Whew! Lots of great questions. Tons of useful info in this blog. If you like what you’re reading here, and if you’ve been liking the emails I’ve been sending, can ya do me a favor? Get on the discussion boards for your particular variety art and talk up RebelEntertainers.com. It’s the best way to spread the word so we can help more people succeed.
Allright, on with your questions….
Jonathan Fudge of Florida writes:
QUESTION: I'm looking for content on my blog that birthday moms will enjoy. I've read through your (Show Building) course so I know it says to ASK them what they want. They responded with the following: -"Entertaining and educational activities for different aged children 1-3, 4-6, 7-12".
Where can I find the specific content I'm looking for in those categories?
ANSWER:
Great idea Jonathan. Any time you can supply a potential customer with information that they need, you are more likely to sell them and keep them coming back for more. Here’s a few for ya:
http://www.familyfun.go.com/ - Fun site sponsored by Disney. Even has ideas broken down into ages.
http://www.amazingmoms.com/ - Fun site sponsored by Highlights
http://www.familycircle.com/ - A national magazine
http://www.fathermag.com/ - An occasional dad blog isn’t a bad idea
http://www.informedparent.com/ - Online mag with articles and advice from experts
Here’s some books I found on Amazon. All under $10.00 and some for only a few pennies.
Great Big Book of Children's Games by Derba Wise
Games Magazine Junior Kids' Big Book of Games by Karen C. Anderson
Kids Summer Games Book, The: Official Book of Games to Play (Family Fun) by Jane Drake, Ann Love, and Heather Collins
Collect-n-make Crafts For Kids (Teacher Training Series) by Susan L. Lingo
Better Homes and Gardens Holiday Crafts Kids Can Make by "Better Homes and Gardens"
One Hundred Twenty Three Gift Crafts Kids Can Make (Highlights Creative Crafts Series)
Good luck. Hope it helps.
Travis Schwartz of Houston, PA wrote:
QUESTION: What kind of equipment do you use for small outside birthday parties, larger outside parties, and on stage in front of a 1000 people? And has anything blown out during a performance?
ANSWER: I use music and a Shure cordless mic in ALL of my shows. It saves my voice and allows more dynamics in the show. I personally use a Passport 150 for almost all my events. That sucker can blast up to 400 people - outdoors. I do use a few little tricks to boost the volume, but it will definitely work for almost any small to medium venue. It has 4 inputs for music and mics and has simple equalizers for each. And it’s very inexpensive and super durable. For a smaller event (birthday, classroom, etc…) I use the exact same system, but I only use one speaker.
For extra large events (over 500 or so), the client must supply the sound system. I have attachments for my Ipod, my cordless and my remote system that are compatible to just about any large sound system.
For emergencies, I have a passport 250. I'll use it if my other one dies. I just hate to take it out of my garage.
It did blow out on me once years ago. Literally blew a fuse. Yes the show went on. I did it without. Luckily it was a small b-day and nobody really knew the diff.
Karen Sidell writes:
QUESTION: As I am new to the industry, I am wondering how one goes about creating the initial call from the potential client, and then how to sell to them once they are on the line?
ANSWER: Ah, Karen, that’s two completely different questions. I’m feeling extra saucy today, so here’s a couple of answers. First, getting those first few calls. There’s a million ways to go about it, but here’s 4 cheap quickies for someone just getting started:
1.) Build a website or have it built for you. There are so many ways to do this for cheap or free. List your website with every free directory service you can find on line. Many directories will build a small one for you free of charge. Also, take a look at paid listings such as www.partypop.com. Sometimes it’s worth your while to pay a little to get the best listings.
2.) Advertise in a magazine specifically for your market. Example: If you are doing birthdays, advertise in a local parenting mag.
3.) Advertise on Craig’s list. It’s free and done properly will get you a few gigs.
4.) Send a personal letter with your promotional material to all the local party planners. Follow it up with a phone call. Keep in contact with them monthly through a newsletter or other monthly offers.
The second part of your question is “How do you sell them”? - Once again, a million different ways. I teach folks to use a phone script listing all the benefits that the customer will receive when they hire you. That way you have everything you need to say right at your fingertips.
If you're interested in seeing and utilizing all the promotional material and phone scripts I’ve used in building my business, they are available in the Rebel Entertainer’s Success System.
Annie Banannie (aka Laura Caldwell) of Orange, Ca writes:
QUESTION: Any tips on time management? Right now the urgent is pushing out the important.
ANSWER: I feel your pain! As Rebel Entertainers we have to be great marketers, office managers, computer geniuses and GREAT PERFORMERS. Sometimes it can be overwhelming.
Focus. First, the obvious. When getting to work, turn off all distractions. That includes the TV, the radio, cell phone, phone etc.. And don’t check your email. More time is wasted doing these things than anything else.
Appointments: Next, make appointments with yourself a couple of times throughout the day to return calls and emails. Don’t do them randomly as they come in.
Eat That Frog: Brian Tracy has a great book called Eat That Frog. He explains that you should do the nastiest, worst tasting, most disgusting task first. That way the rest of your day is left with clear thoughts and inspiration, instead of worrying about that big fat Frog. I think it’s good advice.
Lastly, create a “To Do” list system.
Here’s the system that I use. I have three “To-Do” lists. One for the year. One for the month. And one for today. I put the items on each list in order of importance and in order of the ones that make me THE MOST MONEY. Big, nasty frogs first, then the next pending item, then the next, on down the line.
Your list will change as time goes by. Some tasks will become more important as the deadlines draw closer. They change position on your list.
Every day I print it out. Every time I finish a task, I cross it off. At the end of each day I look at the list and appreciate what I’ve gotten done. On a psychological level, once you see how much you’ve gotten done in the day, you’ll become excited instead of overwhelmed.
Marsha Gallagher of Laughs by Modine asked:
QUESTION: What is the most difficult challenge performers face when re-imaging themselves, and what is the best way to overcome that challenge?
ANSWER: To study re-imaging or re-inventing on a large scale, just take a look at the careers of Justin Timberlake (from Boy Band to Solo Artist and Peoples Choice favorite entertainer), Queen Latifah (from Rapper to Academy Award Winner), Britney Spears (from pop star to dysfunctional mom back to pop star), and most recently Mickey Rourke. You can find bios on all them on line and on the Biography channel on TV.
But on a smaller scale, where most Rebel Entertainers live and breath, here’s how it works. Entertainers only re-invent themselves to further their career, increase their income or because they become sick of what they’ve been doing. The biggest PERSONAL challenge is to find a persona that you will be happy with and that your new market will accept and WANT to buy.
From a MARKETING standpoint, the biggest challenge is “Do I keep my current customers with my new image or do I try to sell the new image at a higher price to a new market?”
The answer on this scale may be a bit surprising. Here it is. Use different images for different markets. Eventually, the image that makes you the most money will win out. The image that makes you least money will slowly do less and less gigs.
Here’s an example: Image #1 - The Birthday Magician - When I first started, I did mainly birthday parties.
Image #2 - The Inspirational Animal Magician - I started performing specifically for Libraries
Image #3 The Educational Entertainer - I specialized in Schools - image #1 fell off.
Image #4 You know me as the Rebel Entertainer and guy with the answers. I no longer do b-days, and image #2 has begun to fall off.
Get it?
Oh, final note on that subject. You will have to create all new websites and other promotional material for your new image. Don't just simply try to alter your old ones.
Ken Shute, AKA Super K Balloon Twister asks:
QUESTION: What to do about marketing to businesses / private clients that may already have an entertainer or service-Is it ethical to bid out a gig in this situation?
ANSWER: I look at it another way. Is it ethical to allow a potential client to receive inferior service, when the very best service hasn’t even been considered?
Here are my ethics when it comes to booking a show and competing with other entertainers.
1.) Never steal a show from a friend (self explanatory) - If the prospect is considering someone else, you can always ask who it is.
2.) Never say anything bad about another entertainer - EVER.
3.) Never try to out-bid another entertainer on price alone - a lower price is NEVER a good negotiating tool. It lowers your worth and lowers the overall prices for all entertainers. In a price bidding war, nobody wins.
Anything other than that is fair game. I have a number of entertainer friends that I compete with. Including some big names that you know. It’s a friendly competition, and we refer business back and forth.
When you get a call, assume that you are, by far, the best option for that person calling. Offer them the most value, the most friendliness, be the most on time and the easiest entertainer they will ever deal with.
If you take that position, then whether or not they are considering another act will never enter the picture.
Here's proof:
You never want another entertainer saying "Oh, man, he just undercut me"
You'll never hear another entertainer complain "Oh, man, he got the job because he was better than me!"
Pete Ellison of One World Rhythm asks:
QUESTION: What's the best way to obtain testimonials either audio, written or video to use for promotional purposes?
Finally an easy one. Here ya go. The quickest and easiest ways.
ANSWER:
Audio - www.audiogenerator.com - You get a phone number your client can call. It records the testimonial and you can post it on your website or create an audio postcard.
Video - I use my little Flip Video camera. Santa got it for me around Christmas for under $100.00. Uploads directly to youtube. Can carry in you pocket. You can use youtube tools to put it on your site.
When to get them - Option #1 - The best time to get an audio or video testimonial is right after the show. When they are telling you “That was the best thing I ever saw, you’re great, etc…”, just simply ask them if they’ll give you a testimonial right then and there and repeat exactly what they just told you. They can remember the show, what they said, and keep the excitement in their voice. Whip out your video camera or cell phone and record it right there.
But, if they’re not comfortable with doing it right there, you must offer them option # 2. Right there give them a little post card with your audio testimonial phone number, your email address with a note explaining what to do. “When you get back to a quiet place, call that number or email me the testimonial”.
Lastly, if they still don’t send you one, request it in your “Thank-You” note.
There. Three easy steps to great testimonials.
Hope you enjoyed the answers. Now go spread the word about http://www.rebelentertainers.com/!
John Abrams - Rebel Entertainer and Answerer of Questions
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