TP-

I don't know if this approach could work for you, but I had great success with it.

When I was starting out, I knew Nursing Homes/Retirement Communites and Senior Centers were going to be a big part of my client list. So, I would make a pre-visit phone call to find out who the Activity Director was. (The decision maker)I'd then put on some nice clothes...Nice shirt/sweater/pants...Not usually a sport coat or anything. I'd have my promo pack with me, and plan to visit several facilities in a given day. I walk in...ask to see so & so...Most of the time, I'd do this at the lunch hour...This is when many of the residents would be eating their meals in the dining, which, is also where the piano usually is. The AD comes out...shake hands, give her the promo pack and find out if she uses paid entertainment. (Some don't)...Then, as the conversation seems to be wrapping up, I'd say something like this:

"I'm sure you get phone calls all the time from people interested in being hired by you. I've heard from other AD's that that's a difficult way for you to really know what you're getting."

At that point, I was shocked by how many AD's immediately launched into their favorite horror story onhow they got burned.

Then I'd say:

"..Well, if you have a piano handy, I'd be happy to sit down right now and play/sing a few songs for any residents that you want to round up. That way, you'll know if I can do what I say I can and if your residents will like it. If they do, maybe we could look at some dates. If they don't, we'll shake hands and I won't take up any more of your time."

It wasn't perfect, but honest to god, It was darn close. I'd play 2-3 songs, mostly upbeat and sing...I made sure I made eye contact the residents she brought over. I must've acquired close to 60 accounts that way. Once you get rolling, you ask for other facilities they might suggest to you. Also, ask if the AD participates in something called area "RAP Meetings" (RAP=Recreation/Activity Professional) These meetings are usually held on a monthly basis and a dozen or so AD's get together and share resources...a terrific way to network. I've also offered to come in (years ago)and play a few songs for the attendeed at such a meeting, again with great results.

Over the last 10+ years, dozens of AD's have reminded me how they met me when I walked in. They often say it was the best impression any entertainer ever made to them...mainly because, I made it easy for them to make a decision.

That's about as close I ever came to playing for free.

Gary's story also is a good way, but as I'm sure he'd tell you...try and make sure if you ARE going to play for free, its a club that holds real promise. If its a club that rarely usues entertaiment, sure....you might be the guy the changes all that...but probably not. Better to target a club you know books X number of days of live music per month.

Bottom line, I try my best to make it easy for new clients to hire me and almost impossible to NOT keep booking me...Professionalism, price, volume discounts, interaction with residents (HUGELY important-MORE important than your actual musical skill, IMO..., etc...

Good luck...any other questions-fire away...There's a ton of experience on this board that can answer on this thread!

Bill in Dayton

www.billcorfield.com


[This message has been edited by Bill in Dayton (edited 11-03-2006).]

[This message has been edited by Bill in Dayton (edited 11-03-2006).]

[This message has been edited by Bill in Dayton (edited 11-03-2006).]