Making the sale/the pitch

[MTStudios]

Hey guys,


So we seem to talk a lot about marketing, and promotion, but I've never really seen much of a detailed discussion of that point where you have someone's ear, and need to make your sale.

I realise it's a pretty hard topic to talk about, but I'm sure we can nut out a few pointers.

Most of my promotion is going out to gigs and talking to bands. The part I find hardest is figuring out what point in the conversation is best to bring up what I do, and the fact that I'd be interested in working with them.

If you mention the studio straight away, you're honest but it probably feels more like being hounded by a phone salesman. If you leave it too late in the conversation it seems to me like this might make them feel "Oh, this is what the conversation's really been about?"

The only way I've ever successfully gotten around this issue comfortably is when they recognise me and ask something like "So you run a studio, yeah?" - but that's unique to me, I have some pretty distinguishing physical characteristics.

How do you guys normally handle the talking to bands after a show situation? Any pointers?

I guess the other big sales part is cold calling/emailing. Does anyone still do it? Still get responses? I used to do it back in the days of Myspace, when it was much easier to browse around looking for interesting local bands to work with, but I had much less to offer and less reputation back then.

[gear is cool]

I think you are talking about two different things.

1. When do I mention that I produce/engineer records to potential clients?

2. Actually booking studio time at your place.

Lets talk about # 1 -

It is really easy if you are honest and sincere.

"Hey, I really like what you guys are up to" , "your drummer is great".
(if the drummer is great).
Just generally shooting the breeze with musicians/artists.

I usually pick the singer because they are normally the songwriters or decision makers

I also like to wait until they have left the stage, say 10 minutes or chat with them @ merch table.

Then casually mention that I make records and if they are interested in making a record in the future, get in touch with me.

Hand them a biz card, buy a Cd or something etc.

#2 -

Inviting them to tour your studio and book some time.

I think this part doesn't need much explaining

Hope this helps...

Take care

[The Byre]

Originally Posted by MTStudios

How do you guys normally handle the talking to bands after a show situation? Any pointers?

I guess the other big sales part is cold calling/emailing. Does anyone still do it? Still get responses? I used to do it back in the days of Myspace, when it was much easier to browse around looking for interesting local bands to work with, but I had much less to offer and less reputation back then.

Pestering bands after a show is a waste of your time and theirs for three reasons -

1. Rock bands are never going to be your main source of income, as they seldom have any money.

2. Musicians are tired after a gig and really would rather not deal with a sales pitch, any more than you want to have to talk to an equipment salesman after a strenuous all-night recording session.

3. So many dubious characters hit on young bands after a gig that it ain't funny and you are just becoming another one of them.

Cold calling does work, if done properly and in a structured manner. The best, is to send the agency, manager, act, or whatever, a well-laid-out and professionally printed glossy brochure with covering letter and follow that up with a call two days later.

[subzero]

Originally Posted by The Byre

Pestering bands after a show is a waste of your time and theirs for three reasons -

1. Rock bands are never going to be your main source of income, as they seldom have any money.

2. Musicians are tired after a gig and really would rather not deal with a sales pitch, any more than you want to have to talk to an equipment salesman after a strenuous all-night recording session.

3. So many dubious characters hit on young bands after a gig that it ain't funny and you are just becoming another one of them.

From my experience, I'd disagree with points 2 and 3. It really depends on how you approach them. Just don't try to come off like a slimy salesman. I would agree with point 1 though. All too often I hear, "We'd love to get some recording done, but we're all broke."

[jonathan jetter]

either a referral from an existing client, or the band hearing records i've done.

who's gonna spend $10K+ on a record with someone who they don't know? especially when you're competing with the (at least) handful of engineer/producers that the band already does know.

[Joe Haze]

Hype and (soon to be ) broken promises..