If you haven’t read part one, you can catch up with it here http://www.musicandevents.co.uk/me_article/how-to-get-in-with-venues-part-1/
So you have secured a meeting with the big venue that has entertainment just about every week of the year.
First of all, don’t underestimate how big a deal that actually is, you have done really well to get this far. These places are busy for a reason, they don’t waste time and don’t like their time being wasted, so know exactly what you want to get out of the meeting and understand that it can’t just be about you.
If you go in there telling them what a great band (as an example) you have, how many gigs you do a year and what great reviews you get, I can promise you most venues (whether they say it to your face or not) will think, so what? I know 10 bands like that, we book them every week, why are you different? Oh you’re not…..thank you, goodbye!
There is a serious lesson here and it’s one of the most important things I have ever learnt.
Most venues that have never heard or seen you before will forget you exist less then 5 minutes after talking to you if you don’t make it clear what is in it for them.
This is not a bad thing though, it should keep us focused.
So you need to know the answers to some important questions, here are a few (using the example of a band again)
What can you do that someone else can’t?
Why do you sound better than someone else?
Why will more people dance when you play?
Why will our guests have more fun with you?
How are you different and why should we book you instead of the other group?
If you don’t know the answers to these questions, you will come across as just another band and will quickly be forgotten.
How should you act?
Make it a conversation rather than a pitch, be confident but not arrogant. Be firm in your convictions but also reassuring. Come across easy going but deliver your message professionally, and most importantly let them know that you are someone to be trusted, you won’t let them down and you will over deliver on everything you have promised.
Sometimes money talks as well – you may be asked “can you do it cheaper?” or “can you play for longer?” If your other selling points are strong enough you won’t even have to go down this road, in fact if you can avoid it, I would. You don’t want your best selling point to be -
‘I am the cheapest and I play the longest!’
However, do have things like discounts and extra sets as complimentary extras in your locker if you need them.
If after you have done all this they still don’t book you, you have had it! give up!…..no I am kidding.
Find out why, ask them what you could have done differently or is there anything else you would need to offer to be considered next time. Most people when asked for advice in a friendly way respond positively and tell you what you want to know. In fact it shows them you have determination, initiative and a desire to do better which may be the thing that makes them think ‘I really like their attitude’ and book you next time.
Asking for feedback when you have been rejected is not easy, remember the four enemies from last time? Fear, Doubt, Pride, Ego. Everything has been so positive up until then it has been easy to keep them at bay but this is a perfect opportunity for them to show there ugly heads again.
Just ignore them, they don’t control you, instead adopt four new friends, confidence, patience, humility and understanding.
You know sometimes when I write this stuff, I sometimes think it sounds like the sort of thing you hear on those types of shows where men with white teeth and spray tans say ‘if you do this, you will make a million bucks!’
But these methods do work.
If you are struggling to get ‘IN’ with venues, I really hope this information helps.
This article was written by Tommy Winn, Owner of Music and Events – www.musicandevents.co.uk
Did you know? Music and Events is also a consultancy and has helped many artists achieve greater success? Find out more - http://www.musicandevents.co.uk/consultancy/