Thread: Spinoff - How do you convince clients to book a shorter show?

After reading the "bellygrams" thread, I have a sort-of related question.

I feel like the majority of people who hire me initially think that they want a bellydancer for 1 or 2 hours. I think their thought process goes something like: "Our party is 4 hours. What will we do with all of these people for 4 hours? We need entertainment! Ok, a bellydancer is good entertainment! We'll hire a bellydancer. She'll dance for 1 of the 4 hours. And then we still need to find something for everyone to do for 3 hours!"

So, of course I talk sense into these people and show them that they do not need a bellydancer for longer than 30 minutes, and I try pushing my 20 minute show the most. I would love to sell my 10 minute "bellygram" but it's hard enough to talk these people down from one hour to 20 minutes!

My question is - how to do you sell the shorter package without flat out saying their guests will get bored if you dance any longer? I mean, WE all know that that is the case - but I feel like if you tell the client that, they will think there is something wrong with YOU. Why can't you entertain guests for an hour? Are you boring? Do you suck?.w.:

So, how do you get the message across that shorter is better without coming across as an entertainment act that can't hold an audience's attention for long periods of time. I feel like I am always choosing my words very carefully when making this point, and I'm not even sure I say it the right way, so I would love to hear some responses!

I ask if people will be sitting to dinner or standing around or what. I say a longer show works during a sit-down dinner, but point out that in a party atmosphere, people will be having a good time and will want to dance themselves. 10-15 minutes is the perfect amount of time to get the crowd warmed up and on their feet.

Charge a whole lot more for anything over 30 minutes. ..g.:

Lauren, here here! I agree...

I actually tell them that if they want to book a show longer than 30 minutes, they need to either book two dancers, or book me for two sets, which is double the cost ::evil laugh::

But I want to be a convincing saleslady when I pitch the shorter show - that's what I need help with! I usually do the "after 30 minutes (or 20 minutes) your guests will really be ready to get back to the party", but to me that sound like "your guests will be bored and ready for me to be done" instead.

Originally Posted by danielabellydance

I actually tell them that if they want to book a show longer than 30 minutes, they need to either book two dancers, or book me for two sets, which is double the cost ::evil laugh::

But I want to be a convincing saleslady when I pitch the shorter show - that's what I need help with! I usually do the "after 30 minutes (or 20 minutes) your guests will really be ready to get back to the party", but to me that sound like "your guests will be bored and ready for me to be done" instead.

Don't offer 30-minute shows!

Actually, I've often used a form of what you posted and have never lost a gig because of it; I preface it with, "I've done hundreds of [insert party type here] parties and I recommend . . . "

Our potential clients most definitely are looking for a good performer, but they're also looking for help and suggestions from the professionals -- that's us!

Deborah

"Um we were thinking of having a belly dancer from 8-9 for our party."
"Great. Well I offer a 30 minute night club style show for weddings and parties, and if you'd prefer for smaller family events I also offer a 15-20 set more geared towards the intimate atmosphere." Or something like that. :)

"Only 30 minutes?"
"30 minutes is a standard nightclub show length."

Usually the price different seals the deal.

Glad to hear other people use that line as well! I don't think I've ever lost a job because of it either (not that I know of anyway), but I am always looking for ways to improve my sales pitch and I always feel at a loss for the right words!

Actually, I'm dead honest with people and tell them that for a home birthday party, 25 minutes (my full set) is really more dancing than anyone wants to sit through. The way I usually put it is, "I want to bring fabulousness and excitement to your party, but I don't want to take over your party. My policy is to always leave 'em wanting more, not being relieved that I'm finally done!"

Like Leyla, I suggest that the full set is better for an event where people are expected to sit and watch entertainment for an extended period of time. But at a party where the main purpose is to spend time talking, eating, drinking and hanging out with friends and family, 25 minutes is a lot to expect of the guests. And if, like I mentioned in the other thread, if you are dancing in a tiny living room stuffed with people, with maybe a 4' x 4' square to dance in, 25 minutes is painfully long - I can't do sword or cane safely in those conditions, and even veilwork needs to be scaled back.

I find that people respond very positively when I point out that I'm looking out for the best interests of them and their guests, even though I could make more money selling them that package they initially called about.

Originally Posted by danielabellydance

I actually tell them that if they want to book a show longer than 30 minutes, they need to either book two dancers, or book me for two sets, which is double the cost ::evil laugh::

I do the same thing. I tell them that my dancing is very high energy and physically strenuous, so the longest I will dance at one time is 25 minutes. If they want longer than that, they need to pay for two sets, and I need a minimum 15 minute break in between.

Originally Posted by danielabellydance

My question is - how to do you sell the shorter package without flat out saying their guests will get bored if you dance any longer? I mean, WE all know that that is the case - but I feel like if you tell the client that, they will think there is something wrong with YOU. Why can't you entertain guests for an hour? Are you boring? Do you suck?.w.:
!

I tend to tell them right out that guests will get bored. I feel it's best to just be honest. I've never had anyone cancel after I have delivered this news. Perhaps it's about the way you deliver it ??

- my website clearly indicates the show lenght

- i tell them flat out that "in my experience as a professional entertainer", anything longer than 15-20 minutes people yes, get bored, and yes, i use the word, ... if they respond in shock, i elaborate; well, "the music is very different, they want to get another drink, want to go to the bathroom... i mean, unless they want to book my full length show with 10 dancers, but that's more like going to see a theater show, we do HAVE a program for a full evening entertainment (at 1500€)... and i'm sure they just want a little bit of entertainment for their party? . that I am happy and willing to dance for an hour, but that for their guests it would really be better if we split it up in two shorts shows (oh, that's not within their budget), well, ONE show then, and you know what, i usually only dance 15 minutes and i'll make it 20 just for you , with some extra audience participation in the end

this has NEVER failed.

Originally Posted by artemisia_danst

. . . well, ONE show then, and you know what, i usually only dance 15 minutes and i'll make it 20 just for you , with some extra audience participation in the end

That's the kind of "full-length" show I do! My "show" is 15 minutes with extra time tacked on the end for audience participation if the audience feels like participating. If the audience doesn't feel like participating, although they usually do participate, I just leave the music going, make my bow and retreat!

Deborah

Glad you posted this question. I did a brithday party for an 18 year old girl over the weekend. When I spoke with the mom she really didn't think that a 15 minute show and a 45 minute workshop for 15-20 18 year olds would be enough. I assured her that this would be plenty of belly dance time and I would leave on a high note with everyone dancing and having a great time.
After I gave my fifteen munute performance on time as schedualed, there were only 3 guests. So they asked me to stay late and "just dance around." I didn't have any other plans for the evening so I ended up "dancing arround for 2 1/2 hours!!! The mom kept telling me through the night how much everyone was enjoying me there and thanking me for staying so late.
The guests would ask me random questions about my costume and how to shimmy.... so I was sort of able to teach them some stuff, but their 18 year old attention spans were not long enough for the workshop that I had planned.
The mom ended up paying for the entire 2 1/2 hours at my hourly performace/mini-workshop rate without batting an eye! I walked away exhausted, but with a fairly large check.
This worked out for this group, but I wouldn't think that many people would want me there for that long. They would just get bored and so would I.

Originally Posted by casbahdance

That's the kind of "full-length" show I do! My "show" is 15 minutes with extra time tacked on the end for audience participation if the audience feels like participating. If the audience doesn't feel like participating, although they usually do participate, I just leave the music going, make my bow and retreat!

Deborah

same here, i usually tack one or two pop songs to the end of each set, and tell the dj that unless i signal to cary on track 4 is the last, if he puts the next one on anyway, if people wanna party, great, if not, i use it as exit music. even the dumbest dj than fades out

This is when I typically like to extol the virtues of a clean, classic cabaret set: I'll say that audiences respond best when I present something with a definitive beginning, middle and end, that incorporates changes in tempo and mood. Anything significantly longer than 25 mins would be less impactful from an entertainment standpoint.

If the show is taking place during dinner, you might say something about how audiences are usually ready to kick back and relax by the time dessert comes around.

You can also say that your purpose is to help kick off the party in style, rather than to monopolize everybody's time and attention.

All of the above have worked for me, but if all else fails, you can always propose an extra set: at $XXX a pop, of course ..g.: