overcoming the 'pause' objection
this is where you've gotten a guy into the zone of relaxation and comfortableness, they're sitting back enjoying the dance(s), but after about 1-3 dances are finished, he pauses. you're asking for more, and he pauses to think and sighs and then says no, grudgingly. it's like this moment of irritating reality that keeps them from continuing on with more dances. i haven't figured out how to deal with this when it comes up.
i'm leery of just plowing ahead without getting any payment or being explicit every song or every other song about money amounts, so that's not an option.
how do i keep those uncertain guys in the zone awhile longer (basically until they're out of money for dances)?
Re: overcoming the 'pause' objection
Obviously, he has to stop at one point. During that pause, he's trying to figure out when that point is. You should decide it for him! Tell him you're having a good time and you want to stay for one more, but after that, you're not letting him have any more!
sometimes they insist on more :)
sometimes they tell you no, but sometime you get an extra dance out of them
Re: overcoming the 'pause' objection
That's a good one, Emily!
Re: overcoming the 'pause' objection
I always ask for more while I am finishing the last song. Something like "Oh, this is so much fun! LEt's do one more! " If I am in a sitaution where I am setting my own prices, The dances are usually $10 so at the end of the forst dance, "Oh, this is so much fun. Let's do 3 for $25"
IF I wait until the song ends, it seems like they havealready terminated the dance in their own minds, and they are less likely to do repeat offers. Also, if you can give them a "deal" on a set that is longer than what they woudl normally buy, it will get them to stick around longer. In the above example, I don't feel I ma losing $5 of the 3rd dance, but rather ensuring another $15 on 10 minutews of my time. This can make a huge difference on a slow night.
Re: overcoming the 'pause' objection
A little cute, disappointed "Awww, shoot" when the song is over along with a pout can work wonders.
Re: overcoming the 'pause' objection
Quote:
Originally Posted by colleen
I always ask for more while I am finishing the last song. Something like "Oh, this is so much fun! LEt's do one more! " If I am in a sitaution where I am setting my own prices, The dances are usually $10 so at the end of the forst dance, "Oh, this is so much fun. Let's do 3 for $25"
IF I wait until the song ends, it seems like they havealready terminated the dance in their own minds, and they are less likely to do repeat offers. Also, if you can give them a "deal" on a set that is longer than what they woudl normally buy, it will get them to stick around longer. In the above example, I don't feel I ma losing $5 of the 3rd dance, but rather ensuring another $15 on 10 minutews of my time. This can make a huge difference on a slow night.
I wouldn't recommend dropping your prices. Ten dollars for a full song is very cheap in my opinion, but I know that there are places in the country that this is standard. I get $25 a song in an air dance club in Oregon, when most of the other dancers are only charging $20, and I usually am doing the most dances in any given night. I think that by charging more you are adding value to your dances over the other girls. I am in demand so I can charge more, and they willingly pay it.
Ahhh, but the pause. I would take it to mean that he was doing a mental inventory of how much money he has, and regrettably it is not enough to get more dances. I get this a lot with blue collar guys, and they are honsetly wanting more, but that will mean they will have to walk home because they spent their cab fare. Sometimes they gladly walk home, but not always.
Re: overcoming the 'pause' objection
the approaches suggested are really good. i'll have to give them a try later this week or next.
paris, i do run into that issue, since my club is primarily blue-collar, but the guys i'm talking about usually have more money, and often end up recommending me round to their friends for dances. i think it's more of a 'i SHOULDN'T be spending this much' pause. the only-cabfare guys usually have literally gone through/pulled out all their pockets before saying they can't have more dances, and some of those just go borrow money from a friend.
Re: overcoming the 'pause' objection
Colleen that was a great point not to wait until the song finishes. I think Im going to give that a try when I go back. It gives them a sec to get caught up in the moment to say yes to another.
Re: overcoming the 'pause' objection
I keep going even for a couple seconds AFTER the song is over just to make it look like I'm having so much fun that I don't want to stop, even though it is time to do so. As I keep going, I ask him if he can "handle more." I say "handle more" because to me, it sounds manly to be able to handle something. And I don't think most guys want to say they can't handle something. Some people at my club TELL them they're going to get more, instead. This works for them, but I feel funny doing it.
Re: overcoming the 'pause' objection
Great advice! I also keep going into the next song, I find it harder for them to say no once the new song has already begun.........
Re: overcoming the 'pause' objection
excellent advice all around. I usually go into the next song a bit as well. I try to end the song nuzzled in close and being "romantic", not posing in some crazy super-flexibility-required move, and then I whisper something to the effect of "ohhh, you'll let me continue for you, won't you? [pause] I really don't want to stop...... [mischeivious smile]"
I know that strictly from a sales technique p.o.v., it's better to not ask a question with a potential "no" answer, but I've found this phrase to work extremely well.
Re: overcoming the 'pause' objection
I just get real close and say "MORE?"
Re: overcoming the 'pause' objection
Quote:
Originally Posted by Emily
Obviously, he has to stop at one point. During that pause, he's trying to figure out when that point is. You should decide it for him! Tell him you're having a good time and you want to stay for one more, but after that, you're not letting him have any more!
sometimes they insist on more :)
sometimes they tell you no, but sometime you get an extra dance out of them
very well put!;)
Re: overcoming the 'pause' objection
Here's another suggestion I'll throw into the mix. If you sense that pause coming and it starts to happen, cut it off before he has a chance to respond in a way that ends the session. Then use this to take a short break and an assumptive sell. For example, here is how it should sound...
DANCER: I can tell you're having fun! Would you like another?
CUSTOMER: Hmmmmm........
DANCER: Tell you what, why don't we take a break for you to catch your breath and I can do a few more for you in a little while.
CUSTOMER: Sure, that sounds great, have a seat!
This way you can sit and make some conversation with him again for a little while and then lead-in and close another sale five minutes later. It's like shootin' fish in a barrel. :)
Re: overcoming the 'pause' objection
Everyone has offered very good advice here. I porposely get into the position that seemed to turn them on the most near the end of the song... if you talk dirty at all, this is a great place to do it. I don't give them the chance to say no and just continue dancing until THEY stop me. When they do stop me, I pout a little and do the "awwww just one more, I love dancing for you" thing. 9 out of 10 times it gets me at least one more dance and more importantly repeat customers which is a must in my club.
Re: overcoming the 'pause' objection
Awesome advice everyone! Everyones pitch is great and unique.
Great advice on asking "yes" questions.
Re: overcoming the 'pause' objection
Quote:
Originally Posted by DancerWealth
This way you can sit and make some conversation with him again for a little while and then lead-in and close another sale five minutes later. It's like shootin' fish in a barrel. :)
I never know if I should get dressed or not.. it's awkward either way.. what do you girls do and DancerWealth, what would you suggest?
Re: overcoming the 'pause' objection
I think you should get dressed. Part of the allure of this business from a customer's standpoint is not to see naked women (contrary to popular belief). Rather, it's the art of the striptease. So when you put your clothes back on, it's essentially like selling the same great product all over again but you have to change the perception of that product a little. When you sell it the second time, emphasize the strip portion of the dance more. Say something like, "Before was just the beginning...this next time I'm going to strip so well for you your head is going to spin" or something to that effect. In round 2, you want to emphasize the highlights as a different product otherwise the customer has no reason to buy again. So use a different dancing style as an upsell per se. Another suggestion would be to not rush putting your clothes back on either...do it seductively also. Otherwise it turns a rather enjoyable moment back into something in the real world again and makes the environment quite cold. Just food for thought.
Re: overcoming the 'pause' objection
Quote:
Originally Posted by DancerWealth
do it seductively also.
DW THANKS!!
I love that.. Dressing tease .. hopefully he‘ll go crazy and want it all back of!
Re: overcoming the 'pause' objection
I like to ask them to help me get dressed for the break and assist me with getting undressed, but only after the SECOND time, after a break. I don't like it when they try to pull my clothes off of me as they usually do it too quickly and fumble around with it.......
But when I use a strategy like Dancer Wealth's, I may allow them to help me disrobe for the next round, it makes them feel like its interactive, like foreplay........
Re: overcoming the 'pause' objection
I hit on a good one last week: "wow! I can't believe that song is over. I didn't even get to show you my BEST moves yet. Wanna see? "
I also used to do a littel table-dance striptease, where I woudl wear a dress, skirt and blouse, or t-shirt and shorts outfit (very street-clothes looking) with a sexy bra and panties and maybe a garter belt underneath, and progresively remove one piece every song. That would keep them going until I ran out of pieces! Hmm....maybe I'll try that again!
Re: overcoming the 'pause' objection
I agree Colleen, I always do my best to NEVER take my panties of on the first song.