CHALLENGES

David came to me not knowing what needed work. He’d been flat in sales and profit for a couple years and was stuck. He’d heard good things about me from industry colleagues and read my blog for a couple months before finally reaching out to see if I could help figure out how to get off the revenue plateau.

The biggest challenge facing David was that he used a sales process similar to most other DJs and wedding pros. Not only was it not optimized to the way his clients wanted to buy from him, but it also felt the same as other DJs wedding couples were considering. How was David going to stand out? How was he going to create value right away?

How 1:1 Sales Coaching Helped

The first step to getting David going in the right direction was to set up a better sales system. I went through each step in the process to eliminate the roadblocks and exit signs, while making it easier for people to move forward. Within just a few weeks, David started seeing inquiries move further along the inquiry process. 

Then we dove deep into the discovery call and developed his skills to ask the right questions and get a second call scheduled so he could close the deal. David turned from selling himself during most of the calls (old way) to actively listening and helping clients identify what was important to them about entertainment (new way).

RESULTS

David saw immediate progress when he changed the way he sold. He connected with potential clients and they felt heard and understood. Instead of getting ghosted after the first email response, now he’s getting multiple calls with clients who feel more confident in the entertainment he’ll provide. 

The outcome is not only more bookings, but bookings at a higher rate. David’s average rate is up 50% and he’s pushed through the mid-market into luxury wedding territory. It’s allowed him to get out of DJing and into running an entertainment brand, which is growing quickly with new team members and expanded services