Negotiation

An Inquiry vs An Offer

– Posted in: Biz Booster Hot Tip! Negotiation
An Inquiry vs An Offer

Are you aware of the difference between an inquiry vs an offer? Have you ever had this happen to you? You get a call from a venue who is all excited about the possibility of booking you for an event. You discuss the date, the price and a bunch of other details. It’s looking great and you think, “What a wonderful way to start the day?” A few days pass, then a week, then a few weeks, and you don’t hear anything more from the person, so you give them a call. And now you begin to get the run-around and the delay tactics. You begin to hear, ”I’m not…

Stop Negotiating For Them

– Posted in: Biz Booster Hot Tip! Negotiation
Stop Negotiating For Them

Stop negotiating for them and make every negotiation unique. "I'm sure they're already booked." When was the last time you said that? Or how about, "They probably can't afford it." I hear that one all the time. Or, "my friend told me they only pay "X" so they surely won't pay me more." How often do you stop yourself from making a booking call because, in your mind, you've already done the negotiating for them? You've already given them a small budget and you've already determined that they are booked. We'll the facts may be that they are booked and that they do have a small budget. BUT, that might be…

Value Versus Money

– Posted in: Biz Booster Hot Tip! Negotiation
Value Versus Money

Talking about value versus money can change your booking negotiations completely. Do you find yourself getting caught up in money talk? Do you allow the booker or presenter to drag you down into the "what's your fee?" gutter too soon in the conversation? Do you get that queasy feeling in your gut because they are making you talk money before you are ready? It's going to happen, sometimes very early in the conversation, sometimes later, but at some point you are going to have to talk about money. Are you prepared?  Here are 3 steps to help you be prepared AND shift the conversation to begin talking about value versus…

Get Higher Gig Fees Use Your Numbers

– Posted in: Biz Booster Hot Tip! Negotiation

Get higher gig fees use your numbers. It is simple, concise and logical. In past biz boosters I’ve talked about keeping track of your numbers. Your numbers are an integral part of your ability to leverage higher fees during your gig negotiations. Track numbers like: Advance ticket sales or at the door sales CD sales, other merchandise sales Final percentage paid if it’s a percentage gig Number of other events in town on the same date as your gig Number of newspaper articles, interviews and listings promoting your gig Number of emails or postcards sent out to your fans in the area Number of your fans that responded by showing…

Are You Asking Enough Questions?

– Posted in: Biz Booster Hot Tip! Negotiation

Are you asking enough questions during your gig negotiations? No matter what kind of gig you are attempting to book, you will make a better deal if you ask more questions. It's always a thrill to receive an incoming call or email from someone who wants to book you. But, let's not jump on board too quickly, at least not until you are satisfied that the gig is right for you. You do that by asking lots of specific questions that allow you to both understand the venue's needs and make sure you will be placing yourself and your act in a performance situation that fits. Over time, your set…

It’s Not Always About The Fee

– Posted in: Biz Booster Hot Tip! Negotiation

It's not always about the fee when you are negotiating your gig deals. I can't tell you how often I've negotiated gigs and the fee was the least important part of the negotiation. Sometimes the peripheral items you can get thrown into the deal turn out to be far more valuable than the actual fee. But first you must know what peripheral items are valuable to you before you jump into any negotiation. And remember, each negotiation is going to be unique, so the peripherals in one situation may not be the same in another. So how do you handle that? It's all about preparing before you negotiate any deal.…

Negotiating Percentage Gigs

– Posted in: Biz Booster Hot Tip! Negotiation

Negotiating percentage gigs is this week's topic as so many artists have to make these sort of deals. I thought I'd offer some guidelines to help when you are faced with this type of negotiation. Playing for a percentage isn’t necessarily a bad thing. In the right situation, you may have an opportunity to make more money than what would have been the guarantee. So, what’s a fair percentage? This will vary and again may be dependent upon your value in the market. If you are only getting a percentage, without any guarantee at all, you would most likely want to negotiate for the highest percent possible. If the venue…

How To Set Realistic Pricing

– Posted in: Biz Booster Hot Tip! Negotiation
How To Set Realistic Pricing

I want to talk about how to set realistic pricing for your gigs. It all starts by establishing your value in the markets you play. Whether you are an agent booking solos, duos, trios or any configuration of a group, or whether you are booking your own act, establishing the value of the act in the desired markets is the one true way in which you can begin to create realistic pricing. It is not the number of people in the group or even necessarily the night of the week that matters. How to set realistic pricing is about the value of the act that drives the negotiation. Let’s test…

Settle The Gig Cash Or Check

– Posted in: Biz Booster Hot Tip! Negotiation
Settle The Gig Cash Or Check

Which works for you when you settle the gig cash or check? Does your contract specify your preferred method of payment when settling your gigs? Do you let the booker know your preferences if you don’t have a contract? What is the best method of payment? This might seem a small point, but depending on the type of venues you normally perform in, this may be an issue deserving your consideration. Now most artists performing at performing art centers, on college campuses, for government organizations, in schools and sometimes at festivals, most often get paid by business check government check or certified check. In some instances, money can even be…

Negotiation Technique Reduce Call Me Next Week Syndrome

– Posted in: Biz Booster Hot Tip! Negotiation

Negotiation Technique Reduce Call Me Next Week Syndrome Here is a negotiation technique reduce Call Me Next Week Syndrome. Let’s face it, people are busy with their own agendas and are not always ready to work on your agenda—even when you think you set an appointment. It can be very frustrating to get the booking person to deal with you when you want them to and be ready to work with you to book your gig. So you have to set your own deadlines. Allow yourself 3 call opportunities to get them on board to work with you. 1st Call: Perhaps it’s the introduction, you send your stuff, you set…