Here’s my conversation almost word for word, I’m sure you could use any reason for why you want a reduced rate. One 5 minute phone call = $40. I’m sure you can follow this exact script for ANY subscription service you pay for.
Hi [name of rep]. I have an existing Gigmasters account and have an annual renewal coming up in a few days that I had a question on.
“Ok, what’s your Member ID or account email?
“Ok great am I speaking to Daniel?”
“Ok how can I help?”
Well I see the renewal coming up is $269 and I wanted to know if there was any flexibility in that, my marketing budget this year is pretty tight.
“Ok hold one moment, let me see if there’s anything I can do”
“I checked with my team and we don’t have any promotions currently running but I can offer a 15% discount on your renewal, does that work?”
Sound like you’re in a good mood by smiling, be polite, and generally pleasurable to chat with. Use their first name. People like hearing their name. Make them want to help you!
Companies really don’t want to lose business. Taking time to call about retaining their services shows you’re interested and it won’t take much to keep a happy paying customer!
You can upload either a Word Doc or PDF, then add input fields, initial blocks, signature fields, and auto-populated dates.
For the amount of business I was doing at the time this was a godsend.
Pros & Cons
Relatively cheap ($120/yr)
Stores contacts for use between recipient fields
Can send a copy of your contract to as many emails you need
Has a solid app to access contracts at any time
Clients don’t need an account
You get notified when clients are viewing your contract
Limited to 5 contracts per month
Unable to edit errors within input fields (which wastes envelopes)
Unable to bulk download contracts (must be done individually)
Setting up templates suck; fields don’t line up sometimes
No consistent dashboard showing # of used contracts that month
It works, it’s cheap, but it can be very annoying when you have a busy month and have to wait to send out a contract to nail down that client.
There are CRM’s that include digital contracts in their cost with no monthly limitations (Ex. 17hats) so my advice is to shop around and find a more holistic solution. If you just need a few contracts a month right now in your business it will work, but realize you’re going to have to migrate to another service after you grow which can be a pain.
We’re just crossing mid-year and I hit a major milestone: I have as much on the books halfway through this year compared to ALL of last year!
I’m keeping up with my targetted revenue growth of doubling each and every year. I hit $25k last year so basic math would tell us that I’m looking at $50k for 2018.
It’s also looking like I’ll be able to keep expenses flat despite the massive uptick in revenue.
Weddings, Weddings, Weddings
So what can we glean from all these fancy numbers? The big thing sticking out is the explosion in Private Gig Revenue. Weddings have accounted for the big growth here.
I had five weddings in 2016 and unfortunately followed that up with absolutely zero in 2017. That changed in a big way this year, as I played five weddings over a four week period in May ALONE. So far I have 11 on the year with another already booked for 2019.
Bar revenue has fallen off a bit but that was to be expected. I stopped spending any and all energy working into the bar scene to focus exclusively on weddings and clearly it’s been paying off. I even began turning away bar gigs to double down on growing the most valuable part of my business.
As you can see below, I’ve done fewer gigs and my revenue has grown. Bar gigs pull in $200-250 not including tax or expenses. My average weddings have been priced at $1500 depending on the package. This is exactly what I planned on.
From Whence They Came
Below I break down percentages of where my revenue has been coming from.
Since a large portion of my income last year were bar gigs, Industry Connects & Multi-ops contributed to half of my revenue. Now that I’m turning away from bar gigs they’ve contributed to only a quarter of my revenue with Paid sources picking up the slack.
Paid sources include sites like Gigmasters and WeddingWire. A big reason why they’ve spiked up is because of the testimonials I’ve gathered.
Word of Mouth
More Reviews = More Leads (& Gigs)
In August of 2017 I signed up for a Wedding Wire Pro account and through January 2018 I only had two reviews. By June I got that up to TWELVE, with every single wedding client writing me a testimonial.
Industry average is 20%, 30% at best if you follow-up four times. Once you break double digit testimonials Wedding Wire’s traffic DOUBLES. Anyone can tell you that doubling your ROI is huge, because now you’ve got twice the bang for buck. And Wedding Wire is not cheap.
I’m getting more and more qualified cold leads from clients who are willing and able to pay for quality service. If you don’t have the reviews or marketing assets (like a great website and professional photos), you’re just not going to make the sale outside of budget shoppers.
How Did I Get Reviews from 100% Of My Clients?
It all boils down to doing the unexpected. Spending just 2% of my gig revenue on a gift, my clients were jumping up and down to write me a glowing review!
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