Client Requested Discount

[vokf 0]

Hi guys,

I've been recommended to a B&G from a venue manager for a May wedding.

After my initial email (and them viewing my site), they are keen to book- and I quoted a few days ago, they were interested in Uplighting and Carmen taking evening photos, all subject to price.

As with my normal quotes, I expose the cost of extras and include a PDF brochure that details our service.

 

Today received the following;

In response to your e-mail, we are very keen to go with you as a DJ but will not go with your extras at this stage. I know your quote was xxx for this but I was wondering if we could drop that to xxx (which could be paid immediately if that helps).

 

Re meeting up before - we would be very keen to do that. However, we are not based in xxx - we are in London so we can arrange a meeting place/time at a later date.

 

Also, I know you quoted uplighters but do you have any standard disco lights?

 

The gig is a bit further than I'd normally go (about 90mins).

 

They are asking for an approx 20% reduction.

For mathematically advanced, there is about £90 difference..., but this not really about absolute rates, just managing this situation.

 

The idea of full payment is attractive. Some issues regarding cancellation do need looking at.

 

The quote is about right, and allows for set-up+pack-up, and fuel costs (total driving is about 3hrs total)

I'm not charging for my travelling time, or for a meeting.

 

As I've already provided my "best price", I've got 3 options;

1. No discount

2. Accept his offer

3. Something in-between... (I think they will go for this, should I offer it)

 

 

I've already replied - just to acknowledge their reply.

 

So, what would you do? :pro:

 

[funkymook 0]

I would say no to the discount but offer a small discount for any extras they booked with you.

Don't think there would be much trouble filling the date at this stage - might possibly reconsider if it were much shorter notice though.

[aaadisco 0]

Hi Jas,

 

I would be inclined to keep the fee the same but either offer an additional service for a discounted fee or if you have to free at the same price.

 

If you get the fee you were looking for, you could offer uplighting for free as this wouldn't cost you any more if you already own the equipment.

 

For me I would rather get the fee I wanted and give away a bit more of my time rather than money.

 

I had a situation where a customer liked the all day package but didn't want to pay the extra for it, as it was a local booking I agreed that I would setup early and leave an IPOD playing background music through the PA rather than be there all day to play music myself. This meant the customer still got what they wanted but paid less and I got more money than an evening reception without having to be there all day!

 

Try and give more value to the customer for the same price rather than just giving away money, sometimes people just like to feel that they have gotten a better deal by asking / haggling and this will work for them.

 

Hope this helps mate, let us know how you got on.

Edited November 3, 2010 by aaadisco

[vokf 0]

Thanks Guys,

I've stuck to the original price.

There was already a small discount over a calculated value (so I could show this), and if we seriously look at the work involved in the average wedding, we rarely charge for our time.

 

I've suggested that in total, I'll be working at least 12hrs for their 4 1/2hr wedding disco.

This does include driving, prep, meeting, liasing with venue etc and the set-up etc.

Dividing that down from my quote, this puts my hourly rate in line with an average plumbers rates.

 

I'll update when I get a reply. He sounds very reasonable, and there is possibility of some heavy discounting for "extras".

This may simply be me paying Carmen for photos (who has decided to start a business, or providing some fixed colour uplighters (no DMX)

 

The venue manager is coming as a guest, and he has a reasonable view on prices.

I'd like to get the gig so the manager can see me working (as he was doing venue manager stuff last time we met), but I do think I'll fill the date and I don't want to discount a gig in the hope of future work.

 

Jas

[spinner 0]

I've stuck to the original price.

 

Jas

 

Exactly the right thing to do.

 

I had an enquiry a few months ago, not for a wedding but for an adult birthday party. The enquirer said how much she liked my site etc etc.

 

I sent a brochure with rates.

 

She responded and told me I should be aware that my "competitors" rates were £100 or more cheaper, she was really impressed with the brochure and how quickly it was sent etc etc and would really like to use me but would I consider coming down to nearer the "competitors" rates.

 

I replied and said if she could find someone with the same level of experience, using the same quality of equipment and offering the same level of service for whatever the price was she wanted to pay ( I forget what it was ) she should grab it with both hands.

 

I went on to say I was sorry I couldn't help and wished her luck with her planning.

 

Needless to say she didn't book.

 

I checked the venue in the meantime and found that access was a nightmare!

 

 

[vokf 0]

Exactly the right thing to do.

 

I had an enquiry a few months ago, not for a wedding but for an adult birthday party. The enquirer said how much she liked my site etc etc.

 

I sent a brochure with rates.

 

She responded and told me I should be aware that my "competitors" rates were £100 or more cheaper, she was really impressed with the brochure and how quickly it was sent etc etc and would really like to use me but would I consider coming down to nearer the "competitors" rates.

 

I replied and said if she could find someone with the same level of experience, using the same quality of equipment and offering the same level of service for whatever the price was she wanted to pay ( I forget what it was ) she should grab it with both hands.

 

I went on to say I was sorry I couldn't help and wished her luck with her planning.

 

Needless to say she didn't book.

 

I checked the venue in the meantime and found that access was a nightmare!

 

Thanks Steve,

I stuck to the price I quoted as I'm now getting local bookings for very close to the this rate.

They could almost certainly find someone cheaper, but I've been personally recommended by his friend (venue manager), and they appear to value what I offer.

 

In my reply, I did offer to meet his price if we ended at midnight, so a solution if they wanted it.

 

This morning, I had this email;

I understand your point of view - that's fair enough. Therefore, we would like to book you for the night with the original times in place - 9pm - 1am.

 

I'm pleased, they client comes across as a decent chap, and from the onset, they've wanted to book me- almost as if the quote was just a formality and they were trying it on.

I think haggling is still ok - but as I'd already presented my best price (at their request), I had little room for manoeuvre.

 

I do want my pricing to be fair, so adding a bit of "haggle factor" isn't really how I'd like to price gigs, but if it becomes more common next year, then it may be something worth looking at.

Of adding value, rather than reducing my rate (as per Joses & FunkyMook's suggestions)

 

 

Cheers Guys!

 

 

[wizard 0]

I don't do discounts. Have found that it doesn't pay and you end up discounting every booking. As most of my bookings are from referrals the word soon gets round. I always say it is unfair on those that have paid full price.....which I believe it is.

[aaadisco 0]

Thanks Steve,

I stuck to the price I quoted as I'm now getting local bookings for very close to the this rate.

They could almost certainly find someone cheaper, but I've been personally recommended by his friend (venue manager), and they appear to value what I offer.

 

In my reply, I did offer to meet his price if we ended at midnight, so a solution if they wanted it.

 

This morning, I had this email;

I'm pleased, they client comes across as a decent chap, and from the onset, they've wanted to book me- almost as if the quote was just a formality and they were trying it on.

I think haggling is still ok - but as I'd already presented my best price (at their request), I had little room for manoeuvre.

 

I do want my pricing to be fair, so adding a bit of "haggle factor" isn't really how I'd like to price gigs, but if it becomes more common next year, then it may be something worth looking at.

Of adding value, rather than reducing my rate (as per Joses & FunkyMook's suggestions)

Cheers Guys!

 

Great news Jas!

 

 

[Norfolk DJ 0]

 

If you are happy with the discouted price then that is all that matters.

 

I see nothing wrong with a 'deal'.

[aimeehudson 0]

Great news

[CD Pool 0]

I would recommend staying with your original quote. Offering a discount like this often sets a bad precedent - especially if a lot of your business comes from referrals.

 

It's a slippery downhill slope!

[Retrodisco 0]

I would recommend staying with your original quote. Offering a discount like this often sets a bad precedent - especially if a lot of your business comes from referrals.

 

It's a slippery downhill slope!

 

The job was about 3 year ago now, lol