Cold calling on potential contacts can be a nerve racking experience, but once you make the initial contact, the second conversation will build a positive business experience. If you are setting aside time to make calls, make sure you make this time productive. Create a listing of twenty to thirty people that have the contacts to get you on stage. Make all the calls on this list in one day. Just do it. By the third or fourth call, you will feel more comfortable introducing yourself and explaining why you are calling.
Leave messages with your complete contact information, why you are calling and then sit back and wait for the return phone calls that will be real inquiries into your performance services! Try to call in the middle of the week when these types of people are more relaxed and not as busy. On Friday, everyone wants to get out of the office and not to really be bothered by anything while Monday is a recuperation day from the weekend and is just a bad day to try to make a good first impression.
As you are using the telephone to make the initial contact with people in the entertainment world, it is important to rehearse your technique and your telephone ‘voice’. Using a business voice but still expressing your individual personality will be a key in reaching an effective basic communication level. You should have a notebook and a pen ready while you are talking to new people and just take notes about their attitude, style and anything that you might notice as to what they are interested in regarding entertainment.
If someone says they are busy, just leave your name and number or ask when you could call back and discuss your services.
If you get a voice mail or answering machine you must remember this is your chance to leave a quick yet detailed message all about you and the band – have a short informative script ready to use in this situation.
If connected with a secretary, be nice! This is your key to the contact you are trying to reach and if your attitude rubs this person the wrong way your message will never reach the intended person.
Never dial your phone until your end is quiet and you can focus on the conversation. While there are many who try to make their phone calls when there are children, the television or even music going on in the background this will come across as most unprofessional in the business aspect.
When you get a contact on the phone – thank them for taking the time to talk to you!
In the first conversation with a new contact, you should try to accomplish the basics:
Reaching the person in charge (or at very least the secretary for this person) of hiring and booking
Introducing yourself and why you are calling (Hi my name is Ty Cohen and I would like to tell you about my performing services, or I would like to let you know the band (or myself./artist, etc) has a few openings this spring and I was inquiring to find out if you would have an opening then)
Ask if this is a good time to talk (if you are busy I can call back this afternoon or if you are busy I could mail you information about the band)
Reveal what type of music you perform (I/ We perform jazz entertainment, I/We perform rock performances, I/We provide live entertainment)
Ask if they would like additional information sent to them (I can send you a information kit if you would like to know more about the band or I could send you additional information about the band with a demo CD if you think you may have an interest in the future)
If this organization/establishment has a need for your performance (do you have openings this spring or would you like information for future openings on our agenda?)
Never forget to leave your phone number and to thank them again for their time! (If you have any questions, please call me at or if you would like to call me back when you have a chance to look over the venues or here is my number if you should have any cancellations and would like to discuss my performance again)
