It's Not Just Music, You're Creating Lifelong Bonds

Me (middle) with my buddies PJ and Brian of Yellow Light Maybe

My digital buddy Dave Cool inspired me to go back to my roots every so often.  So I'm gonna.

And in some ways this applies to the small business owner in general, but I'm mainly thinking of my musician friends here.  You guys are the ones more often creating mini-events that not only bring folks together in good or like-minded spirits, but mini-events that also give them something they yearn for:  good times and music.  And maybe a few drinks.

Here's my question to you:

You ever take a second to look around at all the friendships and life-long bonds that you are in part, if not totally responsible for?

I haven't been steadily on the road for a couple years now and I still see facebook posts and pictures from individuals that met at one of my festivals or one of my shows - years ago.  Even some bands that I brought together that are still at it playing great shows with one another, bringing their respective fanbases together and having a blast.

Now, a couple years removed, when I look back at my time playing music, the bonds I have helped create are one of the top things I'm most proud of.  Seriously.  Not the five albums I wrote and recorded, not the fact that I did exactly what I set out to do with music - it's the relationships and stories I helped create via a few fleeting melodies in my head. 

Someone once told me that as we look back at our time here, the only thing that really matters - the only thing that truly holds weight is our legacy and the memories we leave behind. 

If that is true, then I can't think of a more fulfilling legacy than to have created dozens, if not hundreds of friendships and experiences that may not have existed otherwise.

Think about that next time you're in-between songs at your show.  Look out upon the crowd and just give yourself a second to see the people having a great time together that wouldn't have been doing so otherwise.  Then, periodically scan the social webs to see folks that have gotten married, that are dating, that are going on vacations together or checking out other musicians - all because you brought them together.

That's your legacy, man. 

Remember that the next time you get down on yourself for not "making it"...k?

Show The Bar Staff Some Love

Some of the staff at one of my favs, Nino's in Findlay, OH. Pictured here at their Ugly Sweater party.

Some of the best advice I've EVER been given regarding keeping in good standing with a venue.  BE ULTRA KIND TO THE STAFF.

The booking guy could care less about you.  Unless of course you pack his club every single damn time.  But even then, one or two bad shows and he/she will be ready to kick you to the curb.

You want REAL support that will get you through a couple sparsley attended shows?

MAKE SURE THE BAR STAFF KNOWS YOU.

You want to survive the booking/calendar handler staff switch?

MAKE SURE THE BAR STAFF LOVES YOU.

Here are a few ways to make sure they love ya:

1.  REMIND THE CROWD TO TIP THE BARTENDARS

This just takes a second.  Just drop it 5 times or so throughout the night. 

2.  STOP FOR A SOCIAL EVERY NOW AND AGAIN

"Drrrriiiinks up!!!"  Yea, maybe you aren't a party band - you can still do this at a coffee house.  I tried it and almost burnt everyone's lips clear off their face, but we all had a good laugh.

If you DO play bars/clubs, this is a great way to not only gauge the current tempermant of the crowd, but also pull them out of a funk and get them partying.  Which the bar staff will likey.

3.  GET TO THE VENUE EARLY AND TALK TO THE STAFF

When is load in?  7:00 p.m.?  So get there around 6:30 and strike up conversation with some of the staff. 

4.  TIP THE BARTENDARS OUT OF YOUR MONEY

Look, if they are feeding you drinks all night and the venue is taking care of your tab, you REALLY need to tip the person that is fetching those drinks for you.  You just need to do it because it's the right thing to do. 

It doesn't need to be a lot.  If they've been a server/bartendar for any amount of time they'll know you aren't rich.  Even tossing them $10 will go a long way.

5.  HELP CLEAN UP THE VENUE

Just do it.  Actions speak louder than words.  Chances are they'll catch you and say "Oh man, don't worry about that..."  At which point you can finish up and not do it again if you really don't want to.  BUT - the impact of that one time will last.

I would suggest at least making sure the stage is in better shape than you found it.  This really isn't an option.  Clean up your area.  Don't make the bar staff do it.

6.  FRIEND THE STAFF ON FACEBOOK/TWITTER

You couldn't really do this back in the day.  And by "back in the day" I mean 2004.  So take advantage of it.  

That's it.  What are some ways you show the bar staff some love? 

Music Career Over? 11 Professional Skills You Have Gained In Your Pursuit

Kind of funny now that I look back on it.  I remember always saying "I'll always play music, nothing will change..."

Then fast forward to my son being born.  The rest of the band looked at me and said "So what are you gonna do?"

I said "What do you mean?  I'm gonna do what I've always done...play music."

Nope. 

Didn't count on actually wanting to watch my son grow up and work on the relationship between my wife and I.

So, I had to hit the streets for a day job.  I was a bit lost at first.  Then it hit me, I did have real skills...

Actually, let's cut to the chase - here are some hard business skills you may have gained or will gain in the next few years:

#1 Developing and Implementing a Marketing Strategy

#2 Public Relations do's and don'ts

#3 Copywriting

#4 Social Media

#5 Email Marketing

#6 Product Launches

#7 Sales

#8 Graphic Design

#9 Web Design

#10 Negotiation

#11 Event Planning/Marketing

Pretty good, huh?  Look at that.  Assuming you have spent any significant amount of time running your own business with music you HAVE EXPERIENCE in these areas now.

Why am I illustrating this? 

Because at some point in your life, maybe not anytime soon, but someday - there is a chance that you will not be playing much music anymore.  Which means, yep, you are gonna need to find a day job. 

Why?  Well, a number of factors.  Maybe you got married and had children and realized you wanted to spend more time with them.  Maybe music wasn't paying the bills anymore, maybe you just grew weary of treating your art as a "job."

Whatever the reason, you NEED to realize that the skills you have gained ARE RELEVANT to "real world" business.  And as long as you can polish your professional demeanor a bit, you do not have to settle for delivering pizzas.  Unless of course you really love delivering pizzas.  Absolutely nothing wrong with that. 

In fact, these skills you have gained are a bit more impressive because chances are you gained these skills through possessing a creative entrepreneurial spirit, something not everyone has. 

And provided you find a job you are passionate about - that spirit is unmatched in the workplace. 

READ SETH GODIN'S LINCHPIN yet? 

His entire book is about YOU.  Yep, you.  The creative, emotional laborer...people like us are in demand now.  Upper level Execs are starting to realize that blind compliance by employees gets them no-where. 

They need ARTISTS.  But not just artists.  Artists that know how to ship.  No, Seth isn't not talking about UPS, he is talking about putting your ideas into motion, moving them forward, and not being afraid to fail.  It's actually another skill you've gained that should be on the list above.

So  PLEASE view these skills you have gained as relevant.  DO NOT downplay them because you were "in a band."  It makes me sick to see people do this.  And frankly, it's a little offensive to me when I catch a snide comment about my experience stemming from a music career as if I just d*cked around in my mom's basement for 5 years. 

It's WAY more real world than experience you will gain in a marketing or business program at a college.  Trust me, I'm living proof. 

My son was born a couple years ago which cut down on my tour time.  Then, after helping me in my career for 5 years we decided it was my wife's turn to focus on hers...that meant it was pretty much time to hang it up.  At the time I had no relevant degree for business (Psychology) and no big organization references.

But, I did have clients (sponsors) that would give me a reference.  And I did have quantifiable skills (list above).  Throw them on a resume, stand proud, be prepared to talk and I promise you'll be golden.

Need some examples of what I mean from the above list?  Leave a comment below and let's get the party started ;)  I didn't want this post to be too terribly long, figured I would just field some questions if you had them.

PHOTO Source:  manshionfiles.net

How to Get Sponsored Part 1

Budweiser not only gave us money for this show, they made us a 4ft x 20ft banner (shown) with 2-8ft stand up banners for the venue entrance

Catchy headline, huh?

Ok, so you have built a nice local following.  You can pretty much sell out the mid to largest room in town.  You either command a nice guarantee OR you do so well at the door that you fore-go the guarantee for the bigger payout.

What next?

Here's an answer for ya:  Generate some more dollars in the form of sponsorship

I'm an artist Dave.  I am beholden to no corporate sponsor.

Ok, but remember - if you have the eyeballs and the ears at your shows, you call the shots.  You approach the sponsors YOU want at your shows. 

And if you pick correctly, a lot of cool things can happen.  Namely, some extra cash for a better produced show, extra promo materials, and some gear; which means more for your pocket after the show.

Here is a linear breakout of how you can do this:

1.  Identify your hit list of local sponsors and start calling them.

Beer was always an easy target for me.  I love beer and it was easy for me to talk about onstage because we were drinking it.  Keeping with the example of beer: find the local distributor of the type of beer you'd prefer to have at your shows and call them to schedule a meeting. 

Once you lock that in, find a non-alcoholic sponsor.  Be creative.  If Pepsi or Coke turn you down, go for something else like Milk.  Also remember, Pepsi and Coke have sub-brands of energy drinks and things (beer distributors do as well).  They'll most likely be handled by the same person, BUT it could change your pitch if you have a target market that is the same as theirs.

BEWARE:  Some brands may have exclusive rights to certain venues.  If you are searching for show sponsorship, check this out first.  You may not be able to hang that Budweiser banner if that is the case.

Call on small businesses as well.  If you can put together a value added package worth their while, they will sponsor you.  Sure, it may only be $200 or so - but gather up five of those and you got yourself a nice little deal there.

We locked in close to $1,000 from a local car dealership with a package and a personal testimony that told the story of how we toured for a year in the type of car they sold.  In another example, we locked in sponsorship from a Monster Truck team.  Sure, sounds nutty – but it was for our outdoor festival and they were just looking for placement. 

You’ll learn as you go regarding what you think fits and what doesn’t. 

2.  Put together a Package

Everyone has their own sales techniques.  What always worked for me was having a "partnership"  mock-up package available to present while letting the business know that I could customize the terms specific to what was attractive to that particular business.

Here is what a package could include:

• Heading with band logo and logo of business you are pitching to at top
• Summary of what you are asking for (sponsorship for show, tour, festival, etc.)
• What you can do and plan to do for them
• Specified time period if there is one (Annual contract? one show?).  This can also be moved to the top heading as "An Annual Partnership Between...." for example
• What the business is to provide (signage, product, money)

What You Can Do For Them

The normal things in this area are signage at the show, logo on flyers/handbills, logo with click through on website, stage mentions, and personal mention in email blast/social media pages.

Here is a tip though:  The more value you can add to the package the more money you can ask for.

1.  Can you edit video?  Make a video for the business with a goal for it to be "sticky" enough to go viral.  If you are proposing an annual deal - propose that you'll generate one of these per month.  That alone could be worth $5,000 or more depending on how you sell it.  Remember:  You are a storyteller, you have the ability to put together a little skit.  Online content in general can be a great sell.  Pictures of concert attendees using the product that you can post on your site and share with the business are great as well.

2.  Write a jingle.  If you have no shame, this is a GREAT way to add value and dollars to a package.  By "no shame" I mean some people hate doing this.  If you don't mind...DO IT. 

3.  Add Incentives.  This goes without saying, meaning you NEED to have these in a package so I  do not really feel they add attractiveness.  However, lack of them will make you look like a Jack-O.  These include extra tickets for the buyer, VIP seating, etc.

4.  An Exclusive Performance.  I wouldn’t suggest this because I think it kind of eats up some of the money up in expenses, but if you do it right it is a super easy sell.  Pitch to the business that you will play one of their corporate events.  Put this in the package.  Again, be very specific about your terms.  Performance should be contingent on band schedule, business should provide gas money, etc. 

Not good at selling?  No excuse.  I'm the worst salesman on the face of the planet.  In fact, every sales job I have ever applied for I have been turned down for.  My personality inventory scores even suggest that I am a horrible salesman.

BUT...

If you believe in what you are selling (i.e. your shows/music) you WILL be able to sell it to a business.  I promise you.

You have plenty of experience booking shows by now.  Treat the chase of sponsorship the same way.  Call the business, get the name of the person responsible for buying, and then begin the deluge of follow up.

Be courteous, BE REAL, do not overestimate your following, and ADD VALUE to the relationship as much as possible. 

Again, I'm an artist Dave.  I'm not selling out.

Ok, well you shouldn't be reading this blog then.  If you want to work for yourself, call the shots for yourself, then you are going to have to run your own business. 

If you are going to run your own business, then you will have to maximize dollars in every corner available. 

If you have a lot of eyeballs at your shows, that is one of your “corners.” 

Oh and one last thing:  You better make sure you actually like the product you are endorsing.  Nothing will ruin your reputation and get dollars pulled faster than drinking a Miller Lite when Bud is your sponsor.

In part 2, I will illustrate some more of these “corners.”  I will also give you some ideas of who you can approach for sponsorship, what to ask for, what "trade" is and why you might want to consider it from time to time, and we will build a package together. 

Colin Gawel's Rock and Roll Stimulus Plan: Part 1 & 2

Thought I would "phone" this one in today.  I did a guest post over at Reverbnation's blog, so I kind of maxed out my original posts for the week ;)

Seriously though, I thought this was interesting and wanted to pass it along to you. 

In the videos below Colin Gawel talks about his thoughts on how we can bring local music back to the forefront, why the album is dead, and then he actually shares some actionable ideas for you.  And he knows what he is talking about.  He's not just some dude in his kitchen spouting off ideas.  Along with having an entrepreneurial mind (he's a small biz owner) his former project, Watershed, did everything from release their own records to recording a couple for Epic.  So he has seen the top, bottom, and everything in between. 

Anyways, enough blabber from me - videos below.