Guest Author - Dennis Regling
Magicians often ask me for advice on how to land that big corporate gig. They want to know how to get that first big gig. How to build it into a business.
What is corporate entertainment?
Corporate entertainment is working for a company or business instead of an individual. The event is typically an adult or family audience. Usually as part of a larger event. A convention, picnic or party.
The key to booking corporate work is the same as booking other gigs. You must find the decision maker and communicate with them.
Often the human resources director handles such events, but the best method is to list the companies you wish to work for. Then, phone each one and ask for the name and title of the individual in charge of entertainment for their Christmas party, or their meetings, or conventions. Do not talk to the person at this time.
Also, talk to the local hotels and strike up friendships with their event planner. These individuals can recommend you to companies coming to their hotel for events. Always reward these people well to keep the business coming. A $50 gift card to a local restaurant goes a long way in helping these people remember you next time.
Design your promotional material very specific to the market you wish to pursue. Don't mention birthday parties on your materials. Your market here is adults and families, depending on the event.
Have pictures of adults enjoying themselves. Have professional pictures of you in a suit or tuxedo. Do not send pictures of your clown character if you want to do a stage magic show at their annual sales convention.
Have letters of recommendation and quotes from similar companies or at least large corporations.
Send your sales letter and materials to the companiy's event coordinator whose name and title you previously secured. A week later, follow up with a phone call to ensure the package was received. This is a great opportunity to discuss their current and future needs.
Now, continue to keep your name in this person's face with monthly or bi-monthly newsletters, Christmas cards and if you see this person's name in the business section of your local newspaper, clip and mail them the article with a nice note.
Imagine if you sent a $1.00 magic trick to this person every other month. (Wholesale companies have many inexpensive magic tricks you could use.)
When an event comes along and entertainment is needed, your name should be first on their lips.
After you do a gig, be sure to reward the person who hired you with a thank you and a gift. Be sure to ask for referrals and a recommendation.
Now make sure you have a quality act, and sell, sell, sell.