the ten commandments of selling karaoke

THE TEN COMMANDMENT

S OF SELLING KARAOKE

Hosted by Robby Ellicson

WHAT IS OUR PRODUCT?

OUR PRODUCT We offer a business system ,that ,utilizing

the newest media platforms creates a loyal and active following that decends upon an establishment one night a week where we provide a trained professional host armed with the latest technology to create an interactive and entertaining experience that is both challenging and habit forming. The system is geared toward building an ever expanding base of repeat customers who are friendly, have fun, and spend an average of two and a half hours per visit.

“ We get customers in the door and we give them a reason to stay!”

I :THOU SHALL KNOW THY SELF What is YOUR demographic? What are your assets and liabilities? Does everything above put you on a

path to your goals? What is Target Market?

II:THOU SHALL DO YOUR RESEARCH Make your wishlist Do you have an ‘in’ with the location? You need to be able to walk into a venue

to set an appointment knowing everything the internet has to offer about that location.

INTERNET RESEARCH All about different Perspectives Facebook & Twitter – “like” or follow the

venue , and view them for a week or two.

Yelp – Read the reviews Their Website Google search their images

III:THOU SHALL LEARN TO READ What do the signs say? Can you see the legal capacity? if not

count the seats What are they proud of? What is the bartender/staff doing? How are the bathrooms? What is the layout?

IV:THOU SHALL USE THE TRUST TRIANGLE

You

The ‘Regula

r’

$

Venue

V:THOU SHALL ONLY SPEAK WITH THE KING So as not to waste your time or theirs -

Only speak to the person who makes the final decision.

Never be afraid to ask who makes the decisions about increasing revenue?

If the King is truly unavailable, speak with the highest ranking manager at the location.

ESTABLISH THE APPOINTMENT Never call Go in when it is slow. Sit down chit chat with the bartender

and ask to set a short appointment with the King.

Use the trust triangle when establishing the appointment.

Be ready to meet on the spot

VI:THOU SHALL KNOW THYNE NUMBERS The most F.A.Q. is ‘How’s your

following?’ Using specific Numbers & Percentages

gives you power. Use technology to your advantage

THE KARAOKE GOLDMINE FORMULA Take the day value How many singers do you average at a

established show ( unique singers) What is your singer/fan ratio? 2.5-4.5 The formula: Number of singers X your

S/F ratio This number should be a minimum of 3

X your fee

KARAOKE GOLDMINE CALCULATOR EXAMPLE A Wednesday show is a 14 Average number of singers 14 Singer/Fan Ratio 2.5 Formula: 14x14x2.5 = $490 Your fee is $150

MORE VI:THOU SHALL KNOW THY NUMBERS Your Facebook & Twitter Following Software :learn from your history Excel anyone? Spreadsheets are your

friends. Before even entering conversation know

THEIR numbers

VII:THOU SHALL LEARN TO SPEAK BARTENDER Understanding how a bar works and how

it truly makes money should be a top priority.

You need to speak their language or they won’t respect you professionally.

When making your presentation utilize bar terminology when making analogies.

If you don’t speak bartender you don’t know your business

VIII:THOU SHALL LOAD THE TRUCK Once they are interested, ask them to

show you where they picture the show taking place.

Once in the area point out where the singer will stand, where the dance floor will be, and can the waitress get through the seating area when you’re busy?

Once they have visualized it , it’s almost a done deal.

IX:THOU SHALL NOT MAKE FALSE PROMISES No matter what you promise people

expect more. Make small promises that you know you

can exceed and verify. Tell them the truth – that it takes three

months to establish a show. Never promise an dollar amount. Promise to work hard and then work

hard.

KARAOKE GOLDMINECHECK IN SYSTEM I require my hosts (KJs) to do mutiple

check ins per show via text When they pick up equipment When they have set up and TESTED the

equipment When the show has ended- along with

their unique singer count When the equipment is dropped off Every text they miss is $5 deduction

from their pay check.

X:SHALL NOT COMMIT PESTILENCE Following up is good, being a pest is

bad. Badgering a venue into having a show

will not lead to a long lasting client. They said yes only so that they could fire you.

A ‘No’ can still lead to a sale A ‘No’ should be a learning experience

XI:THOU SHALL NOT STEAL Do not solicit a place that already has

karaoke. (Even if you are SURE you can do a better job)

Its always better to create allies instead of enemys

The Owner/Manager has no loyalty The Owner/Manager has unrealistic

expectations You will disappoint the regulars

BUT WHAT DO I SAY WHEN I HAVE AN APPOINTMENT? Ask them why they are interested in

karaoke. They will then tell you their needs (they want to make more money) Explain how your company can fulfill their

needs (how you can make them more money) They will tell you their fears ( they are afraid of losing money) Address their fears (show them how - in the long term they

won’t lose money!)

THANK YOUINFO@SpinnDoctors.net

Stay tuned for my Karaoke Goldmine E-Book Series on Amazon