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with Dawn Jones www.DawnJones.net www.SuccessfulBooking.com

©2016 Dawn Jones, Successful Booking™ i www.DawnJones.net www.SuccessfulBooking.com

The complete booking guide

for performers, speakers,

and business people.

Dawn Jones Productions Successful Booking™

PO Box 55806

Seattle, WA 98155

206-686-1955

[email protected]

www.dawnjones.net

www.successfulbooking.com

www.DawnJones.net

©2006 - 2016 Dawn Jones. All rights reserved, including the right to reproduce all or

any part of this publication in any form without written permission from Dawn Jones.

Printed in the U.S.A.

©2016 Dawn Jones, Successful Booking™ ii www.DawnJones.net www.SuccessfulBooking.com

Introduction

Hello & welcome to Successful Booking™! The complete booking guide

for performers, speakers and business people. I’m Dawn Jones, and

my desire is to help you gain confidence while making booking fun and

easy so that you can take your talent wherever you want to go. It’s

for this reason that I have designed the following curriculum.

I’m going to teach you some concepts in this course that will help you

successfully book your talent immediately! Some of the ideas that I’ll

be presenting to you are basic concepts designed for your specific

booking needs. Others are a bit subtler, yet intentional. By taking the

time to learn and apply these concepts, you will be much more

effective at getting booked by distinguishing yourself and setting

yourself apart from the average performer, speaker or businessperson.

You have been created with special gifts and talents that are unique to

you! The Successful Booking™ program will show you how to clearly

communicate what those gifts and talents are so that people will want

to book you at their events. The Successful Booking™ program will

also show you how to increase your number of booked events, so that

you can ultimately make a living from your talent.

May God bless you on your journey as you live your God-given dreams! ~Dawn

©2016 Dawn Jones, Successful Booking™ iii www.DawnJones.net www.SuccessfulBooking.com

Part 1 Make a Living From Your Talent Track #

1. Identify Your Talent............................................................

2. What Makes You Unique...................................................... 3. Discover Your Booking Niche................................................

4. Overcome Booking Fears..................................................... 5. Ask Great Booking Questions...............................................

6. Be Confident on the Phone .................................................. 7. Establish Your fee...............................................................

Performance Fee Chart.........................................................................

8. Get Paid for Your Talent......................................................

9. Get Booking Referrals......................................................... 10. Make a Living from Your Talent............................................

Page 1

2 3

4 4

5

5 6

7 7

8

Part 2 Consistently Filling Your Speaking/Performance Calendar Track #

1. Branding and YOU!.............................................................. 2. 5-Booking Mistakes.............................................................

3. Eliminate the “Sales Pitch”................................................... 4. Contact the Right Person......................................................

5. Stop Getting the Run Around................................................ 6. Get Called Back Not Put Off..................................................

7. Setting a Booking Date........................................................ 8. Promoting Your Talent ........................................................

9. Let Your Website Book You................................................... 10. Let’s Get Booking!...............................................................

Page

9 9

10

10 11

11 12

13 14

15 Part 3 Bonus Tips * Sample Calls * Booking Scripts

� Booking Checklist …............................................................. � Booking Presentation …........................................................

� What Makes You Unique? .................................................... � Compelling Statement & Conversational Paragraph..................

� Fees & Pricing Presentation .................................................. � Setting a Booking Date Presentation .....................................

� Voice & Email Samples ........................................................ � Final Voice & Email Sample ..................................................

� Non-Profit Events – Presentations ......................................... � Top Ten Booking Tips .........................................................

� Top Ten Booking Tips (continued) .............................................. � Webinar Access and Cover Page Artists ................................. � Referral Cards and other templates.......................................

Listen to this CD program over & over and use the Successful

Booking™ presentations to book your talent with confidence NOW!

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Part One: Make a Living From Your Talent

©2016 Dawn Jones, Successful Booking™ 1 www.DawnJones.net www.SuccessfulBooking.com

1. Identify Your Talent

It has been said that if you do what you love for a living, you’ll never work a day

in your life!

1. What do you love to do?

2. What Talents have you been told you have?

3. If money were not an issue, what type of work would you be doing?

4. What kind of life would you be living?

5. What talents & passion would you cultivate?

Notes: ____________________________________________

______________________________ ______________

____________________________________________

“Formulate and stamp indelibly on your mind a mental picture of yourself as succeeding. Hold this

picture tenaciously. Never permit it to fade. Your mind will seek to develop the picture...Do not build up

obstacles in your imagination.” ~Norman Vincent Peale (1898 - 1993)



2. What Makes You Unique? In order to help you discover what makes you unique, take 2-minutes and

choose five to ten words that describe your talent and the passion you bring to your audience. Then write them in the Sample Sentences below.

Later in the program you will insert those words into your “Compelling Statement” in part 2 of our webinar “Promoting Your Talent.”

Traditional Reflective Relational Warm Friendly Family

Logical Historic Systematic Prepared Organized Factual

Spontaneous Assertive Lively Fun Interactive Action

Private Trusting Cautious Calculating Solitary Truthful

Tidy Messy Scheduled Disorganized Clean Impromptu

Generous Charitable Frugal Extravagant Practical Inspiring

Out There Surreal Unpredictable Visionary Random Innovative

Impulsive Realistic Optimistic Pessimistic Journey Adventure

Faithful Simple Sincere Child-Like Reflective Quiet

Trusting Practical Strong Sentimental Patriotic Justice

Introspective Dramatic Theoretical Loud Engaging Cheerful

Transparent Vulnerable Honest Riveting Vivid Breathtaking

Sample Sentences:

1. This program is highly interactive, reflective and thought provoking.

2. Participants are entertained and engaged as they reflect on their own lives and traditions.

3. People leave this event inspired to make a difference in their homes and communities and believe that they can make that difference everyday, one

life at a time. Use these sample sentences to help describe the uniqueness of your program or

performance. Add more sentences create your compelling statement.

1. This program is _______________________ and

2. Participants are and as they

and

3. People leave our events in their

and believe that they can

4. This program helps people

and shows them how to

5. I combine speaking, humor, music, singing drama, comedy (list your talents)

� � _____ ___________________ ______

“Courage is contagious. When a brave man takes a stand, the spines of others are often stiffened.”

~Billy Graham



3. Discover Your Booking Niche

When answering the following questions place a “1” next to the most important, “2” next to the second most important and so on. Let’s begin

with our first question.

1. When you go to see an entertainer, performer or speaker, what’s most important to you?

_____ Price _____ Good Time _____ Talent _____ Uniqueness ____Location ____Other:

2. Put in order the types of events or places you’d like to speak or perform:

____Corporate ____Charitable ____Rotary/Chamber ____Churches ____Onsites ____Seminars ____ Workshops ____Retreats ____Webinars

____Other:

3. Picture yourself performing before an audience. What types of people are

listening to you? ____Executives ____ Technical People ____Managers ____Team Members ____Students ____Creative People ____Fitness

____Other

4. ___Married ___Single ___ Men ___Women ___Youth Other

5. What age group? ___Children under 10 ___ 10 -18 yrs ___ 18-25 ___25-40 _____40-55 ___55-70 70+

6. Give a brief description of what an audience can expect to see and hear from

you_______________________________________________________________________________________________________________________

_____________________________________________________________ 7. With your talent and your passion, who is interested in your talent? Who is

drawn to conversation with you? Who takes interest in what you have to

offer?

____________________________________________

8. From the above listed groups, list two or three you enjoy working with the most:

i. ii.

iii.



4. Overcoming Booking Fears

“Do the thing we fear, and death of fear is certain.” ~Ralph Waldo Emerson

It has been said that if you do what you fear most, the death of fear is certain. This is true, BUT—in order to be able to do what you fear most—you must know

HOW to do it successfully, Otherwise mistakes will be repeated.

Three Elements 1. What do you want to learn HOW to do?

2. List some LEVERAGE or incentive to motivate you to take action:

3. What VISION do you see once fear is removed?

“Whatever you fear most has no power - it is your fear that has the power.” ~Oprah Winfrey, O Magazine

5. Ask Great Booking Questions

When it comes to asking great questions, did you know there are three types of questions you can ask for successful booking? What are they? Do you want me to

give you a clue, or do you want me to give you the answer?

Three types of questions: Yes or ______

O - Ended Either / ________

1. Did you know there are three types of questions you can ask for successful booking?

2. What are they? 3. Do you want me to give you a clue, or do you

want me to give you the answer?

“No great change comes with out pain. When the pain of not changing becomes greater

than the pain of changing, we take action!”



6. Be Confident Over the Phone

Your confidence comes across in four ways: 1.

2.

3.

4.

Bonus Tip: Smile when you speak

“The toughest thing about success is that you've got to keep on being a success. Talent is only a starting

point in this business. You've got to keep on working that talent. “ ~Irving Berlin 1958

7. Establish Your Fee (and feel comfortable asking for it!)

This pricing chart is just a guideline to help you identify a general rate for your

talent. The fees are not set in stone; they are average acceptable fees for performance and speaking. In your part of the country, you may charge a little

more or a little less; this depends on where you live and the budget of the

organization that’s considering booking you.

Notes: ____________________________________________

____________________________________________

____________________________________________ ____________________________________________

“The risks that we take in life, for the good things we’re passionate about, give us the courage and

purpose to live full and complete lives.” ~Dawn Jones


Performance Fees

LEVEL OF EXPERIENCE AND COMMITMENT $ Per Gig

1. I speak or do presentations for fun as a hobby and have done a few performances/presentations. I’ve been told I’m good.

$0

2. I’m putting together and practicing a 20 minute performance set. $0 – tips

3. My set is about 20 - 30 minutes long. I find myself “winging-it” at times and making things up as I go. Sometimes feel awkward in the middle of my set, like I’ve lost the attention of my audience.

$0 - $50

Gifts in Trade (Training/Practice)

4. I’ve narrowed my focus to 2 or 3 things that I do well & am practicing a 30-minute set for each. I allow my audience to give

evaluations on my performances & I apply the constructive criticism to refine my talent. Have also joined a Toastmasters type group.

$50 - $150 Per Event

(Paid Practice)

5. I’ve identified what’s unique about my talent and am practicing to become an expert in my field. I’ve written out & practice using my booking presentation. I’m doing about 2 - 4 gigs/engagements

a month for both practice & pay and am getting a good reputation in my field. I’m also learning from experts & professionals in my field by watching and listening to their CD’s & DVD’s.

$100 - $200 Per Event

(2-4 gigs per month)

6. In addition to steps 1-5, I’m establishing my unique talent & booking niche; I have a good title for my services. I use great questions in my booking presentation & my performances. My sets

are about 45-90 minutes. In the past 12 months have booked about 30 gigs, some paid, some free. I have a group of peers who critique my work so I can improve my skills & performances. I Have a new

website. I’ve also recorded and watched my recent performances.

$200 - $400

Per Event 4-8 gigs per month

7. I’m working on my first self-published audio and/or book. I’m

establishing a good reputation as a professional & am getting booked at special events. I continue to improve my talent with ongoing training. My website is getting more traffic; I have a

database (or system) for tracking my clients. I still watch and/or listen to my performances for improvement. Starting a newsletter.

$300 - $500

Per Event 6-10 gigs per

month

8. I’ve completed my self-published audio/or book and am selling it at my gigs and on my website—this increases my per-gig income. My website is getting more professional, I have regular podcasts (broadcasts of you on your website). My speaker development is

ongoing. I’m doing live events as well as on the internet. I’m recording my events & people can download them from my website. I’ve hired a performance coach to critique & improve my

presentations and I’m traveling in and out-of-state for special events, retreats, festivals and corporate events. In addition, I spend about 25 hrs a week on administration & booking.

$500 - $750 Per Event

Some Travel Expenses

10+ gigs per month

9. All of the above plus I’m opening for some well-known performers & I have other talent opening for me. I’m the keynote

speaker/performer at events. My schedule is so full that I’ve hired a part-time person to help with my office and administration work.

$750 - $3,000 Per Event

Plus Travel Expenses

10. Once you’ve established yourself as an expert and have developed a loyal following, you can begin charging a per-person price ticket price or have group rates for your events. This can range from $5 to $500 per person depending on what you’re offering and

the length of the program—One-hour, 3-hours, half-day, full-day, weekend, or even a weeklong event.

$3,00 - $10,000 Group Rates

or Per Person Ticket

Prices

CD 1 Make a Living From Your Talent


8. Get Paid For Performing & Speaking

Feeling confident asking for your fee takes practice. Practice something like this: “The fee for having me out to your event is…” and

you fill in the blank with the dollar amount. Let’s say your fee is $700. Then practice by saying out loud “The fee for having me out to your event is

$700.” Say this at least ten times or until you feel comfortable stating your fee—for a bonus, call your & leave yourself a message stating your fee. If you’d like to

increase your earnings from your talent, continue to master your talent to exceed

the expectations of your audience; and keep booking!

9. Get Booking Referrals

1. Take out the Referral Sheet from the back of your Successful

Booking™ Journal. Go to your local copy center and get

between 20 to 50 copies.

2. Call the suggested people below and get 2-3 referrals from each person. (Especially if planning a tour, defray costs by booking several gigs in the area.)

**SAMPLE CARD SEE BACK OF BOOK FOR COMPLETE CARD**

Contact Name Phone Company Name E-mail address

� M T W T F S a.m. a.m. p.m. other

Scheduling for: � This Month �Next Month �Fall/Winter �Spring/Summer

Where to get Referrals: How to get Referrals:

Goal: At least 2 each from: 1. Friends 2. Business Associates 3. Church Leaders 4. Places You Recently Performed 5. From Existing Clients

Cold Calls: 1. Phone Book 2. Web Sites

ASK!! It’s that simple. Practice something like:

I’m booking speaking engagements on this subject _______, at special events; men’s/women’s groups, retreats, corporate events, & business meetings. Who

do you know that could be looking for a speaker or performer and might possibly be interested in my talent?

I’m booking concerts & special music, what coffee houses, churches, festivals, retreats or special events

would you recommend I call that would benefit from my music?

Use your referrals with whatever Database System you have, whether computer or electronic hand-held.

Keep referrals on your computer with software such as Microsoft Office (Excel™ or Access™) or even Act!™ Ask your peers.

You can also use a manual system to track your clients such as a card file (like a recipe box) and hanging folders in a file cabinet

CD 1 Make a Living From Your Talent


10. Make a Living from Your Talent

Making a living from your talent is very conceivable. Remember, you were created for a purpose and given specific talents to be

cultivated and refined throughout your lifetime. Take the things

you’ve learned from this Successful Booking™ program and let them help you to

fulfill your destiny. Remember to continue to develop and refine your talent; be

passionate when sharing your vision and your purpose; deliver your compelling

statement—it describes what’s unique about you and why you should be the one

to get booked! Stay focused on a specific niche market where you know and

understand the needs of your target audience. Overcome booking fears by doing

what you fear most! Face your fears, take healthy risks—like contacting a place

you’d like to perform that’s out of your league! Do this at least once a month and

find out what it takes to perform there. Practice asking “GREAT QUESTIONS”

daily! Be confident on the phone by being prepared with what you’re going to

say—use your booking presentation, smile when you speak and keep a great

attitude! Establish your fee and practice asking for it. Ask for referrals and you

will get them! Grow in your talent and continue to strive for excellence in all you

do.

If you want to make a living from your talent, keep your focus narrow and become

the best at what you do! Remember, the professionals out there who are doing

what you want to do for a living work at it to make it look effortless because they

practice perfecting their work—but remember also, when you do what you love for

a living, it doesn’t feel like work!

Notes:

"I'm 74 but I feel like I'm 35. And it isn't work. You know what it is? It's fun, absolute fun. I don't know

many people who are fortunate enough to be in a business like that." ~Mickey Rooney

Part Two: Consistently Filling Your Speaking/Performance Calendar


1. Branding and You

So what is branding, and why is it important to you? Branding is an

identifying mark like a signature. It can be an image, a slogan, or even a label that instantly describes who you are & what you do.

Branding is important to you if you want to be the first person considered when people are booking their events! It’s important if

you want people to remember who you are, what you do and what’s

unique about you! Branding allows you to stand out as being one of the best at what you do.

It’s not just enough to have talent, you must also have passion; by

combining your talent & passion, you create something unique that no one else does quite like you! Branding is simply the ability to

transfer that uniqueness into everything that represents YOU—everything, from your business cards and letterhead to the product

or services you represent. Right down to the colors and textures

that you choose to represent YOU.

Take a moment to think about what colors or phrases and sounds you’d like to describe your brand. Write your answers below.

1. What Colors would you like to represent you?

2. List a phrase or two that describes your brand:

3. What song, music or sounds represent you?

2. Five Booking Mistakes

1. Who is going to book you?

2. What exactly are you booking?

3. It’s all about me…Isn’t it? Discovering “their” needs:

4. First impressions—what they hear is what they expect!

5. Attitude: What’s not being said, is being heard:

“You always pass failure on the way to success.” ~Mickey Rooney



3. Eliminate the Sales Pitch

1. What’s the intent or purpose of the call?

2. What questions are you going to ask?

3. What will be the effect of this phone call?

Notes:

4. Contact the Right Person

Hi , this is . Who would I speak with about

scheduling or booking performers at your ? Corporate Training or Speaking:

Hi _____________, this is from . Who

would I speak with about possibly being scheduled as a speaker for your corporate training? Would that be human resources, the sales manager or the training

department? Or someone else?

Who takes care of scheduling speakers or trainers for your employees?

Music or Performance:

Hi , this is from . Who takes care of scheduling the talent for your festivals?

Who takes care of scheduling special music for your festival or your church or your

corporate event or weddings or school dance?

Generic:

Hi , this is . Who would I speak with about scheduling or booking performers at your ?



5. Stop Getting the Run Around

Start by being specific. What is the purpose or intent of the call? Do you want to find something out or tell someone something? Ask up

to three specific things. You can do this using voicemail or email.

The worst voicemail is one where the caller little or no valuable information such

as “hi, this is Jeff returning your call, get back with me when you can.” Though Jeff said who he was, he didn’t say what his last name is or where he’s calling

from or even the reason for his call & most important, he didn’t leave a phone

number. So be specific when you leave voicemail or when you’re speaking with the person.

Instead, Jeff could say something like “Hi Susie, this is Jeff calling from ABC

Company. I just wanted to check back with you to make sure you received the materials I sent you. I’ll try to call you a little later today or sometime tomorrow,

unless I hear from you sooner. Again, my number is 555-555-1212. Thanks

Susie I'll talk with you then. Bye.”

Notice how much more personable this voicemail was? Jeff called his contact person by name both at the beginning of the voicemail as well as at the end. Said

who he was & where he was calling from & the purpose for his call. He clearly left his phone number, as well as giving Susie the option of calling him. The next

thing for Jeff to do is deliver what he promised.

Reasons for being Put Off:

� Contact person isn’t clear on what it is that you’re offering � The person doesn’t know what you want from them � He/She doesn’t have an answer for your yet � They’re not convinced that they want your services � Your contact person forgot about you

� Some people aren’t good at making decisions without help � Not speaking with the right person

Three simple steps to getting called back & not put off:

1. 2.

3.

6. Get Called Back—Not Put Off!

Ask specific questions. Specific questions get specific answers; vague questions get vague answers—or worse, they get no answers

especially with voicemail. Which leads to being “put off” instead of called back.



the phone has already heard you on voicemail, possibly seen your website, and has an idea of who you are; chances are THEY ALREADY LIKE YOU! Just be yourself—as though you were setting a lunch appointment with a friend. Even though you might not know them very well, they know you & there’s a good chance they’ll book you based on what they’ve already seen and heard. The key here is to allow them to book you.

This is the time to ask either/or questions. Remember, these are the questions that keep the conversation focused and moving. Begin with broad questions as to their availability, and then narrow it down from there. Use the following scenario as a guideline:

I’m scheduling ___________ events for October/November then moving

into winter and spring. Based on your schedule, what works best for you?

They reply “Probably October/November.” You reply, “Okay, great, let’s take a

quick look at the calendar to see what’s available at that time.” (Start with

October then move into November—fill your earliest dates first. Then begin asking EITHER/OR

questions.) “Would you prefer something mid month or more towards the end of October?” They respond with “How’s the 3rd week look?” You ask, “What

are the best days for you to schedule, do you prefer mid week like Tuesday, Wednesday, Thursday; or would you prefer a Monday/Friday or

weekend?” They reply with, “Wednesdays or Thursdays are the best days to do this.” (This is great for you because there’s only one Wednesday & one Thursday in the 3rd

week of October—now you give them the choice.) Be prepared with the specific dates by saying,

“Okay, I have the 25th or the 26th available, which would be best for you?”

(If they don’t care, then you make the decision and choose the date.) If they say, “Let’s go with the 25th”, you respond with, “Great, Wednesday the 25th, I’ll put it on the

calendar. I’ll send your confirmation and invoice out this Friday & get back with you as we draw closer to the event.”

Booking Funnel

Unique Talent & Brand Booking Niche Great Booking Questions Your Fee Specific Months Your Booking (Oct/Nov) Seasons That Your Booking (Fall/Spring) General Time Frame (Early Month/Mid Month) Preferred Days (Weekday/Weekend) Specific Dates (25th/26th) Set Tentative Date On Calendar (25th) Send Confirmation - Invoice

For more examples, see “Booking Scripts” at the end of this book and listen to CD 3

7. Setting a Booking Date

You’ve made some calls, left some voice-mails, sent a few emails and now you’re actually speaking with the person who may book you into an event. Relax and be yourself. Keep in mind that the person on the other end of



Begin by choosing a title. Write a great title for your services. You may come up

with several. Test your titles out on friends & associates to see how they respond.

Remember to include in your title what people will be getting from your program. Keep the title short and to the point. (More details covered in the mastermind group)

(Title of program)

This program helps people

and shows them how to

Participants can

We do this with a combination of: (list your talents—speaking, humor, music, singing,

drama, comedy, etc.) � __________________________________

� __________________________________ � __________________________________

� __________________________________

People are:

� Moved to: � All the while reflecting on:

This program is: (highly interactive, reflective, thought provoking—use words from “What

Makes You Unique?” in your Successful Booking™ journal):

� _______________________

� _______________________ � _______________________

Includes great visuals using: (PowerPoint and drama!) � and

Participants leave with: �

� �

List what they’ll go home with. Include how your performance changes lives.

You now have a more complete “Compelling Statement” and "Conversational Paragraph" that will help you with your advertising, promotions and even help you

to more clearly communicate by phone and email exactly what it is that you do and why people should book you!

“The biggest adventure you can ever take is to live the life of your dreams”. ~Oprah Winfrey, O Magazine

8. Promoting Your Talent

Your Compelling Statement & Conversational Paragraph



Your website must stand out, capture people’s attention and keep them coming

back! The way you do this is by understanding who your audience is and what

they’re looking for. Once you discover this, you’ll turn your internet audience into

your fans—returning fans that want what you have, purchase your product and

keep coming back. Does your website do that? Well if it doesn’t, it can!

Your website can be one of your biggest booking tools if you take on the attitude

that your website is your store. Your website is your press kit, your website is

your promotional packet and one of the key items that will either talk people into

or out of booking you! Your website can be the best way to promote your talent,

get booked, sell your product and stay in touch with your fans and ultimately

become one of the best press kits you’ll ever find.

Notes:

“Thanks to the Internet, small niche companies can reach mass markets in a heartbeat” ~Forbes Global Business and Finance (1998)

9. Let Your Website Book You

CD 2 Customer Relationship Selling


Sample Call:

HI (Contact Name) , THIS IS (Your Name) CALLING FROM “A Retreat of

Discovery,” (>name of your program) ...I UNDERSTAND YOU’RE THE PERSON I

WOULD SPEAK WITH ABOUT THE POSSIBILITY OF PRESENTING AT YOUR FALL OR

SPRING (>Season) RETREAT(>Event)? IS THAT RIGHT?

What if your contact is busy or sounds rushed?

IS THIS A GOOD TIME TO CATCH YOU?...OR WOULD LATER TODAY OR SOMETIME

TOMORROW BE BETTER?

If now is a good time, keep going: GREAT! WHAT I’D LIKE TO DO IS SEND YOU SOME

INFO ON OUR COMPANY (>or event or title of program) TO SEE WHERE WE MIGHT

BEST SERVE YOU AND YOUR RETREAT NEEDS. I CAN FAX THAT, EMAIL IT OR

BRIEFLY GO OVER OUR RETREAT TOPICS WITH YOU ON THE PHONE RIGHT NOW,

WHAT’S BEST FOR YOU?

EMAIL? ALL RIGHT, WHAT’S YOUR EMAIL ADDRESS? GREAT DEBBIE (>contact

name), I’LL GET THAT OUT TO YOU TODAY.

A common mistake people make at this point is arranging to follow up. Many times, it can sound something like, “CAN I CALL YOU IN A COUPLE OF DAYS TO

FOLLOW UP? Remember, this is a “RED” question, which reminds us to stop and think before we ask. Your contact might say, “NO, I’LL CALL YOU BACK”. Instead,

try this one, “I’LL CHECK BACK WITH YOU IN A COUPLE OF DAYS, UNLESS I HEAR FROM YOU SOONER.”

Congratulations! You’ve just jumped the first hurdle in “making a call” to an

unknown company who could hire you for your services! Remember to have a plan and write it down so you can be prepared with what you’re going to say

before you make the call. Practice it until it becomes your own.

“Practice makes PERMANENT! Practice what you’re going to say the way you want to say it.”

10. Let’s Get Booking!


Booking Checklist

Choose your preferred booking method(s): �Phone �Voicemail �Email �Regular Mail �Other

Choose your booking days:

�Monday �Tuesday �Wednesday �Thursday �Friday �Saturday

Choose your booking times:

�6am to 9am �9am to 11am �Lunch Hour �2pm to 4pm �7pm to 9pm

Bonus Tip: The best time to reach someone & actually speak with them is between 9am and 11am then

again between 2pm and 4pm. The best time to leave voicemail is an hour before your client comes in;

during the lunch hour & after hours or on weekends. The best time for emails is anytime.

Choose your booking niche market: (use your answers from CD #1 Track #3 “Discover Your Booking Niche”)

Non Profit Corporate Demographics Other:

Associations Business Children

Churches Restaurant Young Adults

Schools Hospitality College/Career

Health & Well being Industry Homemaker

Research Retail Business Owner

Animals/Pets Service Employee

Arts/Music Retired

Top 10 HOT people/places you’d like to contact to perform:

1. 6.

2. 7.

3. 8.

4. 9.

5. 10.

Choose the month, dates & times you’d like to book:

� This Month � Next Month � Fall/Winter � Spring/Summer

Month: January February March April May June July August September October November December

Date:1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

Part 3 Bonus Tips, Sample Calls & Booking Scripts

CD 3 Bonus Tips, Sample Calls & Booking Scripts


Booking Presentation HI , THIS IS CALLING FROM (Contact Name) (Your Name) (Your Company or Program)

I UNDERSTAND YOU’RE THE PERSON I WOULD SPEAK WITH ABOUT POSSIBLY

SCHEDULING AT YOUR (Speakers, Performers, Concerts) (Company or Event)

IS THAT RIGHT? GREAT! WHAT I’D LIKE TO DO IS SEND YOU SOME INFO ON (The company, program or event you’re wanting to book)

TO SEE WHERE WE MIGHT BEST SERVE YOU AND YOUR NEEDS. (Event/Company)

I CAN FAX THAT, EMAIL IT OR BRIEFLY GO OVER OUR RETREAT TOPICS WITH

YOU ON THE PHONE RIGHT NOW, WHAT’S BEST FOR YOU?

ALL RIGHT, WHAT’S YOUR ? (Their Response) (Email/Fax# /Address)

GREAT I’LL GET THAT OUT TO YOU TODAY ☺. Bye. (contact name)

What Makes You Unique? (Details from CD1 Track #2 “What Makes You Unique?”)

This program and shows (“Compelling Statement” Overall purpose of your program)

participants how to (“Compelling Statement” Overall effect/results of your program)

By combining and (List your talents)

This program is _______________________ and (Describe the action & energy level of your program)

Participants are and (Describe the effect your program has on the audience)

as they (How is the audience participating or engaged in your program?)

People leave our events (Emotions the audience experiences & how that changes their lives)

And believe that they can (How this program makes a long term difference in people’s lives)

Sample: This program is highly interactive, reflective and thought provoking. Participants are entertained and engaged as they reflect on their own lives and traditions. People leave this event inspired to make a difference in their homes and communities and believe that they can make that difference everyday, one life at a time.



Compelling Statement/Conversational Paragraph (CD #3 Track #2 details from CD #2 Track #8 “Promoting Your Talent”)

Begin by choosing a title. Write a great title for your services. You may come up with several. Test your titles out on friends & associates to see how they respond.

Remember to include in your title what people will be getting from your program. Keep the title short and to the point. (For more details, listen to CD #3 Track #2)

(Title of program)

This program helps people and

shows them how to

Participants can

We do this with a combination of: (list your talents—speaking, humor, music, singing,

drama, comedy, etc.) � __________________________________ � __________________________________

� __________________________________ � __________________________________

People are: � Moved to:

� All the while reflecting on:

This program is: (highly interactive, reflective, thought provoking—use words from “What

Makes You Unique?” in your Successful Booking™ journal):

� _______________________ � _______________________

� _______________________

Includes great visuals using: (PowerPoint and drama!)

� and

Participants leave with: �

�

�

List what they’ll go home with. Include how your performance changes lives.

You now have a more complete “Compelling Statement” and "Conversational

Paragraph" that will help you with your advertising, promotions and even help you to more clearly communicate by phone and email exactly what it is that you do

and why people should book you!



Fees & Pricing Presentation

1. THE FEE FOR HAVING ME OUT TO YOUR IS $ (Type of event) (Your fee)

THAT INCLUDES OF (Length of your program) (Talent you’ll be presenting)

Alternate Option

2. THE FEE FOR MY SERVICES IS $_________. THAT INCLUDES A FULL _______

HOUR(S) PROGRAM. 50% IS DUE AT THE TIME OF BOOKING AND THE

BALANCE IS DUE THE DAY OF THE EVENT. I CAN EITHER INVOICE YOU FOR

BOTH OF THOSE OR WE CAN PUT THE DEPOSIT ON A CREDIT CARD TODAY

AND I’LL JUST INVOICE YOU FOR THE BALANCE. WHICH WORKS BEST FOR

YOU?

TRAVEL OPTIONS:

1. AS FOR MY TRAVEL ARRANGEMENTS WOULD YOU PREFER TO BOOK THE

FLIGHT AND MAKE THE HOTEL ARRANGEMENTS (& CAR RENTAL OR SHUTTLE),

OR WOULD YOU LIKE ME MAKE THOSE ARRANGEMENTS THEN CONTACT YOU

WITH THE INFORMATION SO THAT YOU CAN PAY THEM DIRECTLY?

Alternate Option

2. AS FOR MY TRAVEL ARRANGEMENTS I USUALLY LOOK UP THE FLIGHT & HOTEL

INFORMATION THEN I CAN CALL YOU WITH THAT INFORMATION SO THAT YOU

CAN WORK OUT THE PAYMENT DETAILS WITH AIRLINES & HOTEL DIRECTLY.

DOES THIS WORK FOR YOU OR DOES YOUR COMPANY HAVE A DIFFERENT WAY

OF ARRANGING THE TRAVEL?

Read your booking presentations aloud at least 5-times then leave yourself a

voicemail or two to hear what you sound like. Remember it’s like learning a new

song or speech, speak from your heart & smile ☺ when you speak; if you don’t like the way it sounds, you can hit delete and do it again.

As you begin booking your talent, keep in mind the reason your calling is because

you have something unique & valuable to offer. Before you call, picture in your mind that you’re already booked at the place you’re calling. See yourself standing

before your audience delivering your performance & THEY LOVE YOU!



Setting a Booking Date Presentation Booking Funnel

Unique Talent & Brand Booking Niche Great Booking Questions Your Fee Specific Months Your Booking (Oct/Nov) Seasons That Your Booking (Fall/Spring) General Time Frame (Early Month/Mid Month) Preferred Days (Weekday/Weekend) Specific Dates (25th/26th) Set Tentative Date On Calendar (25th) Send Confirmation - Invoice

I’M SCHEDULING ___________ EVENTS FOR / , THEN (Type of event) (Months: Example Oct/Nov)

MOVING INTO / . BASED ON YOUR (Seasons: Example Winter/Spring)

SCHEDULE, WHAT WORKS BEST FOR YOU? (Their response)

OKAY, GREAT, LET’S TAKE A QUICK LOOK AT THE CALENDAR TO SEE WHAT’S

AVAILABLE AT THAT TIME.” (Fill your earliest dates first)

WOULD YOU PREFER SOMETHING MID MONTH OR MORE TOWARDS THE END OF

THE MONTH? WHAT ARE THE BEST DAYS (Their response)

FOR YOU TO SCHEDULE, DO YOU PREFER MID WEEK LIKE TUESDAY,

WEDNESDAY, THURSDAY; OR WOULD YOU PREFER A Monday / FRIDAY OR

WEEKEND? OKAY, SOME DATES AVAILABLE (Their response)

ARE or WHICH WOULD BE BEST FOR YOU?”

(if they don’t care, then you make the decision and choose the date.)

GREAT, I’LL PUT ON THE CALENDAR. (Day & date chosen)

I’LL SEND YOUR CONFIRMATION AND INVOICE OUT THIS FRIDAY & GET BACK

WITH YOU AS WE DRAW CLOSER TO THE EVENT TO GO OVER THE DETAILS.

“Whenever I hear, 'It can't be done,' I know I'm close to success.” Michael Flatley, (Lord of the Dance)



Voice or E-Mail Message Sample

Hi (Contact person) this is (Write your name in here)☺ calling from (city or company ).

I was referred to you by (Referral name). I’m scheduling (your event or program) for

the and (Seasons) and believe you’re the person I would speak

with about possibly sharing my (program or type of talent) with your group.

What I’d like to do is send you out some information on who I am and what I do to

see where this (type of event) would best serve you and your (Group) .

My telephone number is (speak out your phone number slowly & clearly and include your area code). Again

my name is (say or spell your name) .

I’m looking at scheduling for (List specific dates) or

then moving into (next 2 seasons) and . I’ll

check back with you in a few days to see how your calendar looks for that time &

where this program might best serve you. I look forward to talking with you soon,

Thanks (contact person ). (Bye) —Oh one last thing, if you’d like, you can check

out my web site at www.say-it-clearly.com Thanks again (contact ). Bye.

Follow Up Voice or E-Mail Sample

Hi (Contact Person) this is (Your Name) ☺ calling from (city or company) . I Just

wanted to touch base with you real quick and make sure you received the

(information) that I sent out last week. Also to see if you had a chance to check

the calendar on the availability of either or to

possibly present my (program or type of talent) with your group or if the and

(Seasons) would be better. I’ll try back in a day or so, unless I hear from you

sooner ☺. My phone number again is (***) ***-**** (and my web site is www.

Thanks again (Contact) ), Bye.

Final Voice or E-Mail Sample

Hi (Contact Person) this is (Your Name) ☺ calling again from (city or company) .

Just wanted to give one final call to see what you had decided with regards to the possibility of sharing my program or type of talent) with your group on either

or or if the and (Seasons) would be better. My

phone number (***) ***-**** and my web site is www.---.com. Thanks, again, for considering my program for your service this season or in the future. Bye (Contact).



Final/Final/Final Voice or E-Mail Sample

Hi ___(say the person’s name). I just wanted to follow up with you one last time.

This is (say your name)… I’m sure you’ve got a lot of things going on right now,

and I don’t want be “one more thing” for you put on your list of To-Do’s ☺. Since

we haven’t spoken recently, I’m guessing that there isn’t a place for my services

that fit’s your needs at this time. (I understand you have a lot to consider when

bringing in outside performers and again, I appreciate your time and

consideration) What I’d like to do is to check back with you in 6-months (or so) to

see where my services might best serve you and your people. In the meantime,

I’ll keep you posted as to what’s going on by sending you periodic e-mail

newsletters. Feel free to contact me if I can be of service to you between now and

then. Thank you for your consideration and encouragement and for all you do.

Talk with you later.

Personalize this presentation to fit you. Speciffically list your services, and do

check back with them. This is another way to increase your credibility along with

building relationship with a future client.

Notes:

“Your most unhappy customers are your greatest source of learning.” ~Bill Gates



Non-Profit Events - Presentations for Soloists & Groups:

The fee for having (me/us) out for a (performance) is $

This includes a full (40) to (60) -minute (performance and my story). I

(we) will also be available meet with people throughout and after the event.

Based on your audience, which would work better closer to (40) minutes

or the full (60) minutes?

(If there’s any issue on pricing)

Because I work with many non-profits, I understand the importance of staying

within a budget!☺ I am able to accept donations during the event if you believe

your audience could come close in helping to cover the (speaker/concert) fee.

(If they’re not sure the donations will meet your performance, speaking or concert fee)

Would your (organization) be able to help offset the (Event) fee if the donations are

below $______________ for example if the event fee is $750 and the collected

donations are $350, would the (organization) be able to make up the difference?

Great, then let’s set a tentative date for and I’ll get back to you in a day or

so with the final confirmation details. Which would be better for you: If I e-mail

the confirmation, fax it or send it through the Post Office? Great! I’ll talk to you

in a few days & finalize all the details. Thanks (contact), bye.

(If it’s a church and they can only book you into their evening service)

Okay, then we’ll plan on doing a full (40-60) minute (performance) for the evening

service—Also-One thing that works real well is if I can come and be a part of your

morning services and perhaps share 10 -20 minutes so that people will have an

idea of what I’ll be presenting for that evening. Something like: An opening at the

beginning of service & perhaps 5 – 10 minutes in the middle and then a closing at

the end. In addition, if you’d like, I can also tie in my (content) with your theme.

What works best for you?



Top Ten Bonus Tips For Successful Booking I am often asked how to book concerts, special events and business meetings with

ease; the answer is quite simple, so simple that you can apply these techniques and see a change in your booking success immediately!

1. Why Should They Book You? Getting booked at a place or an event is easy

if you understand and can explain why they should book you. When I ask artists & speakers why they should be booked, the most common answers I

hear are “well, I’m called to this” or “I’ve been told I'm gifted” or “I just love to perform & audiences have a great time at my events.” While these are sincere

answers, they’re also very vague. Remember, what you offer must be unique,

yet appeal to a broad audience.

2. What Makes You Unique? What unique perspective do you have on a topic that impacts a broad audience? What challenges in your life have you overcome

that can help change someone else’s life? It is in the blending of these areas that you will discover what makes you unique.

3. Wow Them! How Them! And Now Them! Once you’ve determined what

makes you unique, create a “Compelling Sentence” to describe your talent. This sentence should capture the attention of your listener and cause them to

respond with a “Wow!” They will then be more interested in what you do which brings us to your “Conversational Paragraph,” this is where you will have

conversation with the person who is interested in booking you. You will tell them “How” you do what you do; what your event looks like and why they

should book you. Which brings us to “Now.” If your talent is unique, sincere,

and transparent; one that reaches a broad audience, you now have a reason to get the booking.

4. Who Are You Trying To Reach? Literally! Who is your audience? Once you

determine who you are trying to reach, taking your talent to that audience is as simple as connecting with the person who does the scheduling for those groups.

5. Making the Phone Call. Practice makes permanent! If you practice what

you’re going to say before you make the call, you’ll feel much more comfortable once you’re on the phone; conversely, if you practice “winging it” your

conversation will be full of filler words like “ah, um, and so, well, like, you know.” So why should the person you’re trying to book with trust a performer

with his audience for an hour or more if the performer can’t communicate in 5-minutes what he/she’s going to do during that hour? Think about it, its like

singing a song, or giving a speech; would you stand before your audience,

microphone in hand and think to yourself “I have no idea what I’m going to say, I’m just going to make the words up as I go along.” Of course not! You

practice and take ownership of that song/speech so that you can communicate in 3 to 5 minutes the heart of the message. The same thing goes for the



phone. When you take the time to practice what you’re going to say, you’ll be clearer, more concise and to the point—and you’ll feel a lot more comfortable!

6. KISS = Keep It Short Speaker! If you’re goal is to book an hour

presentation or performance, it should take about 5-minutes to describe what that hour event will look like. Just give the highlights, not the entire event. Be

prepared with a few bullet points describing what actually takes place during your event, and make sure to say what is unique about what you do along with

mentioning references of people who can recommend you.

7. Voicemail. What’s in a Big Mac™? Two all beef patties, special sauce, lettuce,

cheese, pickles, onions, on a sesame seed bun! Though this advertising campaign hasn’t been run in years, most people can still recite it. That’s the

power of repetition. The same goes for your voicemail! Say the same thing each time when you leave voicemail—in 90 seconds tell them who you are, why

you’re calling, dates you’re looking at booking and that you’ll call them back in a few days unless you hear from them first.

8. Email. Email is a powerful booking tool because it allows people to hear from

you when it’s convenient for them. Make your email stand out by including a picture or a link to your website. If you don’t have a website, then highlight

the important parts of the email for quick review. Say the same thing in your emails that you do in your voicemails—remember the power of repetition.

9. Keep a Good Attitude. Many speakers and entrepreneurs that I consult with

get discouraged because people don’t return their calls. Remember,

prospective clients receive all sorts of phone calls, emails and junk mail vying for their time and attention. If you understand that most people who don’t

know you don’t feel obligated to call you back, instead of being disappointed, you can plan your strategy accordingly, and with a good attitude. Your job is to

make their job of booking you as easy as possible. Smile when you speak be sincere, and always be mindful that getting booked is a privilege and a direct

result of gaining the trust and confidence of the person you are booking with who wants or needs your services.

10. Be Persistent! Rather than calling 50 places to get a booking, just choose

about ten places to call where you’d like to share your talent. Here’s a bonus tip: Call each place at least 3 times and repeat each voicemail as stated above

and send two or three emails. Place your calls and emails about 3-5 days apart. Use voicemail, email, and if you have a website include that as well.

You have the talent and the passion; now go Live Your God Given Dreams! ~Dawn


Cover Page Artists:

1 2 3 4 5 6 7 8 9

1. Sonya Kaye www.sonyakaye.com

2. Melissa Sandullo

3. David Harsh www.davidharsh.com

4. Brian Bates

5. Kim Walling

6. Blu99 www.blu99.com

7. Carol Shreve

8. Jason Gay www.jasongray.com

9. Jennifer Stanley

For access to the Private Members area and Successful Booking MasterMind Group, Contact us at:


___________________________________________ (________)___________________________ Contact Name Phone ___________________________________________ ____________________________________ Company Name E-mail address Type of Booking: �

�Sunday Time a.m. a.m. p.m. other


Expected Audience Size # �Child care provided

Group Type: �Youth �Singles �Church �Business �Other

Scheduling for: � This Month �Next Month �Fall/Winter �Spring/Summer Month: January February March April May June July August September October November December Date: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 Mailing Address: Date Sent / /

� E-mail � Regular mail � Fax City: State: Zip: � �Sent Info Testimony � CD Call Back Date: / / Referred by:

Notes:

� Data Entered ____/____/____ �Thank You Note ____/____/____ �Evaluation ____/____/____

© 2006 - 2016 Dawn Jones & Successful Booking™ www.successfulbooking.com

___________________________________________ (________)___________________________ Contact Name Phone ___________________________________________ ____________________________________ Company Name E-mail address Type of Booking: �

�Sunday Time a.m. a.m. p.m. other


Expected Audience Size # �Child care provided

Group Type: �Youth �Singles �Church �Business �Other

Scheduling for: � This Month �Next Month �Fall/Winter �Spring/Summer Month: January February March April May June July August September October November December Date: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 Mailing Address: Date Sent / /

� E-mail � Regular mail � Fax City: State: Zip: � �Sent Info Testimony � CD Call Back Date: / / Referred by:

Notes:

� Data Entered ____/____/____ �Thank You Note ____/____/____ �Evaluation ____/____/____

© 2006 - 2016 Dawn Jones & Successful Booking™ www.successfulbooking.com

Okay to photocopy this page with ©2006 Dawn Jones & Successful Booking™ copyright info on each card

Dawn Jones * PO Box 55806 * Seattle, WA 98155 * 206-686-1955 ext. #1 * [email protected]

www.DawnJones.net www.SuccessfulBooking.com

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