Story by Greg Curran
Greg Curran of Curran Entertainment has been proudly performing as a mobile disc jockey for over 30 years and is a NAME Entertainers board member. He began his DJ career at the age of 18 years old. At the age of 22, he joined the nation’s largest wedding services company where he was promoted to management after one year. Later in his career, he was made an executive and by the time the company had peaked, he was managing over 350-disc jockeys, videographers, photographers and photo booth operators in 24 different branches across the United States and Canada.
According to Wikipedia, “fear is an emotion induced by perceived danger or threat, which causes physiological changes and ultimately behavioral changes, such as fleeing, hiding, or freezing from perceived traumatic events. Fear in human beings may occur in response to a certain stimulus occurring in the present, or in anticipation or expectation of a future threat perceived as a risk to oneself. The fear response arises from the perception of danger leading to confrontation with or escape from/avoiding the threat (also known as the flight or flight response, which in extreme cases of fear can be a freeze response or paralysis. In humans and other animals, fear is modulated by the process of cognition and learning”.
The main goal, when first meeting a client or prospective client, is to remove the fear factor and create an atmosphere where all can be relaxed. This scenario can be uncomfortable because the client might have their guard up.
To ease timid tendencies, it is important in your initial contact to instill confidence and mitigate the fear. Below are the four steps involved in meeting a client or prospect and the methods to make them feel comfortable:
- Smile almost to the point of grinning. Some people have forgotten how to smile because they don’t do it much. The ability to smile pleasantly, whenever you feel like it or not, is an important sales skill.
- Look them in their eyes. Shifty-eyed people cause us to question the honesty in their hearts and is a proven FBI tactic to telling lies.
- Greet your client or prospect properly. Study the person you are greeting for a split second and greet them uniquely. This is a great way to focus your attention on their individuality, and to get them to remember you. Use memorable information about their personality, family or even pet to let them know they are more than just a client to you.
- To shake hands, or not to shake hands, that is the question these days. Prior to the pandemic, a simple rule was to let your client determine if you shake or not. Now as we are in the midst of a pandemic, we should NOT shake hands. Apologize for not being able to do so and it will go a long way. Usually everyone gets a chuckle out of the awkwardness of it all – which breaks the ice from the beginning.
Want to learn more? Check out this informative book “How To DJ Weddings and Parties/DJ Entertainment School” by Gregory Curran. Greg is offering NAME members 10% off classes at The DJ Entertainment School. Mention NAME Entertainers and save!