[Dixielandjazz] Dixieland

[Larry Walton Entertainment]

I learned that it was a good idea to write scripts to answer questions 
regarding this very question and others.  It increased my booking.  The two 
deadly questions are what kind of music do you play and how much do you 
charge?  If you answer these right off the bat you probably won't book the 
job.

I have found that you must get them talking about their party - guests size 
and work in your answers as you go.

Look carefully at Steve's reply and you will find all the elements of a 
successful reply.  I'll bet the price was discussed last.  Think of the 
questions he asked to get this information before the sell job about the 
American Song Book and musicians.

If you aren't very good at this list questions and possible responses and 
your answers to them.

Write down a response to what do you play (see Steve's)

Then your price and what to say if they balk.  There are ways to cut a few 
bucks off without egg on your face   For example you can discount maybe $10 
per man by telling them the price included formal wear and if they want just 
business suits or whatever you can take that off.  Back when I booked a lot 
of receptions it was sometimes a deal maker.

Practice these responses until you can say it easily.  I guarantee your jobs 
will increase.

Thanks Steve - great response.
Larry
StL
----- Original Message ----- 
From: "Stephen G Barbone" <barbonestreet at earthlink.net>
To: "Larry Walton" <larrys.bands at charter.net>
Cc: "Dixieland Jazz Mailing List" <dixielandjazz at ml.islandnet.com>
Sent: Tuesday, October 11, 2011 2:56 PM
Subject: [Dixielandjazz] Dixieland


>
>
>> dwlit at cpcug.org  (Sheik) wrote (polite snip)
>>
>>
>> Today, there are many varieties of jazz. The average prospective  client
>> doesn't know this, so they have to be asked what they want. You have  to 
>> be
>> able to convey what kind of music you play.
>>
>> Without the term "Dixieland" whaddaya gonna tell 'em??????
>
> Yes indeed Sheik. Happened to me yesterday. A prospective client asked 
> about booking us for a "Society" party and wanted jazz because the 81 
> year old dowager in whose honor the party is to be given for, "likes 
> jazz".
>
> I asked what kind of jazz did they want and the client couldn't tell  me. 
> So I started out with "Dixieland" and she said what's that? I then 
> described American Songbook Jazz, show tunes etc., and then had a  flash 
> after she told me the names of some of the folks who would be  attending. 
> They are the cream of Philadelphia Society Main Line  residents.
>
> So, I  described the "jazz" that Lester Lanin in NYC, brother Howard 
> Lanin here in Philadelphia and Meyer Davis played, saying that these 
> folks grew up with that music at those wonderful Society parties in  the 
> past. That Lanin & Davis band within a band versions  of "Jazz"  usually 
> used Dixieland musicians like Pee Wee Erwin, Kenny Davern,  Eddie Condon 
> et al at these bygone events. The society folks learned  to dance with the 
> oft played two beat version  of songs like "Jazz Me  Blues", or two beat 
> renditions of Porter/Gershwin/McHugh/Rodgers et  al. Then the more 
> adventurous graduated to 4/4 Swing Dancing. The more  often used term here 
> is "Businessmen's Bounce" or "Society Bounce" and  once I tied it to Lanin 
> and Dixieland/American Songbook, she knew  exactly what I ws talking about 
> and booked our 6 piece Dixieland unit.
>
> Cheers,
> Steve Barbone
> www.myspace.com/barbonestreetjazzband
>
>
>
>
>
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