remember funny things thathappened.
For example, I'll give you anexample.
I bumped my laptop and the songcut off like the, the USB like
(32:29):
just like kind of disconnected,and it was a slow song, it was
all of me and it was crazy.
I'm like, at that moment, likeI felt my head heating, heating
up like, like, like it was likea thousand degrees Cause I was
so nervous, like out of nowhere,like I was so happy running
(32:51):
towards the laptop to dosomething.
Somebody requested something,and I do that.
Sometimes I walk to the dancefloor or like aside to the table
If I see that they're like theywant to talk to me, but they
don't know how to approach me.
Like you always have tocommunicate with them, you
always have to look at the crowd.
It depends on the event too,but in this one it made sense
and it was really cool becauseeveryone started singing, like
(33:16):
at a show.
You know where somethinghappens to the mic and you can't
hear the singer.
Everyone, like at a show, youknow where something happens to
the mic and you can't hear thesinger everyone started singing.
It was absolute.
I'm happy it happened.
It was such a nice moment andeveryone loved it.
And then, you know, I fixed itand I restarted the song from
that chorus not from the verybeginning, but from the chorus
and, like you know, I faded intoit and it was just beautiful
(33:36):
and it made things better, andthat's you need to know how to
fix those kinds of things.
And I don't even know how.
I knew that.
It just it was instinct.
So, yeah, sometimes I'm likemaybe I'm not as much of a
beginner as I used to believe,because it has been a few years
after all, right, a couple ofyears.
And why I say two to threeyears, like just under three
(33:58):
years?
Because I took breaks.
I why I say two to three yearslike just under three years?
Because I took breaks.
I took breaks.
I didn't practice in the verybeginning almost at all.
So you know, that's why whenyou ask someone, oh, how long
have you been singing for, howlong have you been playing
guitar?
For People kind of like stopsometimes and they don't know
what to answer, because theybought a guitar like 15 years
ago and then they messed aroundwith it for a couple of years
and then they left it and theycame back to it so and then like
(34:21):
at some point I just stoppedbeing a beginner, right it just
it's just funny how that happens.
So have those moments kind ofnoted down and you can mention
it.
So I mentioned it and I knowthey're going to have a good
(34:44):
laugh and it's going to kind ofcreate that personal feeling
with them, without me even beingin the room, wherever they are
reading that email or I'll sayit on the phone or something.
So that's just one example,like a real example.
I mean it just happened like 24hours ago.
Number two timing is everything.
(35:04):
The timing of your follow-upmatters.
That's what I was saying.
I'll talk to you later aboutthis because it's coming up.
So the timing of your follow-upmatters.
A quick follow-up the day afterthe event shows that it's
priority for you.
It's a priority for you, butnot rushing.
It gives the client time todecompress and reflect on the
(35:29):
experience.
So go ahead and follow up rightafter the event, a day after,
if it makes sense.
You know, like I said, theymight be up very late and maybe
you should give them an extraday, but within 48 hours you
should definitely follow up.
If you're not sure if youshould call, text them, text
(35:49):
them the next day and then callthem the day after that.
But feel it out, some peoplemight, might take it as you know
you're being too much.
So it depends on, again, youshould know your client and uh,
so that's really important.
And for longer term follow-ups,weeks or months later, it can be
as simple as a checking inmessage to stay on their radar
(36:14):
without being intrusive, because, again, you have their phone
number, you have their email,doesn't mean that you're their
best friend now and now.
You should be messaging themevery holiday.
So I make it a habit to messagemy clients once or twice a year
and that's enough, like twiceis more than enough.
(36:35):
I have two clients who Imessage maybe four or five times
a year because we're very, veryclose and I'm checking in like
hey, is this happening?
Like just hey, just letting youknow I'm getting really like
booked for this month, justletting you know if this is
happening.
I need to know soon, right?
So again and that shows themhow, like wow, he remembers that
(36:57):
that's that's when his birthdayis, or that's when this is
happening, or that's when we goon vacation, you know, and he
may be free around that time,but we may not be like, I just
know their schedule, I knoweverything about them that I
need to know in order to givethem a good service, and it's
important to do that becausethey'll remember you and they'll
(37:18):
give you more work, and it'sreally awesome where you can get
more work from the same person.
You already have a rapport withthem and it's easy.
You know them and you know whatthey like and it's just
honestly like it does notrequire as much work as it would
if it was a new client.
Right, repeat clients areusually way, way more fun and
easier to work with because youalready have a relationship and
(37:42):
a set of standards andexpectations.
Number three offering additionalservices.
When following up, it's a greattime to mention other services
you offer, like lighting,emceeing or sound system rentals
.
If they had a good experiencewith your DJing, they might
(38:05):
consider you for their nextevent full package.
So remember how I told you whenthe groom said oh, if there's
any other weddings, I'll let youknow.
And I told him oh okay, well, Ido other parties too and they
already know about all of myother stuff, because I told them
what I do and I told them likekind of gear I have for
(38:26):
different events and kind ofpackages I have and everything.
But again, if it didn't come upyet, then do it later and if
you have nothing else to talkabout, then at least mention
that.
So this is especially useful.
This is especially useful ifyour client is hosting multiple
events like weddings, corporateparties or holiday celebrations.
One of my clients actually was.
(38:48):
He said that hey, my companyrequires a DJ twice a year and
that was a birthday for hisgirlfriend, that I was DJing at
a bar.
But out of that gig I got acouple other gigs.
So I got one corporate eventfor his company and then I got
(39:11):
another private event for himbut like for his family members,
someone else in his family.
So it's definitely useful to dothat.
Number four client loyaltyprograms.
That's something I like to do.
A follow-up can be anopportunity to introduce a
client loyalty program.
Offering a discount or specialpackage deal for repeat clients
(39:37):
can create a sense ofexclusivity and drive loyalty,
highlighting that they are avalued customer through such
programs, can lead to ongoingbusiness online.
That shows you that, hey, ifyou help our business, we'll
(39:59):
help you know, we'll pay you orwe'll give you certain like
special, you know offers.
You need to do that too.
So if you're going to get themworking for you, technically
bringing you business, you gotto find a way to match what
they're doing for you.
So if you know that money istight for that family, offer
(40:22):
them a serious discount for thenext event.
Because here's the thing Sure,you're discounting 10%, 15%,
which is quite a bit, but at thesame time you're getting an
extra $1,000, $2,000, $3,000.
And then, likely, now thatanother member in that family or
a group of friends hired youand now they're seeing you again
(40:43):
, likely someone else will andsomeone else will and someone
else will, and it happens Now.
It didn't happen to mepersonally yet, but I've seen it
happen to some bigger DJs,people who've been doing it for
more years and stuff like that.
People who've been doing it formore years and stuff like that.
I just didn't have that clientyet who it just like snowballed
(41:08):
into, like so many people fromthat same family or friends I
had, like I said, the one thathad a corporate also, and then
another family member, but thenthat's kind of that's kind of
where it ended, right, and fromtime to time we still chat and,
and you know, he knows I'm thereand the other one who hired me
knows I'm there too.
But it can really becomesomething consistent with time.
(41:32):
Now staying memorable.
Number five staying memorableVery important.
Send something memorable alongwith your follow-up, like a
custom playlist from the eventor a short recap video with
highlights from the night.
This is not only to keep you inthe client's mind, but also
creates a sentimental connection.
(41:53):
It's a way to offer more thanjust DJ services.
It adds an extra layer of valueto their event experience.
So that ties into what I saidearlier, with a personalized
touch.
Like I said, I told you I sendthem photos of us together,
(42:14):
right, so I'm kind of likeputting it all together
elegantly.
But I also and what I saidearlier, earlier that I'm going
to mention why the video isactually good for them too.
Some clients don't have avideographer, sometimes don't
even have a photographer.
They, the family's takingvideos and photos for them and,
um, I'll never get it like,unless it's just a serious money
(42:35):
issue.
I'll never get how, like, atleast hire someone like friend
or someone like you know or have, have them make that your
wedding gift for you.
Get them a hundred dollargimbal or something and tell
them, hey, like, try to get asnice footage as possible, right,
and like you'll be doing thatthe whole wedding.
Um, I don't know something,right, just get, get your memory
(42:57):
, get your memories.
Like, get them, get them onfootage, get footage for your
memories.
Like, get them on footage, getfootage for your memories.
Now, what I do is I tell themhey, you said you were okay with
me recording your entire event.
So the way it's recorded isbehind my shoulder it's really
showing me and then showing theentire dance floor and a bit
(43:20):
around the dance floor.
But, um, I can, I can sharehighlights from that for you.
Uh, because it's it's a pretty,it's a pretty cool uh video to
have, right, um, and then on topof that, I between tracks and
um, you know, especially if Ihave an assistant with me, I'll
take videos and photos and stufflike that.
(43:41):
And they're very nice, it's anice camera, it turns out really
nice.
So I'll spend some time, I'llmaybe edit a few photos.
I'll make sure that I'm sendingthem only the stuff that I'll
want to get, and then I send allof that with a Dropbox link.
Now they don't have to get allthat at once or load it in an
email.
(44:01):
Now they can load the Dropboxlink or Google Drive link and
I'll send a little set ofinstructions in a notepad or an
email and explain to them how toaccess it, and that they can
download only what they want orview it.
The link is going to be goodfor a very long time.
So, yeah, that's what it's allabout Create an experience for
(44:26):
the client, build a relationship, remain in their hearts and
minds.
So following up with yourclients is a very important part
of your business.
It's a way to ensure that therelationship continues past that
event.
So you're not cutting ties justbecause the event is over, and
(44:48):
return clients usually bringmore business with them.
So word of mouth that's usuallywhen this happens because
they're coming back to you.
There's a reason why they'recoming back to you and if
anyone's ever going to ask themfor a DJ, they're likely going
to recommend you and sometimes,without even somebody asking,
(45:10):
they'll say oh, you should checkout this DJ at my last event or
at my wedding, and maybe theyjust want to show off, maybe
they just wanted to just, youknow, enjoy showing a really
cool clip.
That in turn, created an ideain the other person's mind.
Hmm, maybe I could use them.
Hey, do you have his phonenumber?
You know?
So there should be absolutely noreason for you not to follow up
(45:30):
with your clients, whether youwant to keep them or not, for
whatever reason.
It's always important because Iactually never even went over
that.
Always important because Iactually never, I actually never
even went over that.
If, let's say, you don't wantto keep the client or you don't
think they'll, they'll want tohave you for the next event.
Yeah, maybe don't start callingthem after the event but, um,
(45:53):
at the end of the event you candiscuss.
You know what, what, what couldhave gone better?
Uh, based on the experience,you can personalize kind of some
sort of some gesture, somethingthat will make them feel better
.
If you could, maybe don't offeryour business again if you know
that they don't want to hireyou again, but try to lessen the
(46:14):
blow, try to do somethinginstead of just walking away,
because they're going to betalking about this.
So you better just not ignoreyour clients.
Now, this episode was mostlyabout people who want to return
business from the clients andthings went well.
But this is important toremember even when things don't
go well, make sure you speak toyour clients.
(46:34):
If you think they're going tobe nice about it and they would
actually want to discuss thiswith you on the phone, sure go
ahead.
Likely, this is not going to bethe case.
You have one chance right afterthe event.
You can discuss things withthem, apologize, offer some sort
of resolution and, who knows,maybe because of that they'll
(46:55):
give you another chance, ormaybe because of that they'll
forgive you or whatever it is.
You lessen the blow.
Usually that works.
Or maybe because of thatthey'll forgive you, or whatever
it is.
You lessen the blow.
Usually that works.
But for everyone who wantsreturn business because things
went well, follow this guide,follow this video, everything
(47:16):
that or this audio, whatever youare, whether you're watching
this or listening to this, thisis going to seriously elevate
your business and make your lifeeasier, because when you have
return clients, you already know.
You already know who they are,what they like and they know you
.
And it's not new.
You don't have to build thatrelationship all over again, and
even if it's someone from thefamily or a friend, likely you
(47:38):
were already in the same roomtogether before or they know
quite a bit about you and it'sjust a more fun interaction in
some cases.
So that would be all fortonight.
Thank you very much for joininganother episode of the Clever
DJ.
See you in the next one, staysafe.
See you in the next one, stayclose.
Today's episode is about following up with your clients.
Following up with your clients,it's an extremely important
thing to do, whether it's beforethe event, during the event,
after the event.
We're gonna get into all ofthose points.
Welcome back to another episodeof the Clever DJ.
(00:32):
A quick intro about the podcastbefore I begin.
My name is Ilya and I've been aDJ for just about three years
now, and this podcast is here tocapture my journey from
absolute beginner to pro.
We are on episode 39 now, Ibelieve, and I had to change a
(00:55):
little bit of the production.
As you may know, if you've beenhere before, this used to be a
podcast with two people.
There was a co-host.
Now he had to leave forpersonal reasons.
He may be back in the people.
There was a co-host Now he hadto leave for personal reasons.
He may be back in the future,maybe not, we'll see.
But I had to make some decisionsabout the production, the
(01:18):
lighting, the camera.
I have this tablet here now, soif my phone is not around, it's
incredible, I can just use thatand it's just.
It's way more convenient.
And I got an amazing camera Ifanyone needs a webcam or
something for their gigs or justjust a camera for podcasting,
(01:40):
whatever it is for streaming,for podcasting, whatever it is
for streaming.
It's good for everything.
I just got the OBS Bot Meet 2.
It came out very recently andit's not expensive.
It's like $130 US dollars, $180Canadian dollars Incredible.
The list of features that youhave, all the things you can do
(02:01):
and the quality 4K and greatsensor, great lens, like it's
just an amazing camera.
And it's this small, it's tiny,it's like two of my thumbs, not
even from the start, from themiddle.
So, yeah, this is just here.
I'm here to capture my journey.
I started just about two tothree years ago.
(02:22):
It's hard to say exactly whenbecause, honestly, the first
time I got a controller was, Ithink, 2015 or 2016.
And then I played around withit.
I didn't get what I was doing,I left it.
Then I met someone.
He showed me a few things.
I left it again, met someoneshowed me a few things.
I left it again and, uh, atsome point I was bartending and,
(02:45):
um, I was working at a venue.
Uh, a few venues.
And then, and one of them, Imet a DJ and I told him listen,
I also, I'm also a musicproducer and, um, if you will
agree to let me shadow you andyou show me, teach me how to DJ
properly, cause I I got backinto it, I'm starting to kind of
get it, but I need someone toreally speed this up for me so I
(03:08):
can start doing gigs.
Right, I will intern, I willprovide whatever I can as a
music producer for your business.
We became friends, wediscovered I have pretty good
photography and videographyskills as well.
I leveled up his social mediagame, pr skills and all that
(03:31):
stuff and all of that came in,came together like a package for
my own business, for my ownDJing career, and from
practicing at home, here andthere, to getting a few gigs, to
getting some consistent gigs.
I just for the first time andif you were here before, you
(03:51):
know I've never done it beforeFor the first time I did my own
from start to finish my ownwedding gig.
So, yeah, I'll, I'll need someapplause, um, so what happened?
Was I?
Um, I, I took this podcast,took a lot of my time and, um, I
(04:14):
started gigging less and I waslearning about um, just like I,
I got really interested inpodcasting and, uh, you know,
teaching others.
Uh, what I know?
Uh, I do have a couple ofstudents.
Uh, at this point I'm teachingabsolute beginners, people who
never ever touched a controller,and it's for me, it's really
(04:34):
easy to teach them.
I find that I'm I'm a prettydecent teacher.
They're learning quick, quickly, and they're loving it.
Uh, and it's great because whenyou teach someone and they
respect you and you appreciatehow they learn, you can add them
to your team.
So now I have two people who Ican trust to bring to gigs with
(04:55):
me, especially when they get toa certain level where they can
do things on their own, and Ican send them to separate gigs
to get even more money and moreexposure for my company.
Right, and that's what'samazing about teaching someone.
Sometimes you can charge thembecause they're coming in as
(05:17):
students.
Sometimes it's totally freebecause they're coming in just
to learn the skill.
I am really against keepingsomeone for too long for free.
At some point, if you'restarting to get value from them,
you got to pay them.
It sucks to lose another 100,200, 300 bucks technically, but
remember how it was before yougot an assistant, how much
(05:40):
you're benefiting and how muchthey're leveling up your game
with all of their help, and youknow their company and
everything.
And you know you got to paythem and also, if you were in
their shoes, you probably wouldwant to get paid.
So for me it's really personal,because I've been on either
side and only later I understoodthat you know, like, maybe I
(06:01):
should have gotten paid, uh, atsome point, right, uh, but again
, different people will willtreat the situation differently
and if, if you're finding thatyou're benefiting from something
, stay.
If not, leave, but don't burnany bridges.
That is definitely somethingyou need to remember.
Uh, in business, set your egoaside as much as you can.
(06:24):
If you can't, if it's somethingthat you just have to deal with
, okay, it's a one-off.
But trying to start wars withanyone unless you, really,
unless you can finish them andbe the one who wins?
But I kind of started rambling.
I almost lost my train ofthought there.
(06:44):
What I believe, what I was goingto say, is that I really
started focusing on the podcastand less on actually gigging.
And you know I did differentgigs.
I did birthdays, I diddifferent kinds of birthdays.
You know I did house parties.
I did, you know, like certainthings in venues as well, but
(07:07):
never a wedding.
I was absolutely terrified ofthe idea of me doing a wedding
by myself or even helpingsomeone.
Now, this was a simpler wedding, still had all the aspects of a
regular wedding, but they weretrying to save some money.
They were more modest, theyweren't on my case with
(07:27):
everything, but it made iteasier for me to be the best
version of myself and not benervous, and I prepared as much
as possible.
I'll tell you something aboutpreparing for this wedding.
So the first one was actually mysecond client for weddings, the
first client that's coming upin October.
Um, so what happened was I gotmy first client.
(07:52):
I was really happy.
I have like a month.
I'm good, uh, and then, um,then I get, I get a message and
I only see it a day later, like24 hours later, and I'm like
they need to.
They need a DJ for Saturday,like this.
So it is Saturday, and thenthey need a DJ for next Saturday
(08:13):
, for September, the 21st.
Um and uh, I'm like, can I doit?
And I'm, and I'm with myfriends and I'm I'm like almost
like jumping off my seat.
I'm like, can I do it?
It's a second client.
Do I say yes to this?
Like I need to really make surethat I'm acting correctly here
and I'm like, yeah, I can do it,I'll figure it out, I can do
(08:35):
this and I respond.
I think they didn't want tocall first.
They kind of want to kind offeel it out with with a chat
later I understood why they didthat, um, and explained
everything.
I was actually really strictabout things.
I was like you know what?
Do you want me there a weekfrom now less than a week from
now, technically, because I'm Iwas not even home.
(08:56):
So sunday was going to be thefirst day I was going to start
preparing.
Really.
Then you're going to have topay some sort of premium.
So I charged the first couple adecent fee, almost as much as a
professional DJ would charge,and on a platform where usually
you can only charge up up tohalf of that.
So that was.
(09:17):
That went really well.
And then I charged these guys atiny bit more.
A tiny bit more because I feltfor them.
I didn't know if they're goingto get their deposit back.
Uh, they're never going to gowith a DJ again, cause
apparently they.
I asked them did your DJ bailon you?
And they said yeah, so I'm kindof fast forwarding.
That's after they alreadywanted to make a uh set an
(09:39):
appointment, set a meeting onzoom, and their DJ double booked
.
And again, I don't know if I'llever be in that situation I
don't think I will, because I'mextremely like, organized with
this kind of stuff but, um, hedouble booked and he said,
apparently you know, I'll sendsomeone else and then I'll I'll
(10:00):
switch.
And I heard about this kind ofstuff and, uh, people who
mentored me, showed me how to DJand took me to gigs with them.
They did that too right.
So some people really don'tlike that though.
So they backed away from thedeal and they seemed like really
nice people, and I'm very youalready know that about me if
(10:23):
you've watched some episodesVery spiritual, very trying to
help everyone, and I just findthat it really really like what
goes around comes around, andmore often than not, I benefit
from it in one way or another,like, for example, one time I
(10:46):
fixed someone's computer an oldlady and the old lady was going
to get her money and said, well,how much would it be?
And, um, cause, I told her likeapproximately 300 bucks for what
she said.
But then it was such a simplefix.
It was just she didn't knowwhat she was doing and she just
it was as simple as as um,something not plugged in, but
not exactly that.
Something not plugged in, butnot exactly that.
(11:07):
So I I told her you know whatthis one's on the house, but the
only thing I'll ask you for isto call me when you actually
have a real issue, becausethat's not a real issue.
I got three more calls from herand I got paid nicely and I got
paid with a tip and tea andcookies and everything.
That's just one way that Ibenefited from something like
that.
So I just find it that beingnice is generally something
(11:29):
that's really going to help you.
So I give them a good price too, but definitely not cheap, not
the way I used to price thingsbefore.
And that's really what I'mgetting at.
And I'm sorry I'm kind oframbling here.
It's just so much has happenedin the last few weeks and I'm
really trying to put it togetherin my head.
I actually, for the last fewepisodes, I was reading off a
(11:50):
script.
I was trying to kind of getused to being on this podcast on
my own and now I'm justchatting with you guys.
So you know I'm trying to notforget my train of thought.
So what happened was I didn'tgig for a long time and then the
first thing I get is a wedding.
Once I started like advertisingmyself again and stuff on on on
(12:13):
our uh, on one of our most likeknown platforms that I
mentioned in the past.
Um, I get, I get a wedding andthen I get another one with like
five or six days to prepare and, by the way, when they messaged
me back, it was like five orfour days like away from the
wedding because she nevermessaged me back after my
message.
It took her like two days toget back to me and then another
day to like actually have anappointment, like a meeting or a
(12:36):
few more hours, like half a day.
So, yeah, I went back into theworld of gigging.
It was hard.
It was hard to switch fromdoing this to that.
I was kind of thinking, youknow, like I'll get it, I'll get
back back to it when, when thetime is right, like right now,
(12:56):
I'm doing this.
But I knew that like, hey,summer's almost over, summer's
pretty much over in the us it'salittle longer because everyone
goes back to school a bit laterin September.
Um, but um, I was like, if I,if I'm going to get any, any,
any gigs this year, I need tostart again now.
So, yeah, that's uh, like Ihonestly don't remember.
(13:19):
I had to cut, cut, cut earlierbecause I totally forgot what I
was talking about.
But then I kind of got back towhat it was and I'm just I'm
exhausted this weekend becauseit took everything out of me to
be prepared for this gig.
And guess what?
(13:40):
They were absolutely gratefuland satisfied and it just it
went so well and I'm not nervousat all for my next DJ gig, my
next wedding gig, because itwent extremely well and I've
done so much in one week, orless than a week, that it really
(14:03):
elevated my game and showed mejust how much I'm like, how much
I'm capable of like, how muchI'm capable to like of achieving
in such a short, in such ashort period of time.
So, yeah, I'm just absolutelyexhausted.
This weekend there were otherresponsibilities I had to tend
to and that's just the DJ life,right, I mean.
For for those of you who arejust like me and not doing it
(14:26):
full time yet, you have a lot ofother responsibilities.
So today's episode is aboutfollowing up with your clients.
Following up with your clients.
It's extremely important and itproved to be important in any
business I was a part of, and Ihave a list of points that I
(14:46):
wrote down here and somehonorable mentions towards the
end, because I like doing that.
You can't really put everythingin one list.
So number one is buildingstrong relationships.
Following up shows that youcare about your clients beyond
the initial booking.
It helps you build long-termrelationships which can lead to
(15:09):
repeat bookings or referrals.
A simple check-in after anevent shows appreciation for
their business, creating apositive, positive, lasting
impression.
So it's honestly important tofollow up with your clients
before, during and after, socommunicate with them all the
(15:31):
time Now, don't drive them crazy, but make sure to find a good
time to follow up with thembefore, during and after.
So before would be to setexpectations and to make sure
you're on the same page.
During, make sure thateverything is going according to
the plan and they're happy,because you don't want something
to snowball and then after,which is really what.
(15:54):
Following up is what I meant inthe beginning.
That's how this episode started.
I was thinking you know what.
This is really important.
Let me talk about it.
But at the end, the event isover.
You'll go up to them and you'llmake sure they're happy and
everything went well.
But after the event and I'lltell you later when it's
(16:18):
important to follow up with themas well, and it's again all
about building a strongrelationship with your clients.
Number two is ensuring clientsatisfaction.
Follow-up allows you to gatherfeedback, ask clients questions
like was the music selectionwhat you hoped for or is there
(16:40):
anything we could have donedifferently?
It shows that you're committedto delivering the best service
and resolving any issuespost-event helps maintain a
strong relationship, even ifthings didn't go perfectly and,
by the way, I had a couplemoments in my gig where, you
know, things could have gonebetter, but because of the way
(17:02):
we communicated, they wereextremely happy and they didn't
even notice certain things thatI noticed.
Obviously and that happens alot you think, oh, they're going
to notice it for sure, and evenif they did, they may not care
as much as you do.
But again, depends what it is.
Number three professionalismand reliability.
Regular communication showsprofessionalism and reliability.
(17:23):
Regular communication showsprofessionalism.
It reassures the client thatyou're organized, reliable and
invested in their event.
Now take me personally.
If somebody works for me orwith me, I'm not difficult to
deal with.
As long as you follow what Iasked you from the start and why
(17:48):
I'm paying you, I'm not goingto expect anything more out of
the ordinary.
I tell you from the start thisis why I'm hiring you and these
are mistakes I'm willing to letgo, and these are things that
you cannot do.
Can you take the job?
And it's important to me toknow that the person that I
(18:12):
hired is invested in my event,in my cause and what I'm doing.
So you should feel the same way.
When somebody is hiring you,whatever they're doing is likely
a very important event, um, andeven if it's not very important
, even if it's not a wedding orsomething very important, um,
and it's just like a party orsomething, it's still important
to them.
So you need to show that youactually care, um, and you care
(18:36):
and you really should care, notjust act like you do.
And timely follow-ups, likeconfirming details before the
event, reduce the risk ofmiscommunication and help manage
expectations on both sides.
It's very important.
Number four it's very important.
Number four opportunities forfuture gigs.
(19:00):
When you follow up after asuccessful event, you can subtly
position yourself for futuregigs, mention upcoming events or
your availability for othertypes of parties, which I did,
and it actually worked very wellin my favor, and clients who
(19:25):
feel valued are more likely torecommend you to others or hire
you again.
And that's what I was going tosay.
It was pretty funny.
He said the groom said I'm notplanning to get married again
and I laughed and said I hopeyou don't.
I hope you guys stay together.
We laughed it out, but he saidif anyone else is getting
married, I'll definitelyrecommend you.
(19:46):
And I said hey, I do all kindsof events, not just weddings.
He's like yeah, anything,anything, we have your
information.
And we spoke a few more timesbefore they left.
They were definitely a verynice couple, very nice family.
Both sides were just amazing.
It was just such a pleasureworking with them, celebrating
with them, and I mean, why shootyourself in the foot?
(20:11):
Speak to them.
Number five creating a referralnetwork.
Ask satisfied clients if theyknow of anyone else who might
need a dj.
So we're kind of tying it intothe other point.
This can naturally extend yournetwork and generate leads.
Offer a small incentive forreferrals, such as a discount
(20:34):
for future events whichencourages word of mouth
marketing.
It's just, it's like abeautiful recipe, all these
things that I'm telling youright now, if you actually do it
and again, you may not be anatural at first.
You know it's easier for me totalk to people than the next
person.
I just that's one of my skills.
I just that's one of my skills,uh, but um, it's just.
(21:00):
Even even on this podcast, likeeven though I'm good at public
speaking and just coming up withstuff on the spot, this was
hard for me.
This was something new, thiswas something that I was nervous
about, but I was like you knowwhat I want to do this.
So I did it and I learned, Igot better and I'm still
obviously improving and samewith what you're doing.
(21:23):
Your business requires you todo this if you want to get
somewhere.
If you want to get somewhere,you know, like you want, you
don't want to just remain small.
You want to actually evolve andexpand.
Number six collectingtestimonials and reviews.
After a successful event.
(21:45):
Ask clients for testimonials orreviews.
Positive feedback on yourwebsite or social media can help
attract new clients.
That's extremely importantbecause most of the times when I
get new clients, they're askinghey, can you show us some
reviews or some validity to whatyou're saying right, you're
(22:06):
saying you're a good DJ, you'resaying you can do this, this,
this and that, but can we seesome videos, some reviews?
So make sure you actually havesomething prepared right.
Set up a camera, make surethey're okay with it.
If they're not totally okaywith it, ask them if you could
tell them you need to take somepromotional material.
So far, nobody has ever told meno, and it's actually going to
(22:31):
work in their favor in the endtoo, which I'll get to that.
But make sure that you actuallyhave a footprint online with
previous clients and whetherit's reviews, videos make sure
you do that.
And if you don't collect thosereviews, then it kind of seems
(22:55):
like you've never really DJed tothem, sometimes because they're
like, okay, well, you only havethree reviews, but you've been
a DJ for what?
10 years?
Are you sure you've been doingthis for 10 years?
You may not get a chance toprove it to them with your
skills right, and you can evencreate a short follow-up email
template requesting a quickreview, making it easy for
clients to share their thoughts,posting a quick review, making
(23:16):
it easy for clients to sharetheir thoughts.
And that's not how I do it, butmaybe I will in the future, and
that's something I saw onlineand I thought I'll write it down
, and you know it was foranother business, but it
actually works really well forthis one as well.
It's the general thing youshould be doing.
What I do is this so I'll walkup to the client and I'll say,
(23:39):
hey, how, how did everything go?
You know, oh, like time flew by, whatever small talk, and how
did everything go?
Is there anything you'd likeyou'd like to tell me?
I, I hope you enjoyedeverything, but please, please,
honestly, tell me if there'sanything I could have done
better.
And then, uh, they'll say, oh,you know what?
Everything was perfect, exceptthe music was a bit loud for
(24:01):
half the night, a bit too loud.
We couldn't hear each otherspeak.
But if you're on the dancefloor, that was good.
But for those who weren't onthe dance floor, just wanted to
speak, it was really hard forthem to hear each other.
They had to step outside, um,and then you know you could say
something to save yourself, kindof not really blame someone,
(24:23):
but everything is your ownresponsibility.
But you can say hey, it wasquieter earlier.
You're right, and I did changethat because I got several
people walking up to me tellingme it's too quiet.
You know what?
I should have checked with you.
So really, here you're, showingthat you were doing that to
make it better for the guests,but you kind of maybe dropped
the ball a little bit.
(24:43):
You should have spoke to them,asked them or maybe follow up,
like actually go and doublecheck, right?
Hey, I just raised the volume,like what do you think?
And go, stand there and listen.
Every once in a while youshould go and check out, you
know the audio and see, and gostand there and listen, right,
every once in a while you shouldgo and check out you know the
audio and see how it sounds toothers, right, because unless
you have a monitor, it's reallyhard to tell how it sounds.
(25:05):
And then also the monitors,usually a small speaker, the two
big speakers or however manyyou have, are pointed at a crowd
and they're in front of youusually or to the side.
So, yeah, it's extremelyimportant to speak to them and
double check that you actuallyare on the same page.
(25:30):
So, after you ask them that andthey give you an answer, you can
then say something like this so, first of all, if you didn't
like their answer and theyreally didn't like the way that
you DJed or whatever.
They had too many complaints.
Don't bring up a review.
You don't want them on thatpage.
(25:54):
But if you think that they'regoing to give you a good review
and there's no way to know forsure, but if you think they're
going to give you a good review,you can then bring it up.
You can then say something.
So I kind of feel it out Okay,they're generally happy, or like
they're extremely happy.
They have one point that theymentioned that was like just
because they wanted to say itand I'll say that's awesome, I'm
(26:17):
so happy that this is how youfeel, and I may not say anything
about a review, but then I'llsay, hey, I will follow up with
you guys after the event, justso you know.
If that's okay with you, I say,yeah, sure, but I don't tell
them exactly when, and that'sbecause I want to create some
suspense and I want to show themthat I care to follow up right
(26:38):
after the event.
So a day later I'll leave themalone for maybe one day and I'll
follow up the next day, ormaybe it'll be the day after the
wedding.
It depends on how late wefinished and how tired everyone
is and what their plans are.
Sometimes you know what they'redoing.
Some of them are going to likean after party at a hotel, or
(26:59):
they're staying up all night, so, and then I'll speak to them
about the review on that phonecall or email or whatever.
Right, usually it's a phonecall, it's an email than a phone
call.
Um, so I, I, I, I subtly followup by sending an email first,
given, you know, giving them amoment to kind of respond to it.
(27:19):
Give them, like a few hours.
If they don't respond to it, Iwill give them a phone call If
they respond to it, but ourphone call is still recommended
based on the situation.
I'll call them anyway, right,and that's how I ensure good
client relationships.
What I could also say is, ifthey're really happy and
sometimes they'll offer itthemselves they'll say, hey,
(27:42):
yeah, we loved it.
And, by the way, do you need areview?
We'll, we'll review, we'll,we'll give you a five-star
review.
It's a no brainer.
Say, yes, here's my website orhere's where you're going to
review it.
Or, hey, I'm going to send youonce I get home, when you have a
moment tomorrow, on nextweekend, whenever you can.
I'll be really happy if youleave me a review.
I even told them hey, if youdon't mind, add a photo.
(28:03):
I really liked that photo wetook together and that's why
every event I take a photo witha client if it's appropriate.
So far it's been alwaysappropriate.
We did a photo booth photoshoot and then we did like a
with a cell phone and then thephotographer also took a few
photos of us.
So I sent them all those photosin an email and I said you know
(28:25):
, like I have some amazingreviews on my website and I'd
love I'd love it if you addedanother, another review for me.
So that's another way of mesaying hey, can you give me a
five-star review without saying?
Can you give me a five-starreview without saying can you
give me a five-star review?
I think this is golden advicefor anyone who doesn't know how
to approach the situation.
So, number seven uh, closing theloop, a follow-up after the
(28:49):
event uh, completes the clientjourney.
Uh, it's a professional way tothank them for their business,
ask for feedback and remind themthat you're ready for the next
event.
And that's really what we justspoke about.
But I kind of wanted to toexplain that this is.
(29:10):
This is where the last stop isfor me.
Me, like I said, I still will,you know, do like a kind of an
intricate follow-up.
I ease them into it.
So an email, and it's importantwhat you write in the email I
gave you a few examples and thena phone call, almost always, if
(29:30):
necessary, or a text orsomething.
In my case, they always won'ttalk and I never forced them
into it or make them feeluncomfortable.
Obviously, if it makes no sense, it makes no sense.
You don't do that, but in mycase it's always been welcomed.
So that's it for those sevenpointers, from start to finish,
(29:53):
from building strongrelationships to closing the
loop, and now for some honorablementions.
I just want to get into a bit ofdetail.
So a personalized touch, that'snumber one.
Number one is a personalizedtouch.
Personalizing your follow-upcan make a huge difference.
(30:14):
Mention specific moments fromthe event, like a special song
request or a unique interactionto show you were fully engaged
and attentive.
This level of attention canturn one-time clients into
repeat customers who feel apersonal connection with your
brand.
Now, I kind of touched on thatearlier.
(30:37):
That's why I said I'll talkabout later about a few of these
points, because they all comeup here in the honorable
mentions.
That's the extra that I like toadd up.
Add on the email I sent themhad some information about the
event, some, you know, like howI feel, how they feel things.
That happened, right, and it'sa very short email but, like, I
(31:00):
found the right wording.
You know, a few paragraphs,very short paragraphs, right,
easy for them to read, insteadof one chunk of text and it's
all there.
It's elegant, right, thedelivery is just perfect and it
shows them that even after theevent is done, it's such a
(31:21):
pleasant experience dealing withme, right.
That's what I'm trying.
I'm hoping that's how they feel, right, and, like I said, this
level of attention can turnone-time clients into repeat
customers because they felt aconnection with your brand.
They felt, wow, nobody's everdone this to us or with us.
This is such a differentexperience and that's how I feel
(31:42):
.
When somebody gives me thatexperience with their booth,
wherever we go, or someone wehired, right away I reach into
my pocket for a tip and I say,yeah, you know, like I'll, I'll
see you again in the future.
Definitely we will.
We will be speaking againbecause I mean, why not?
(32:03):
Like, I found the person I'mgoing to hire for all my events
or all my needs, for thewhatever that was, um.
So have a personalized touch.
Don't just act like a robotwith everyone.
Do what everyone does.
Do like.
Remember, remember certain partsabout your clients, certain
things about your client.
Remember funny things thathappened.
For example, I'll give you anexample.
I bumped my laptop and the songcut off like the, the USB like
(32:29):
just like kind of disconnected,and it was a slow song, it was
all of me and it was crazy.
I'm like, at that moment, likeI felt my head heating, heating
up like, like, like it was likea thousand degrees Cause I was
so nervous, like out of nowhere,like I was so happy running
(32:51):
towards the laptop to dosomething.
Somebody requested something,and I do that.
Sometimes I walk to the dancefloor or like aside to the table
If I see that they're like theywant to talk to me, but they
don't know how to approach me.
Like you always have tocommunicate with them, you
always have to look at the crowd.
It depends on the event too,but in this one it made sense
and it was really cool becauseeveryone started singing, like
(33:16):
at a show.
You know where somethinghappens to the mic and you can't
hear the singer.
Everyone, like at a show, youknow where something happens to
the mic and you can't hear thesinger everyone started singing.
It was absolute.
I'm happy it happened.
It was such a nice moment andeveryone loved it.
And then, you know, I fixed itand I restarted the song from
that chorus not from the verybeginning, but from the chorus
and, like you know, I faded intoit and it was just beautiful
(33:36):
and it made things better, andthat's you need to know how to
fix those kinds of things.
And I don't even know how.
I knew that.
It just it was instinct.
So, yeah, sometimes I'm likemaybe I'm not as much of a
beginner as I used to believe,because it has been a few years
after all, right, a couple ofyears.
And why I say two to threeyears, like just under three
(33:58):
years?
Because I took breaks.
I why I say two to three yearslike just under three years?
Because I took breaks.
I took breaks.
I didn't practice in the verybeginning almost at all.
So you know, that's why whenyou ask someone, oh, how long
have you been singing for, howlong have you been playing
guitar?
For People kind of like stopsometimes and they don't know
what to answer, because theybought a guitar like 15 years
ago and then they messed aroundwith it for a couple of years
and then they left it and theycame back to it so and then like
(34:21):
at some point I just stoppedbeing a beginner, right it just
it's just funny how that happens.
So have those moments kind ofnoted down and you can mention
it.
So I mentioned it and I knowthey're going to have a good
(34:44):
laugh and it's going to kind ofcreate that personal feeling
with them, without me even beingin the room, wherever they are
reading that email or I'll sayit on the phone or something.
So that's just one example,like a real example.
I mean it just happened like 24hours ago.
Number two timing is everything.
(35:04):
The timing of your follow-upmatters.
That's what I was saying.
I'll talk to you later aboutthis because it's coming up.
So the timing of your follow-upmatters.
A quick follow-up the day afterthe event shows that it's
priority for you.
It's a priority for you, butnot rushing.
It gives the client time todecompress and reflect on the
(35:29):
experience.
So go ahead and follow up rightafter the event, a day after,
if it makes sense.
You know, like I said, theymight be up very late and maybe
you should give them an extraday, but within 48 hours you
should definitely follow up.
If you're not sure if youshould call, text them, text
(35:49):
them the next day and then callthem the day after that.
But feel it out, some peoplemight, might take it as you know
you're being too much.
So it depends on, again, youshould know your client and uh,
so that's really important.
And for longer term follow-ups,weeks or months later, it can be
as simple as a checking inmessage to stay on their radar
(36:14):
without being intrusive, because, again, you have their phone
number, you have their email,doesn't mean that you're their
best friend now and now.
You should be messaging themevery holiday.
So I make it a habit to messagemy clients once or twice a year
and that's enough, like twiceis more than enough.
(36:35):
I have two clients who Imessage maybe four or five times
a year because we're very, veryclose and I'm checking in like
hey, is this happening?
Like just hey, just letting youknow I'm getting really like
booked for this month, justletting you know if this is
happening.
I need to know soon, right?
So again and that shows themhow, like wow, he remembers that
(36:57):
that's that's when his birthdayis, or that's when this is
happening, or that's when we goon vacation, you know, and he
may be free around that time,but we may not be like, I just
know their schedule, I knoweverything about them that I
need to know in order to givethem a good service, and it's
important to do that becausethey'll remember you and they'll
(37:18):
give you more work, and it'sreally awesome where you can get
more work from the same person.
You already have a rapport withthem and it's easy.
You know them and you know whatthey like and it's just
honestly like it does notrequire as much work as it would
if it was a new client.
Right, repeat clients areusually way, way more fun and
easier to work with because youalready have a relationship and
(37:42):
a set of standards andexpectations.
Number three offering additionalservices.
When following up, it's a greattime to mention other services
you offer, like lighting,emceeing or sound system rentals
.
If they had a good experiencewith your DJing, they might
(38:05):
consider you for their nextevent full package.
So remember how I told you whenthe groom said oh, if there's
any other weddings, I'll let youknow.
And I told him oh okay, well, Ido other parties too and they
already know about all of myother stuff, because I told them
what I do and I told them likekind of gear I have for
(38:26):
different events and kind ofpackages I have and everything.
But again, if it didn't come upyet, then do it later and if
you have nothing else to talkabout, then at least mention
that.
So this is especially useful.
This is especially useful ifyour client is hosting multiple
events like weddings, corporateparties or holiday celebrations.
One of my clients actually was.
(38:48):
He said that hey, my companyrequires a DJ twice a year and
that was a birthday for hisgirlfriend, that I was DJing at
a bar.
But out of that gig I got acouple other gigs.
So I got one corporate eventfor his company and then I got
(39:11):
another private event for himbut like for his family members,
someone else in his family.
So it's definitely useful to dothat.
Number four client loyaltyprograms.
That's something I like to do.
A follow-up can be anopportunity to introduce a
client loyalty program.
Offering a discount or specialpackage deal for repeat clients
(39:37):
can create a sense ofexclusivity and drive loyalty,
highlighting that they are avalued customer through such
programs, can lead to ongoingbusiness online.
That shows you that, hey, ifyou help our business, we'll
(39:59):
help you know, we'll pay you orwe'll give you certain like
special, you know offers.
You need to do that too.
So if you're going to get themworking for you, technically
bringing you business, you gotto find a way to match what
they're doing for you.
So if you know that money istight for that family, offer
(40:22):
them a serious discount for thenext event.
Because here's the thing Sure,you're discounting 10%, 15%,
which is quite a bit, but at thesame time you're getting an
extra $1,000, $2,000, $3,000.
And then, likely, now thatanother member in that family or
a group of friends hired youand now they're seeing you again
(40:43):
, likely someone else will andsomeone else will and someone
else will, and it happens Now.
It didn't happen to mepersonally yet, but I've seen it
happen to some bigger DJs,people who've been doing it for
more years and stuff like that.
People who've been doing it formore years and stuff like that.
I just didn't have that clientyet who it just like snowballed
(41:08):
into, like so many people fromthat same family or friends I
had, like I said, the one thathad a corporate also, and then
another family member, but thenthat's kind of that's kind of
where it ended, right, and fromtime to time we still chat and,
and you know, he knows I'm thereand the other one who hired me
knows I'm there too.
But it can really becomesomething consistent with time.
(41:32):
Now staying memorable.
Number five staying memorableVery important.
Send something memorable alongwith your follow-up, like a
custom playlist from the eventor a short recap video with
highlights from the night.
This is not only to keep you inthe client's mind, but also
creates a sentimental connection.
(41:53):
It's a way to offer more thanjust DJ services.
It adds an extra layer of valueto their event experience.
So that ties into what I saidearlier, with a personalized
touch.
Like I said, I told you I sendthem photos of us together,
(42:14):
right, so I'm kind of likeputting it all together
elegantly.
But I also and what I saidearlier, earlier that I'm going
to mention why the video isactually good for them too.
Some clients don't have avideographer, sometimes don't
even have a photographer.
They, the family's takingvideos and photos for them and,
um, I'll never get it like,unless it's just a serious money
(42:35):
issue.
I'll never get how, like, atleast hire someone like friend
or someone like you know or have, have them make that your
wedding gift for you.
Get them a hundred dollargimbal or something and tell
them, hey, like, try to get asnice footage as possible, right,
and like you'll be doing thatthe whole wedding.
Um, I don't know something,right, just get, get your memory
(42:57):
, get your memories.
Like, get them, get them onfootage, get footage for your
memories.
Like, get them on footage, getfootage for your memories.
Now, what I do is I tell themhey, you said you were okay with
me recording your entire event.
So the way it's recorded isbehind my shoulder it's really
showing me and then showing theentire dance floor and a bit
(43:20):
around the dance floor.
But, um, I can, I can sharehighlights from that for you.
Uh, because it's it's a pretty,it's a pretty cool uh video to
have, right, um, and then on topof that, I between tracks and
um, you know, especially if Ihave an assistant with me, I'll
take videos and photos and stufflike that.
(43:41):
And they're very nice, it's anice camera, it turns out really
nice.
So I'll spend some time, I'llmaybe edit a few photos.
I'll make sure that I'm sendingthem only the stuff that I'll
want to get, and then I send allof that with a Dropbox link.
Now they don't have to get allthat at once or load it in an
email.
(44:01):
Now they can load the Dropboxlink or Google Drive link and
I'll send a little set ofinstructions in a notepad or an
email and explain to them how toaccess it, and that they can
download only what they want orview it.
The link is going to be goodfor a very long time.
So, yeah, that's what it's allabout Create an experience for
(44:26):
the client, build a relationship, remain in their hearts and
minds.
So following up with yourclients is a very important part
of your business.
It's a way to ensure that therelationship continues past that
event.
So you're not cutting ties justbecause the event is over, and
(44:48):
return clients usually bringmore business with them.
So word of mouth that's usuallywhen this happens because
they're coming back to you.
There's a reason why they'recoming back to you and if
anyone's ever going to ask themfor a DJ, they're likely going
to recommend you and sometimes,without even somebody asking,
(45:10):
they'll say oh, you should checkout this DJ at my last event or
at my wedding, and maybe theyjust want to show off, maybe
they just wanted to just, youknow, enjoy showing a really
cool clip.
That in turn, created an ideain the other person's mind.
Hmm, maybe I could use them.
Hey, do you have his phonenumber?
You know?
So there should be absolutely noreason for you not to follow up
(45:30):
with your clients, whether youwant to keep them or not, for
whatever reason.
It's always important because Iactually never even went over
that.
Always important because Iactually never, I actually never
even went over that.
If, let's say, you don't wantto keep the client or you don't
think they'll, they'll want tohave you for the next event.
Yeah, maybe don't start callingthem after the event but, um,
(45:53):
at the end of the event you candiscuss.
You know what, what, what couldhave gone better?
Uh, based on the experience,you can personalize kind of some
sort of some gesture, somethingthat will make them feel better
.
If you could, maybe don't offeryour business again if you know
that they don't want to hireyou again, but try to lessen the
(46:14):
blow, try to do somethinginstead of just walking away,
because they're going to betalking about this.
So you better just not ignoreyour clients.
Now, this episode was mostlyabout people who want to return
business from the clients andthings went well.
But this is important toremember even when things don't
go well, make sure you speak toyour clients.
(46:34):
If you think they're going tobe nice about it and they would
actually want to discuss thiswith you on the phone, sure go
ahead.
Likely, this is not going to bethe case.
You have one chance right afterthe event.
You can discuss things withthem, apologize, offer some sort
of resolution and, who knows,maybe because of that they'll
(46:55):
give you another chance, ormaybe because of that they'll
forgive you or whatever it is.
You lessen the blow.
Usually that works.
Or maybe because of thatthey'll forgive you, or whatever
it is.
You lessen the blow.
Usually that works.
But for everyone who wantsreturn business because things
went well, follow this guide,follow this video, everything
(47:16):
that or this audio, whatever youare, whether you're watching
this or listening to this, thisis going to seriously elevate
your business and make your lifeeasier, because when you have
return clients, you already know.
You already know who they are,what they like and they know you
.
And it's not new.
You don't have to build thatrelationship all over again, and
even if it's someone from thefamily or a friend, likely you
(47:38):
were already in the same roomtogether before or they know
quite a bit about you and it'sjust a more fun interaction in
some cases.
So that would be all fortonight.
Thank you very much for joininganother episode of the Clever
DJ.
See you in the next one, staysafe.
See you in the next one, stayclose.
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