Master your DJ Client Calls by Understanding your Clients Deeply

As a DJ, mastering the client call is crucial for delivering exceptional events. While many beginners focus solely on logistics, years of experience training over 25 DJs who have performed hundreds of events for Extreme Entertainment have taught me that there's much more to it. This depth of understanding has been key to maintaining our 4.9-star average rating over 100+ reviews. Let's dive into the less obvious, yet critical aspects of DJ client calls, now backed by scientific research.

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The Paramount Importance of Understanding Your Client

Understanding what the client wants is THE MOST IMPORTANT part of a DJ client call. This goes beyond just "getting the facts right" - it's about truly validating the client's vision for their event. Research has emphasized that feeling understood is a fundamental human need, especially in professional interactions like those between a DJ and their client [1].

Strategies for Deep Understanding:

1. Ask Strategic Questions
   • Start with open-ended questions like "Paint me a picture of your perfect night?" (use in DJ calls coined by Stu Young)
   • Follow up with "What's the overall most important part of your night?"
2. Dig Deeper
   • Always ask "What else?" after each response
   • Inquire about specific concerns or past experiences
3. Listen Actively
   • Pay attention to language and tone
   • Note repeated phrases or emphases
4. Confirm Understanding
   • Summarize what you've heard and ask for confirmation
   • Be aware that if clients repeat themselves, they may not feel fully understood

Research has highlighted the significance of specific language choices in eliciting feelings of being understood [1]. This underscores the importance of how we phrase our questions and responses during client calls.

Setting Expectations: The Music Prioritization Tradeoff

A crucial aspect of the client call is educating clients about the tradeoffs in music selection and getting their input on priorities. This involves balancing:

1. The client's provided playlist
2. Guest requests
3. The DJ's professional judgment

Key Questions to Ask:

• "How important is it that we play all the songs on your list?"
• "How do you feel about guest requests? Should we prioritize them or use them sparingly?"
• "How much freedom would you like me to have in reading the crowd and selecting music?"

Follow-up Discussions:

• Offer examples of how different prioritizations might play out
• Discuss specific scenarios, like handling an unengaging provided playlist
• Inquire about "must-play" and "do-not-play" songs
• Ask about the overall mood or atmosphere they want to create

The Neuroscience of Feeling Understood

Recent research provides fascinating insights into the neural bases of feeling understood and not understood. These findings underscore the emotional impact of our interactions with clients:

• Feeling understood activates areas of the brain associated with reward and positive emotions [1]
• Feeling misunderstood activates areas of the brain linked to negative emotions and rejection [1]

This neurological evidence emphasizes the power of making clients feel genuinely understood. It's not just good business practice; it's tapping into fundamental human needs and emotions.

Individual Differences and Rejection Sensitivity

It's important to note that individuals may react differently to not feeling understood. Research has shown that people with higher rejection sensitivity may have stronger negative reactions to feeling misunderstood [1]. This highlights the importance of:

• Setting clear expectations
• Addressing potential concerns upfront
• Being attentive to signs of discomfort or dissatisfaction during the call

By integrating scientific insights with practical experience, we can see that the art of the DJ client call is rooted in fundamental human needs and neurological processes. Understanding your client isn't just about gathering information – it's about creating a positive, rewarding experience that begins with the very first interaction.

Remember, the goal is not just to plan an event, but to make your client feel truly heard and understood. This foundation of understanding sets the stage for an exceptional event experience, leading to satisfied clients.

As you approach your next client call, keep these insights in mind. By mastering the art and science of client understanding, you'll be well on your way to becoming not just a good DJ, but an exceptional one who creates memorable experiences for every client.

References

[1] Morelli SA, Torre JB, Eisenberger NI. The neural bases of feeling understood and not understood. Soc Cogn Affect Neurosci. 2014 Dec;9(12):1890-6. doi: 10.1093/scan/nst191. Epub 2014 Jan 5. PMID: 24396002; PMCID: PMC4249470.