Your Price is Outrageous!

Hilarious Clown Eddy Rice Jr. wrote to me during the big Q & A (check out his website for the visuals alone. It's very fun. http://www.flappytclown.com/)

He told me a story about a crazy potential client that was referred to him by a friend and asked how I'd have handled it. Here's the edited version:

-------

Thanks John. Your articles have helped a lot.

Here’s the story. I was referred by a close friend to a person that I was told wanted my services.

I called the potential client and told her what I had to offer and when we got to the price she said “That is outrageous! I've been hiring entertainers for years and your price is ridiculous!”

After telling her the benefits of my services and how I guaranteed that everyone would have a great time, she said 'Well, we're just going to buy a costume from China and have a friend put it on!'

On and on she went trying to get MORE services for LESS money and make outrageous requests. I continued to hold my ground and finally said to her "Thank you very much, I hope you can find someone".

After a couple of days a friend of the lady called back (or maybe the lady pretending to be a friend) and booked my services for that exact party.

How would you have handled this.

Eddy Rice Jr.
-----

Here's your answer:

First, congrats for sticking to your guns. You're a terrific entertainer and people should pay top dollar for your services. No ifs ands or buts.

Personally, I probably wouldn't have lasted that long in the conversation. And I may or may not have gotten the gig.

Because here are MY RULES.

"If you can't afford my services at this time, that's ok. There's no shame in that. I can refer you to a lesser entertainer that you'll be very pleased with." And I do.

Notice the wording in that. There's a lot going on there. About half the time they'll call me back and book the show. No arguing. No negotiating. Everybody's happy. And if they do go with the less expensive option, I make some money for a friend.

Now, last thoughts on this. Any potential client that is that big of a pain in the ass when they're just in the researching process, is going to be a bigger pain in the butt when it comes to the event and your payment.

I don't need the headache. Each of us draw the line at a different place. Each of us needs to know what we will and won't do for a buck.

I don't need the business that badly. No client is worth losing sleep over. Especially one that can't pay me what I'm worth.

I welcome your comments.

If you like this, spread the word.

- John Abrams
Rebel Entertainer and Guy that likes to hold that line
http://www.rebelentertainers.com/
www.facebook.com/rebelentertainer
www.twitter.com/johnabrams1

Government Bailout for Entertainers?

This next question is something that seems to be on everyone's mind. The economy.

Magic Michael asks:

Hi John-

With the economy as it is today, what ideas do you have for helping clients who DO want your program but have no government funding or funding of their own to FIND the money to hire you?

Best!
Michael

By the way, before I go on, I just want to say that I like this question and I imagine a lot of people are thinking the same thing. So...

Here's your answer:

First the fun part. I wish the government would cut me a nice fat check for about 40 million bucks. Heck, it's a small drop in the national debt bucket and I deserve it. No such luck.

Ok. Now the reality.

What's interesting about this economy is that the entertainers that saw the writing on the wall a couple of years ago and were aggressive and creative with their marketing actually had banner years in 2009 & 2010. The ones that said "I'll wait until this down-turn passes" are dying on the vine.

I had my BEST YEAR EVER last year and a number of my friends are in the same boat.

But I'm not blind to the plight of others. I do have friends that had been making their living entertaining for years but have had to take 9-5s and have exhausted their savings. Not a good place to be.

What's the difference between these two groups?

Education, Conviction and Aggression.

A few days ago I posted a number of different ways to market your business with absolutely no cost. If you used only those strategies - quickly, aggressively and actively - within a very very short period of time you would book enough gigs to invest in every product and every program that I offer. And even some I don't offer.

I've also posted an amazing strategy about a guy in the U.K. making buckets of money working a shopping area with literally no investment. Just a little bit of ingenuity. Click here to read it on my blog.

Last story and I'll hang this subject up.

My first ever investment in entertainment marketing material cost me exactly $100.00. It was Joel Bauer's Hustle Hustle. In retrospect, it wasn't that great and is now very dated. But it did give me a number of ideas that I used to book a number of shows. And that one investment started my journey to becoming a full time professional entertainer.

That was a hundred bucks I couldn't afford to spend. But I also couldn't afford to spend another day in my dreary job. A job that sucked the life out of me and zapped all my creative energy.

I now look back at that as the best hundred bucks I ever spent.

It's up to every single one of us to decide "when's the right time". For me it was about 11 years ago. Whenever that time is for you, it'll be the perfect time in your life for your situation.

I welcome your comments and experiences

If you like these tips, spread the word.

- John Abrams
Rebel Entertainer and Guy that's grateful for what entertaining has brought me

P.S. If you're ready, here's the link to all of my money making products: John's Stuff

P.S.S. For one-on-one coaching, click here.

Marketing with No Budget

I love variety artists. They have the coolest names.

This next question from the big Q & A came from Ken "Super K" Shute. He's a great balloon artist out of Southern California.

Ken writes:

John,

"What about marketing when there is no real budget for it, I mean, what are the things I can do that have little or no direct cost to me? "

Thanks, Ken
-----
Great question Ken.

Every entertainer in the world has asked this question at some time in their career. Sometimes it seems like if you have no money there's no place to start.

Not true!

Here are a few things you can do:

- Set up a blog that looks like a single page website. You can add video, photos and great copy. Absolutely no cost.

- Set up a Facebook Fan Page. These now get full indexing from the major search engines. Not as flexible as a blog, but is another way to get on the search engine list. No cost.

- Set up a Youtube account. Also full indexing. Use a video to drive people to your blog. No cost.

Make sure to use key words for your market, your art and your area and have each site link to the others.

But believe me brother, if it's only internet marketing your doing, it's not enough. Here's an excerpt from my Rebel Entertainer’s Success System that talks about that exact subject.

If I Only Had $100.00
to get My Entire Marketing Campaign
Off The Ground,
What Would I Do?

I’ve been asked this many times. Down and dirty, here’s what I’d do. I’d sit down and put together two kick-ass sales letters (doesn‘t cost a thing). I’d buy a domain name from Godaddy.com (about $10.00). I would have a friend put the long sales letter on a website as a 1 page website (a friend would do it for free). Then I would get a list from the internet of the people I want to sell to (also free). I would then sit on the phone and call them to introduce myself and find out if they were interested in my service. I would then ask if I could fax over a list of my services (faxing is free if you have a fax machine or can use a friend’s). The fax would be the shorter of the 2 kick-ass sales letters that would ask for the sale and, if they thought they needed more info, direct them to my website.

This whole process would cost about $10.00 - $15.00 and done right, would make a lot of sales. The only other thing it would cost is time.

Now, of course you can replace the website with a blog and do the entire thing for by yourself for free.

There ya’ go. Some quick tips for absolutely no cost.

By the way, if you want more info on my Rebel Entertainers Success System, just click on it.

If you like these tips, spread the word.

I welcome your comments and experiences.

-John Abrams
Rebel Entertainer and Guy that's been there
http://www.blogger.com/www.rebelentertainers.com
http://www.blogger.com/www.facebook.com/rebelentertainer
http://www.blogger.com/www.twitter.com/johnabrams1

Organizing Your Contacts

The second question from the big Q & A came from two completely different Rebel Entertainers from two completely different arts.

Magician Charles Watson wrote:

"I'm in the middle of creating a plan for tracking bookings, keeping in contact with them, and organizing everything. I am also planning my marketing strategies and trying to put together a list of things that I will do daily to draw new business....reaching past clients, sending thank you cards, confirmations etc.

How would you recommend setting up this system to keep yourself on track. I find myself getting side tracked and not knowing what to do daily."

Sincerly,
Charles

... and Clown/Balloon Artist Patrick Duffek (aka Pat in the Hat) wrote:

"How do you do your contact management and database work?
How do you keep track of your tasks, records, and information? "

Patrick

Here's your answer:

The number one and most important asset of your business is your client list. I'm always shocked and amazed when I'm coaching someone and they DON'T have that list.

This is an excellent question and much easier solved then people think.

I use a software program called ACT. Here's how I use it and what you can do with it also.

- You can keep track of all your current contacts

- You can separate them into different marketing groups (ie. Libraries, Corporate, etc..)

- You can personalize any marketing or business form you need to send out (everything from sales letters to labels to contracts)

- You can set alarms that can remind you of every mailing and contact you need to make with every individual client (ie. Thank you cards etc...)

- It has an option of keeping a history of every contact you've made and what was done (example: 2/8/10 - Sent contract, 2/10/10 - Received signed contract)

- You can upload any spreadsheet of contacts into it. This makes loading your address book or a list from your favorite list company a breeze

It can do much more, but I think you get the idea.

There are others on the market, but ACT is the one I've used for over a decade and it works great. Tried and true proven software.

There are a few that have been designed specifically for entertainers also. Check your local artist forums if you want to explore more.

Go get organized!

If you like these tips, spread the word.

I welcome your comments and experiences,

- John Abrams
Rebel Entertainer and Guy that likes to keep organized
www.rebelentertainers.com
www.facebook.com/rebelentertainer
www.twitter.com/johnabrams1

Q & A Answers - Customizing Your Show for Libraries

The response to my Q & A was terrific. The first one came from Rebel Entertainer Smarty Pants. If you haven’t seen him perform, you should. He’s hilarious and has some great routines.

Smarty writes:

Hey John,

“How do you handle marketing when dealing with library summer reading themes?

The problem in this area is that some libraries use a common theme (Scare up a Good Book this year) and some definitely don't (some librarians hate this theme) - and some use a completely different theme (there's a Surf up to the Library theme floating around too)

We're in a difficult spot in that by committing to one theme, we're excluding libraries not using that theme for a particular summer! Looking forward to hopefully you taking on this topic in your blog!”

Great question Pants.

I understand how difficult it is coming up with great routines. They take creative time, effort, props and performance time to make them work.

Although I do recommend creating a new show every so often to keep things fresh and offer your markets another service, I also know that a new show for every summer reading program becomes tiresome. I did it for a few years. I no longer do.

Here’s your answer:

If you’re new to the market (which I don’t think you are), you should definitely customize your first show to the theme. Maybe even customize it the second year. This will book more shows the first two summers and get you known as the person they can depend on to constantly bring in something new.

If you already have a name within the library market, there’s a different answer.

Anybody performing for libraries should have ONE STANDARD SHOW that they become known for. The show should promote checking out books and should be some of your best stuff.

Notice, I said the show should promote CHECKING OUT BOOKS. It doesn’t have to be a reading show, and quite frankly probably shouldn’t be. There are enough of those and they’re perceived as boring. It should be crazy fun and draw an audience.

Within that show, you should have 2-3 routines that can easily be “adjusted” for just about any theme. Just by changing a few words and few actions, it will appear like they are customized for the theme.

Example: Most of my Animal Magic Shows start with the lines “When you’re out on safari. And you’re gonna be gone 2-3 weeks at a time, what’s the most important thing to bring?”

Well, the altered version is this ““When you’re out on pirate ship…. “ or “When Santa’s flying around all night long…” or “When the Easter bunny’s hopping around everybody’s yard…”

And being a balloon artist, you should also be able to easily alter the particular sculpture that you do with the same story. “This is the story of a bird that had a fear of flying” or “This is a story about a fish with a fear of swimming” or “This is the story of a little girl that had a fear of reading books”.

Truthfully, most librarians won’t know the difference AND the audience will be mostly new the following year anyway.

This way, every year you can say “Here’s my brand new summer show called ‘Scare up, and blow up’. The most amazing balloon show customized to your summer theme”

“And remember, if you want something a bit different from the theme, you need my very own Smarty Pants Super Duper Balloon Party Show. It’s the one that has gotten glowing reviews from 100’s of libraries just like yours…”

Something like that.

Also, you won’t be forced to carry 3 completely different shows in your car. Well, you are carrying those shows, but they’re actually one show cleverly disguised as two or three.

Oh, and lastly. If you knock it out of the park every time at every library. And children run to check out books. NO MATTER WHAT KIND OF SHOW YOU OFFER, YOU’LL BE ASKED BACK AGAIN AND AGAIN.

Hope that helps.

I welcome your comments.

- John Abrams
Rebel Entertainer and Library Performer
www.rebelentertainers.com
www.facebook.com/rebelentertainer
www.twitter.com/johnabrams1