Written by Ted Goslin
It’s no secret that, depending on your region, booking band gigs isn’t always easy. For groups that only do band gigs, it’s a risk only performing as part of a group and not giving clients the option of duos or solo acts. But the chances of booking full band gigs (trio or larger) are reasonably higher for a group that offers ONLY a full band to clients rather than a lone wolf player.
There has been debate over this subject in various online forums that tells us players prefer playing in bands. Mainly, the consensus seems to be that players prefer bands due to it giving fellow players more work, learning from each other and promoting the full-band product to the client since nothing can replace the live band experience. But with one of the greatest recessions having just passed, the average client is still figuring out what they want to spend more money on for their events. Typically, when a recession hits, entertainment is the first to take a hit. So the question remains, what can we as band leaders do to promote the full band experience and not scare off potential clients by crashing through their budget wall? Here are some ways to both convince the client to hire a full band and not break their bank doing it.
Pay it Forward
If the client is squeamish about spending more than their allotted budget, you’ve agreed on a deal for a solo or duo with backing tracks (as long as the pay is decent) and a contract has been sent to them, you can always seek another player to add dimension. If there’s enough to make it worth your while after doing this, find another player to join the gig for a smaller amount of money. After all, having any gig is better than having no gig.
If it’s a solo going to duo, it’ll still add flavor as long as you jam well with the other player. A duo moving to a trio should be rehearsed prior to the gig and any changes to the contract should be made in the contract when possible. Ask permission from the client prior to locking in the other player, to be fair to all parties involved. Doing this will show the client you’re willing to win them over and will inspire them to hire a larger band in the future. According to statistics from research firm Marketing Metrics, the probability of selling to an existing customer is 60-70 percent while selling to a new customer is only 5-20 percent.
An Extra Push
Then there are the clients that CAN afford a larger group but need to be convinced. Over the phone. Right now.
Not all of us are blessed with the gift of gab. But there’s a way in that can help even the most timid of speakers. Play to their preferences. Find out what kind of music they like and let them know there’s more of a chance to play that genre with a full band, and it’ll sound better. Then cue up your website or Youtube page and direct them to a video of you with a full band. If you don’t have one, it’s definitely a good idea to consider. Clients are more likely to book a band over a solo act if they have seen or heard them in action. While a recording is helpful, seeing the group in a video is more likely to convince a client, especially one who had previously ruled out the option due to budget reasons.
Above all else, it’s important to get paid fairly for work, but not at the expense of continuous business. This is a business, but we should have fun and what’s more fun that playing with other players? It’s a commonly known fact that players learn more from being around better players than just playing alone. When in doubt about negotiation issues, remember to lean on fellow players. It benefits us all when we help each other get and keep work.
