KEH 001: How This Telephone Technique Can Increase Your Bookings

Kids Entertainer Podcast episode 01 - Telephone technique for kids entertainers

How This Telephone Technique Can Increase Your Bookings

In this podcast Colette Kelly shares how she doubled her bookings by varying what she was saying on the telephone. Colette has developed a telephone script for kids entertainers that you can download for free below.

Colette shares, evidence based, tips and techniques that move our bookers from an analytical “how much do you charge” to a warm and fluffy emotive “oh my child is going to have a wonderful time with you”

Colette-Kelly-profileIt doesn’t matter what type of kids entertainer you are, part of the booking process will mean speaking with a client on the phone to explain what you do and how you do it. This first episode of the Kids Entertainer Podcast shines a spotlight on the psychology of the phone call, what to say and when to say it and what message you can leave on your answer phone that will have bookers rushing to your website.

Colette ran an entertainment agency called Best Entertainment in South Africa where she spent her days on the phone. She now runs Magic 4 Children in the UK where Colette speaks with 10 to 20 people a day about kids entertainment and she tests out different strategies all the time to see what works best.

Colette shares crucial information about appealing to your customers emotions and what benefits you can offer them and how to do that.

She share what she has learned from her customers. Having an opportunity to qualify what they were looking for and if what she offers fits their need has been invaluable. Furthermore being able to ‘educate’ the customer about what she does has made a huge difference to the performances themselves. “Good business always leads to more good business.”

Colette has kindly agreed to share her ‘sales script’, voice mail message and what she says when leaving a message on a customer’s phone. This is a working document that guides you step by step to construct your own telephone script that will get your more bookings.

In this episode you will learn:

How to answer the phone

When to (and more importantly, when NOT)  answer the phone

How to deal with the customer that “Just want to know how much you charge”

How to appeal to your customer’s emotions and imagination

How to write your own telephone script that sells you in terms of benefits to you customer.

Links:

Colette’s website where she works as a children’s entertainer in Cheshire England

Our Sponsors – please support the sponsors who make this podcast possible.
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Our sponsors are…

Practical Magic – First class international mail order service for kids magic props, videos, dvd’s books and more.

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KEH iTunes Ratings and Reviews

 

Now it’s your turn!
What did you think of this episode? Please share your comments below. If you have any questions ask them below and Colette will personally answer you.
Thanks for listening.

  • Philip Partridge

    Thank you Colette, Ken & Julian. Philip of http://www.MagicPhilip.co.uk

    • ColetteKel

      You are welcome Philip.

  • Thank you for such an information rich podcast. These insights are absolute gold! My business is still in the early stages but I had already noticed a much higher conversion rate from phone calls than emails. I especially liked the way Colette introduces herself when she calls clients in response to an enquiry – upfront and helpful, friendly without time wasting. Fantastic. Thanks for sharing so generously.

    • ColetteKel

      Thank you Andrew. I’ve learned the opening tactic from trial and error and people cutting me of or being very reserved when they answer the phone. I now get (mostly) greeted in a welcoming manner.

  • Yarden

    I’m gotta say. I just did the first call with a potential client since I heard the telephone technic and I booked it right in the end of the call.
    That record is pure GOLD.

    • ColetteKel

      Wow! That is amazing, I am so glad that you not only found the podcast useful, but took action and made it work (and earn) for you. Well done.

  • Guest

    First, thanks for an amazing podcast. This is full of so much useful information. I did have one question and I’m wondering if this is a cultural difference. Colette says that she doesn’t even try to close during the call unless the booker urgently wants to close the deal (and I learned a new phrase – burning hot and popping). I’m not suggesting any sort of truly hard sell, but this does seem opposite of what I’ve heard from many people – that you should create a sense of urgency. For example – while you’re happy to allow them to take their time, or discuss it with whomever they need to discuss it with, that you are in demand and you hope that they aren’t disappointed if they call back and someone else has booked you.

  • Guest

    First, thanks for an amazing podcast. This is full of so much useful
    information. I did have one question and I’m wondering if this is a
    cultural difference. @PersonalDevelopmentPodcast:disqus says that she doesn’t even try to close
    during the call unless the booker urgently wants to close the deal (and I
    learned a new phrase – burning hot and popping). I’m not suggesting
    any sort of truly hard sell, but this does seem opposite of what I’ve
    heard from many people – that you should create a sense of urgency. For
    example – while you’re happy to allow them to take their time, or
    discuss it with whomever they need to discuss it with, that you are in
    demand and you hope that they aren’t disappointed if they call back and
    someone else has booked you.

  • First, thanks for an amazing podcast. This is full of so much useful
    information. I did have one question and I’m wondering if this is a
    cultural difference. Colette says that she doesn’t even try to close
    during the call unless the booker urgently wants to close the deal (and I
    learned a new phrase – burning hot and popping). I’m not suggesting
    any sort of truly hard sell, but this does seem opposite of what I’ve
    heard from many people – that you should create a sense of urgency. For
    example – while you’re happy to allow them to take their time, or
    discuss it with whomever they need to discuss it with, that you are in
    demand and you hope that they aren’t disappointed if they call back and
    someone else has booked you.

    • ColetteKel

      Hi Bart, thank you for your lovely feedback. You have a very valid point. I guess it is just from experience I’ve had so many people say “I’ve got to speak to my partner” that I’ve come to expect that. I haven’t spoken about the urgency or scarcity and may be something that I will look to include in my conversations. If I do have a genuine situation and someone else is looking for the same day, I will share that with the customer. However, I have had in the past that this tactic backfires and I’m sat with no booking either way.

  • Excellent podcast… quite the wealth of information. One of the tidbits that had me feel really good about myself was Julian’s comment at the end where he admitted how he feared the telephone. I am the same way! You’d never know it as I work very hard to overcome that & once I have the person on the phone I do very well. I always “gather” myself before returning a phone and take a deep breath – just as when the phone rings and it’s not someone in my contacts (most likely a potential customer), I’m always tempted to let the call go to voice mail & return the call “on my time” (which is usually a few minutes later), but I don’t, just tempted. I wonder what the psychology is behind that?

    • Christine, I also used to get really nervous when the phone rung as I didn’t know what I was going to say, or maybe that I was in the middle of something else and not in the right ‘mind space’… But for the person ringing it is potentially just as scary or they might be really excited… Having a script and know what I’m going to say as taken the scary feeling when the phone rings away and I now love when the phone rings (within reason…). I take a deep breath, smile and answer the phone excitedly. And that works for me most of the time. Good luck and speak to people!

  • Just had the most fabulous feedback from a customer… She said that she felt that after speaking with me, her child’s party was the most important thing in the world to me. And that is why she booked me… Yeah!

  • I’m very excited to try out your scripts. I have been crippled by the idea of answering the phone for a long time now, even though I used to be a telemarketer in a past life (probably because of that lol!!) I know its been hurting my business, and I’ve been meaning to make a script for ages, but procrastinated due to that all too familiar too hard basket. If I don’t face the problem it doesn’t exist!!! So thankyou in advance!!!

  • Colette, thank you for your helpful advice. I had some reservations because I thought the script would make my customers feel like they were being held hostage over the phone haha! I was wrong. I tested it and on my first try I was hired to do face painting and balloons for my first birthday party. The client didn’t try to low ball me, agreed to my prices and paid me in full before the event. My client who works a sales executive said that I’m very good at what I do (thanks to you!) 🙂