SECRET #1: Sell The Experience, NOT The Performance

Private event clients don’t care if you’re the most talented performer in town. They want someone who understands their vision and delivers an experience their guests will talk about. You need to make “it” memorable. It’s beyond being a great performer or showman. It’s more about becoming a trusted, reliable, professional partner who can deliver a incredible experience. Do your homework. Ask your clients what’s important. Is it your songlist? Is it strolling? Do they want audience participation? Is it your flexibility to play cocktail music outside and move inside for dinner? Their  response will make or break you. They’re booking you to solve a problem. Happy clients are willing to pay more for your solution. Focusing on your client’s outcome equals big money and repeat business.

SECRET #2: There’s Riches In The Niches.

Getting more gigs and making more money is not about your playing style or music genre. It’s about the type of events you play. Typically, bars, restaurants and wineries don’t pay much because they are the low-hanging fruit for desperate musicians waiting in line to perform. The real money is playing private events:

• Life-Changing: Weddings / Birthdays / Retirements / Anniversaries.
• Corporate: Holidays / Open Houses / Customer Recognition / Board Meetings
• Non-Profit: Fundraising / Galas / Silent Auctions / Volunteer Recognition

These clients typically are not looking for the cheapest solution. They want someone who can created an unforgettable experience. And they’re willing to pay top dollar for it!

SECRET 3: Unique Selling Proposition (USP)

Having a USP is where the rubber meets the road. It’s what separates you from the competition. It can be subtle things like playing a specific genre, adding backing instrumental tracks (percussion, bass, brass) or encouraging audience
participation. In more extreme cases it may be playing in character, wearing costume and makeup or doing parodies.