!! ! ! Section
two: Booking Strategies !!
! !!
You may have an educational hypnosis audio program that each person in your corporate audience receives, you may have a customization option for a routine or a set of routines that is available at an added cost, you may have an added cost for a longer show, or an added fee for any other option or options that you create that add value for your clients.
The Worlds Worst Question One of the worst questions entertainers ask when booking shows is the “what is your budget” question. The client knows the entertainer is just fishing, trying to figure out what they can charge (albeit in a ugly, unsophisticated manner). It makes the client distrustful, breaks rapport and forces them to be defensive and probably in most cases, lie. People do not want to put all their cards on the table in any negotiation. If you attempt to force them to do so, it is a recipe for disaster. Unfortunately many entertainers work this way! The Incredible Expanding Show Fee Instead of you determining the budget amount you want the client to spend—let your clients spend the amount they desire. By offering a series of value added options, the client will spend the amount they need, choosing the options that are most appealing to them, and rarely do they spend less than budgeted, but typically spending more. This strategy basically allows you to offer your show in a pricing structure that will expend with each individual clients situation. No budget questions, no prying, just a helpful series of options that the clients will select themselves to fill their needs, and that will allow you to expand your show fee to their maximum amount with no client resistance.