[Dixielandjazz] PRO - Momentum and advertising part 1

Sat Jan 19 14:57:06 PST 2008

You need to know about momentum because obtaining it and maintaining it just isn't a haphazard exercise or some kind of mystery. 

Momentum is sort of self defined and will be different with each band but here is my idea.  Momentum is when a band or individual reaches the point that a high percentage of gigs, through word of mouth or fame, are more or less self sustaining.   

Why did clients choose some other band over mine?  It seemed to come down to several things.  The most important thing was the attitude of the leader and his business approach.  Mine wasn't always good and I didn't have a lot of time or money to devote to it.   More importantly I didn't know what I was doing so a lot of effort was wasted.  Maybe it was as simple as that client didn't know I existed.

If you don't have momentum you have to ask yourself why you don't.  Try to see your band as a customer might see it and become critical of little things.  Is there a member of the band that wears scruffy shoes or doesn't have his shirt pressed.  Maybe your musicians are not looking like they are having a good time.  How do you handle requests?  I have seen band leaders actually insult people who came up to ask for a particular tune.   Ask yourself,  would you personally hire your band?  When was the last time you thanked your audience or followed up with a thank you note to a client? Remember the old 50's tune "Little things mean a lot."

You can't ignore what your customer wants.  I played one time with a 18 pc. band at a local casino.  I had worked a steady gig there before and knew that they would be really watching us and that they were really anal about their rules. I went over them, before the job,  with the leader and the band.   Right off several of the band members lined up at the bar.  They also didn't use the employees entrance, register with the guard or get their employee badges either.  The singer walks on stage with a big cocktail.  The band started late and didn't take breaks at precisely the times set by the casino and played later than contracted.  This was a very big NO, NO.  Some of the guys went on the gambling floor during break.  Guess what?  That band played there only once.    This was the idiot band leader's fault and a bunch of musicians that didn't think the rules applied to them.  I'm surprised that they let us finish the night out.

I mentioned in another post that age had given me a permanent scowl.  That coupled with some chronic pain made me look like a grumpy old man.  A young woman came up to me one time and asked me why I wasn't having a good time and that I looked so sad.  Actually I that wasn't the case but it didn't show.  I wasn't smart enough to start figuring it out for a long time but now I know that it was a personal problem that I had to do something about.  Do you look bored or do your guys show as much enthusiasm as the average plumber cleaning out a drain?  If the answer is even close to yes you need to do something about it.  I had to actually stand in front of a mirror and practice smiling and looking happy.  Personal grooming and how you wear your cloths makes a difference.  Whatever you and your band wears make sure it's clean, pressed and good looking.  You can't make this look like work or a drag or that you don't care enough about them to look nice.  The hardest person to look at is yourself.

I started thinking about momentum when I realized that I had it going again.  At present I have booked 13 jobs for 2008 which is  22% of the jobs I booked last year and this is only the third week of January !

Do you network with other band leaders?  This isn't the most useful thing but I have gotten gigs because of it and a few of them have hired me several times.  I also return the favor if I can.   As an individual you need to network with other side men.  Yesterday I had lunch with 7 other musicians that represent several other bands.  Three of them are leaders of groups and one is the personnel guy for one of the big bands.  It can't hurt.    Several of my gigs last year were the result of my membership in various organizations. Networking is a whole topic all by its self.  You just can't be a recluse and be successful in the music business.

Larry
St.L