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Negotiations and Services
by
Wayne Lee
Many times when an
entertainer receives a phone call from a potential client, they will
immediately tell the prospect how much their show costs. I think this
limits them in making more money, as well as not being able to serve their
client completely.
Any time a potential client
calls, I would like to find out how I can serve them, so I ask the following
questions:
·
What type of service would you like?
·
What type of event is it?
·
How many people are going to be there?
·
Where is your event being held?
Fees for performing
services may vary from market to market. For example, my school show is
priced at $1,000-$1,500 and my corporate shows are priced at $3,000-$5,000.
Because of the wide range of prices, I advise you to study the market you
are playing in and find out what people expect. Ask: “Are you working
within a budget?” “What type of show (stage, walk around, hypnosis, etc.)
are you interested in?” “How long would you like the show to be?” All of
these types of questions allow you to find out what the client wants and
needs. Therefore you can inform your client if you can fulfill their needs
and you can quote them based on what they want.
Throughout my career I have
noticed that my Friday and Saturday dates were in more demand. As a result,
I charge more for the weekend shows. I think that as long as you are
consistent and can justify why you are charging a specific amount, then
charge and get what you are worth. Develop a price for your show that
reflects what you think your show is worth and the value you give to your
client.
It is a good idea to have a
base price for you shows and have the power to say “No” if they do not want
to pay the minimum amount for your services. Once you perform for lower
than you want, you will be expected to perform at this rate again. There is
one thing you want to give your client… that is value. A client will pay
more money if you give them the value they are expecting. It is great, and
should be a goal, to exceed their expectations. Following are some ways to
communicate the value and added value you are giving:
·
Tailor your show to the audience (specialize for
your client).
·
Variety of services (If you perform a big hypnosis
or illusion show, you could perform walk around magic and include it in the
price of the stage show).
·
Supply full production (if you have it). If your
show is self-contained with lights and sound, your client does not have to
pay for additional production costs from outside sources.
·
You may develop fundraising packages, posters, and
information on how to put on a successful event. This helps your client
with putting on their event.
Other expenses to consider
in your quotation are travel costs, meals, and accommodations. Some
entertainers build these costs into their pricing, but others add on the
costs after the quoted price. Both of these strategies work, however I
think you must decide which works for you and use it consistently. If you
do not account for these expenses you will eventually realize how much you
have to pay for them.
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