DJ skills in other nonromantic relationships

[wifehunter]

Possibly meeting a new client tonight. I've been thinking about my businesses, lately....

The fundamentals of the DJ mindset is about using your power as a Man. I'm dirt poor, and only have a few clients. Dissappointingly, I may even come off as desperate at times! I'm trying hard not to do that, but at this point I'm in between projects, and don't have a dollar in my wallet. Rock bottom is not fun! Funny thing is, this could all change in day or two, if a client calls with a project!

So my question is... do any of you apply appropriate and applicable DJ skills to your work/business? My situation with ladies is good, but my business is slow.
I'm thinking, I should focus on that! Would like things to be booming, as it were!

 

[wifehunter]

Okay, I know you'll probably roll your eyes as an 18 year old responds to this, but I've learned a ton from my father who does negotiations for a living. I've gone to work with him many times and seen how he conducts himself.

First off, never feel like you HAVE to make the deal, even if you do. Just like with women, always have the ability to walk away at the drop of a hat. If you don't like the terms and they won't budge, WALK. This shows you have other options and rather, they need YOU since you are in high demand.
Be reasonable. Don't come in with a ridiculous proposal that sounds good in only your mind. Try to make the most money, of course, but have it be affordable and reasonable.
Why should they go with you? Sell yourself, and don't be ashamed to brag. This is not to be confused with arroagance! Just allow them to recognize your talents. Maybe have a few examples of previous projects you have done.
BE HUMBLE. Mot1ve progress and I were talking about this one. If you're arrogant, nobody wants to be with you. Being able to laugh at yourself and having a kind demeanor will go a long way with a lot of people. Now don't be unconfident, as that will scare away the client that you are unsure in your abilities.

There's a fine between all of these things, so you need to be able to recognize how you project yourself. Show proper body language (chest out, head high, shoulders back, arms uncrossed, legs shoulder-width, and good eye contact) and feel out the client's.

Just remember, this sale is NOT the end all be all.

Not much difference between Business and the Ladies. It's all about relationships! For me, the body language bit needs to be automatic, I'm still having to consciously remind myself.

Your father sounds like one cool guy! Very encouraging! Thanks!

 

[old_skoolr]

Business, war, dating.

You'd be surprised how these three are similar to one another.

As advice goes, stick to the basics.

Focus on your clients needs & wants, be reasonable but not a pushover.

And never, ever, EVER negotiate from a point of weakness.

 

[mrgoodstuff]

I felt the Corey Wayne stuff would lead to a male who is successful in his life, outside the ladies. It was a principled style with not a lot of fluff or tricks.

 

[BeExcellent]

Agree that DJ skills are applicable to business and life. KofP gives some great advice. You hold yourself in high regard. So do women. Extrapolate that out; so do clients;so do people. You naturally carry yourself well so you are going to give off body language of knowledgable compentency. Take notes and make eye contact. Surely you know all that.

Here's my 2 cents for what its worth:

I subscribe to the Henry Kissinger school of negotiation. Ask for the moon - you might get it. If you don't then chances are good that you will end up somewhere in between what you think is a killer deal and what they think is a killer deal - in other words a fair deal or a square deal. But go in with the mindset of making a deal. You are there to talk terms and clarify the scope of work.

Smile, hold your posture (frame) and be warm. Be professional but relaxed. Be the expert. Ask them specific questions about their needs. Do not get discouraged and do not be desperate. What are the client's needs and how are you suited to exceed their expectations? Consider your talent, expertise, unique perspective, problem solving skills, people skills, etc.

You have standards and principles. Stick to them. If a client is willing to screw you over and expects you to abandon your scruples, hold out for a different client. It can be hard to say no to a potential client during tough times, but sometimes its best. Something better is out there if this is the case.

If the legalease of a contract is "screw you, benefit me" in tone then understand you are dealing with a client who will screw you soon as look at you. But they will be SUPER nice before you sign on and try to downplay their prickly language. They change it or you balk. Never sign agreements that are a**hole agreements. They can change it. They will respect you for a.) noticing and b.) insisting on a fair agreement. If they won't, don't.

You have the MOST power to negotiate before you ink the deal. After the deal is signed your power is much less unless you negotiated some clauses for change orders and got a super clear scope of work, etc.

Some industries tend to associate higher cost with higher quality. Others should but don't. Do not be afraid to ask for high compensation if your experience or talent warrants. If you are in the entertainment industry, IT industry, or engineering industry this typically holds true. Consider carefully your proposed price point. Factor in extra BS that is going to be expected after the deal or be sure you have a change order clause if they request things beyond the scope of work...and get a clear scope of work from the get-go.

Sometimes you need to bid higher rather than lower due to perceived quality. Value is perception followed by performance. Be perceived as high value. They will pay according to that belief. They will also interact with you according to that belief.

When I took on my very first consulting client 20 years ago it happened fast out of a casual phone call...and I was asked point blank "What's your fee?" I was working W2 at the time. I didn't blink (even though I was like Holy **** inside) and gave them a figure 3.5 times what I currently earned. They said, could you do it for 70% of that figure? I paused as though I was thinking it over and said, well, Yeah, I think that will work. We inked the deal and I worked for that client 10 years. And in the process I gave myself a 300% raise. They respected what I had to say because they were paying me at an expert level. Of course...you must deliver the goods. Assuming you WILL do that, use whatever you find useful from the above...and

Now go make yourself a deal!

 

[wifehunter]

Agree that DJ skills are applicable to business and life. KofP gives some great advice. You hold yourself in high regard. So do women. Extrapolate that out; so do clients;so do people. You naturally carry yourself well so you are going to give off body language of knowledgable compentency. Take notes and make eye contact. Surely you know all that.

Here's my 2 cents for what its worth:

I subscribe to the Henry Kissinger school of negotiation. Ask for the moon - you might get it. If you don't then chances are good that you will end up somewhere in between what you think is a killer deal and what they think is a killer deal - in other words a fair deal or a square deal. But go in with the mindset of making a deal. You are there to talk terms and clarify the scope of work.

Smile, hold your posture (frame) and be warm. Be professional but relaxed. Be the expert. Ask them specific questions about their needs. Do not get discouraged and do not be desperate. What are the client's needs and how are you suited to exceed their expectations? Consider your talent, expertise, unique perspective, problem solving skills, people skills, etc.

You have standards and principles. Stick to them. If a client is willing to screw you over and expects you to abandon your scruples, hold out for a different client. It can be hard to say no to a potential client during tough times, but sometimes its best. Something better is out there if this is the case.

If the legalease of a contract is "screw you, benefit me" in tone then understand you are dealing with a client who will screw you soon as look at you. But they will be SUPER nice before you sign on and try to downplay their prickly language. They change it or you balk. Never sign agreements that are a**hole agreements. They can change it. They will respect you for a.) noticing and b.) insisting on a fair agreement. If they won't, don't.

You have the MOST power to negotiate before you ink the deal. After the deal is signed your power is much less unless you negotiated some clauses for change orders and got a super clear scope of work, etc.

Some industries tend to associate higher cost with higher quality. Others should but don't. Do not be afraid to ask for high compensation if your experience or talent warrants. If you are in the entertainment industry, IT industry, or engineering industry this typically holds true. Consider carefully your proposed price point. Factor in extra BS that is going to be expected after the deal or be sure you have a change order clause if they request things beyond the scope of work...and get a clear scope of work from the get-go.

Sometimes you need to bid higher rather than lower due to perceived quality. Value is perception followed by performance. Be perceived as high value. They will pay according to that belief. They will also interact with you according to that belief.

When I took on my very first consulting client 20 years ago it happened fast out of a casual phone call...and I was asked point blank "What's your fee?" I was working W2 at the time. I didn't blink (even though I was like Holy **** inside) and gave them a figure 3.5 times what I currently earned. They said, could you do it for 70% of that figure? I paused as though I was thinking it over and said, well, Yeah, I think that will work. We inked the deal and I worked for that client 10 years. And in the process I gave myself a 300% raise. They respected what I had to say because they were paying me at an expert level. Of course...you must deliver the goods. Assuming you WILL do that, use whatever you find useful from the above...and

Now go make yourself a deal!

Thanks! Lots of useful Information, coming from experience, there!

I've only been going it alone for 2 years. They say the 2 year mark is the breaking point. I'm still here. I have one solid client, and I need to get more.

 

[fastlife]

Game is game. Options = power. In the absence of real options, perceived options can usually effect the same results. You're not selling a product, you're selling a frame in which you're the buyer. Your frame should be that you have clients knocking down your door (even if they aren't), and that you have more money than you know what to do with (even if you don't). This will enable you to act correctly. At the same time, you should be doing everything you can to cultivate new leads (think of this like approaching). Acting from desperation will turn off clients just the same as women (you need them to think, 'Man, this guy must be high demand; other people must value his work; I need to close with him because he's not waiting around for me).

A couple years ago I started working with a partner on a startup business. He had a loose model, a background in sales, minuscule operating capital (think $500 every couple weeks), and not much else. I was a 21 y/o kid with confidence and a convincing mouthpiece and not much else (well, I was in his price range).

Within the first couple months we were able to generate an enormous amount of leads with a couple hours' online advertising everyday. Essentially, we were the guy approaching 1,000 girls, quality be damned, ending up with more numbers than we could possibly follow up with adequately and with no money to take them on dates.

My partner would go into panic mode (granted it was his capital) and start chasing potential customers; he perceived everyone that got away as a 'loss' of tangible income. We focused on making things as easy and accessible as possible--and started closing fewer customers--but wasting a lot more time on people who had time to waste. Eventually, I convinced him that we needed to get more investment upfront from potential customers before we invested anything.

We designed a bunch of unnecessary hoops for them to jump through. For every 2 hoops they did, they'd get a call from me (by this point, we pretty much had their life story on file); I'd give them two more hoops to jump through--one of which would involve calling my partner. What happened is that a bunch of the low interest leads dropped out early, before I made contact; but of the people I talked to, around 60% would proceed to jump through the next few hoops. Of those that called my partner, we probably closed around 80%. At that point we had enough money and automation that we could afford to follow up with the drop outs to invite them back into our frame (disclaimer--very loose numbers, but it's been a long time since I had to pick up restaurant work for months at a time because he couldn't afford to pay me).

I don't know what your business looks like--what the demand is like and how many leads you can realistically expect and how important forming a personal relationship would be to sustaining a client. But in any case, you aren't selling a product, you're shopping for clients. Get investment. Follow the Golden Ratio. Have your potential clients type up exactly what they're looking for (1.) and physically come to your office (2.) before you'll meet with them (2 hoops, one carrot). A piece of paper is so much closer to reality than words--they made that investment, they'll be more likely to make the next investment.Then you feel them out as a person until they feel comfortable enough with you to confide details their personal life (same type of convo you'd have with a chick)--let them invest their personality in you, as a person. Let them sell themselves to you and they'll value their business relationship with you so much more. And, remember, if you ever lower your price, it's never out of necessity, it's only because you like them.

Good luck.

 

[wifehunter]

Game is game. Options = power. In the absence of real options, perceived options can usually effect the same results. You're not selling a product, you're selling a frame in which you're the buyer. Your frame should be that you have clients knocking down your door (even if they aren't), and that you have more money than you know what to do with (even if you don't). This will enable you to act correctly. At the same time, you should be doing everything you can to cultivate new leads (think of this like approaching). Acting from desperation will turn off clients just the same as women (you need them to think, 'Man, this guy must be high demand; other people must value his work; I need to close with him because he's not waiting around for me).

A couple years ago I started working with a partner on a startup business. He had a loose model, a background in sales, minuscule operating capital (think $500 every couple weeks), and not much else. I was a 21 y/o kid with confidence and a convincing mouthpiece and not much else (well, I was in his price range).

Within the first couple months we were able to generate an enormous amount of leads with a couple hours' online advertising everyday. Essentially, we were the guy approaching 1,000 girls, quality be damned, ending up with more numbers than we could possibly follow up with adequately and with no money to take them on dates.

My partner would go into panic mode (granted it was his capital) and start chasing potential customers; he perceived everyone that got away as a 'loss' of tangible income. We focused on making things as easy and accessible as possible--and started closing fewer customers--but wasting a lot more time on people who had time to waste. Eventually, I convinced him that we needed to get more investment upfront from potential customers before we invested anything.

We designed a bunch of unnecessary hoops for them to jump through. For every 2 hoops they did, they'd get a call from me (by this point, we pretty much had their life story on file); I'd give them two more hoops to jump through--one of which would involve calling my partner. What happened is that a bunch of the low interest leads dropped out early, before I made contact; but of the people I talked to, around 60% would proceed to jump through the next few hoops. Of those that called my partner, we probably closed around 80%. At that point we had enough money and automation that we could afford to follow up with the drop outs to invite them back into our frame (disclaimer--very loose numbers, but it's been a long time since I had to pick up restaurant work for months at a time because he couldn't afford to pay me).

I don't know what your business looks like--what the demand is like and how many leads you can realistically expect and how important forming a personal relationship would be to sustaining a client. But in any case, you aren't selling a product, you're shopping for clients. Get investment. Follow the Golden Ratio. Have your potential clients type up exactly what they're looking for (1.) and physically come to your office (2.) before you'll meet with them (2 hoops, one carrot). A piece of paper is so much closer to reality than words--they made that investment, they'll be more likely to make the next investment.Then you feel them out as a person until they feel comfortable enough with you to confide details their personal life (same type of convo you'd have with a chick)--let them invest their personality in you, as a person. Let them sell themselves to you and they'll value their business relationship with you so much more. And, remember, if you ever lower your price, it's never out of necessity, it's only because you like them.

Good luck.

You've made some good points and I'm planning to read your post a second time. I agree with meeting clients in person. So much if the online communications get lost in the constant barage of noise. Like a DJ, I will be using texts, email, calls, etc. only to nail down some "in person" meetings, then I imagine result will come. Thanks!

 

[Mot1veProgress]

I'd say,
- Listen more than you talk.
- Be Assertive, Decisive and Prepared.
- Don't oversell yourself. Make them want to convince themselves why they need to buy into you.

Very good traits to have in any situation.