Booking and Negotiating Your Band
Posted by Music Concerts | Posted in Music Concerts | Posted on 31-08-2009
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There are several diverse types of deals when it comes to booking your band for a show.
1) Door/ Percentage of Door
2) Guarantee
3) Combination of Guarantee + Door
4) 80/20 split
1) When you are just starting out this is might going to be the most common deal you will see. You can be wondering why I didn’t mention FREE. Never is there a reason to play for free, unless it’s for charity or a cause of some kind, in which case the organizer for that show should at the least cover all of your expenses and rentals that you could need for the show, getting to the show, food and drinks at the show. As an performer playing live you are trying to get your name out there but more vital ly you are selling a service. promoters and venue owners hire you and your performer members to draw people into their establishment so that they could sell beer, food and other drinks to the patrons. With larger shows the promoter is trying to sell tickets as well as make a cut of the food and drink sales, but we’ll get into that later. For small shows it’s might the owner of the venue /bar or a promoter that works internally that is hiring you, so their main concern should be trying to sell booze and food.
In this case, in my opinion, there should be no reason for them to take a cut of the admission to get into the show. You should be able to mutually agree on a “door price” so that it isn’t too high that it will drive customers away, but enough that you might justify being there. At times the owner will say that he needs to take a cut of the door to cover some of the expenses of the venue or for whatever reason. Although I would regularly disagree with this but when you are just starting out and trying to build a fan base every now and then you’ve to accept this kind of thing in order to get some exposure. Once you’ve a dedicated fan base that will show up to your shows regularly then you might tell the owner that you are bound to bring in a certain number of people and that you deserve the entire door or to split the door with the rest of the performers on the bill. Assuming that the owner is still not willing to relinquish his clutch on the door cover you might want to contemplate switching venue s. It might be a nice sign to your fan base that will see the move a step up in your career.
In fact,in this form of negotiation it will be in the owner’s best interest to have the entry fee be little or zero as this will allow for passers by to stroll in when they hear the music. Assuming that the se possible patrons find out there is a cover to get in they can not want to drop the cash. Assuming that the promoter is very concerned about the cover price being too high you can want to discuss the possibility of a guarantee.
2) Guarantee is where you want to be. When still playing the indie circuit this is the simple st way to book a show. All guarantee means is that the promoter or venue owner guarantees to pay the performer a session amount for the night. In this situation there is never an argument about how much was made at the door, and for the most part, never an argument about expenses. The promoter books the performer for say $100.00 to play and the rest is up to the performer to deal with. This way, as an artist, you know exactly what you are going to be making and can plan your expenses appropriately. When doing a door show there are a lot of variables including expenses to get to the gig, sound engineer, gear and then the biggest variable, THAT individuals show up ! If nobody shows up to a door performance you do not make any resources and all expenses are out of pocket. When doing a guarantee there are still variables but at least there is no variable of individuals. Either the promoter is counting on individuals walking by to come in and have a drink or is doing their level best to sell tickets for the show. All you have to worry about in this situation is showing up on time, sounding the best you can during the sound check, making a final ing impression on the promoter and doing what you do best… blowing the listeners away.
3) The next best thing to having a show that pays a guarantee is having a show that pays both a guarantee and a bonus for the amount of individuals that attend. This is a rare case and can be a great deal, but every now and then this does not work to your favor. promoters who are looking to save some money will try to book performers with a smaller guarantee and a cut of the door or ticket sales. This may not be as nice because it does not “guarantee” you an amount, nonetheless if you’re expecting a large crowd to this show or are able to get a nice buzz going, this may be the way to go.
4) The 80/20 Spl it is a common deal when you’ve a booking agent and are playing large shows. 80/20 splits are al most always booked by an outside promoter or an organizer for an event. The deal is particularly similar to a guarantee, the only difference occurs when the promoter breaks even with his expenses. The way it breaks down, the promoter lays out all expenses on his part such as security, Venue rental, advertising, cost for printing tickets, food and drinks for band and crew, gear rental, and all other expenses for putting on the show. The promoter furthermore includes a 10 percent promoter cost to pay himself and a guarantee for the band. Once all of these expenses have been met from ticket sales, the remainder is profit and that’s where the split comes in. And may be to your surprise, as it was to mine, it is spilt 80 percent to the musician 20 percent to the promoter. This is al most a glorified guarantee and door deal except the musician gets 80 percent of the ticket sales once all expenses are covered. All artists hope to get themselves here one day as this is the most profitable performance deal, the only downside is by the time you get to this point there are generally multiple other hands in your pot such as musician managers, booking agents and once in a while record organizations. It’s c club enging when you are an musician in demand to stay on top of your own affairs, and the more in demand you become the more you will find yourself neglecting other parts of your job as an artist. At this time you ought to contemplate giving away a piece of your pie in order to be able to focus on the parts of your career that are most necessary to you. Nonetheless, all of us will get into this at a later point in much more detail.
Here is a basic breakdown of negotiations. The promoter is going to want something specific from the artist, the majority of the time this to have the performer to play for as little money as possible. The performer also wants something, regularly to play for as much money as possible or for as a lot of individuals as possible. The way that basic negotiations work is that both parties are going to try to get as much as they might of what they want. In order to do so, both parties are going to ex differ other points of the deal to trade for things that they want. So your task in order to prep for negotiating with a promoter or a club owner is to evaluate what you want out of this show in a best world (these are called deal points) and rate each deal point in order of importance to you as an artist/band. If money is the the majority important thing in this show for you then that’s what you’re going to be following and might have to give up other deal points in order to get more of what you want. In a situation where the promoter is willing to give you a session amount say $100.00 for the show and 5 free tickets to invite whomever you want, but you’re playing in a city where you do not know anyone, you might ask the promoter to cash those tickets at price back to him. If each ticket is $10.00 then it would be reasonable to ask the promoter for a $150.00 guarantee with no tickets.
For an opposite situation where money is not that necessary to you and exposure in this new town may be a higher priority, you may want to ask the promoter to pay you $50.00 for the night and get 10 tickets, and invite members of the Regional press or may be some record label representatives to attend for free to expose your music to them in hopes you may get on their show or reviewed in their newspaper/magazine.
Decide what you and your band mates find are vital to you for this particular show and fight for those points. A master negotiator knows how to get everything that they want and giving up exceedingly little of what they have. You have to learn what you think will be vital to the promoter and what is not so vital to you and use those points to trade for what you want. also, attitude with negotiations is half the game. If the promoter feels that the deal points you are giving away are not vital to you, then he/she might not feel it to be an adequate trade for something that they do find vital to them. You need to give the impression that everything that you are trading away is exceedingly vital to you. Make a big deal. Make them feel prefer they stole it away from you. Another approach is that you make the promoter feel prefer you are doing them a favor. This approach might either work well or back fire and make you feel stupid. If the promoter has any brains he knows what’s vital to you and what’s not. If you try to tell him that you are going to ” help him out” or give him the whole “I’lltell you what” line, then you better be giving him something benefit his while. Otherwise he won’t be fooled and will ask for much more from you then you may be willing to give up.
Understand that in practicing negotiations you’re might going to blow a couple of deals. If you push things too far, the promoter may get sick of getting nowhere and book another band. Unfortunately this is going to happen. This is great time to practice another, al the majority more necessary skills when dealing with the music industry, DAMAGE CONTROL. No matter where you’re in your career things are going to go wrong, that is just a fact of life. Issues will arise and you will have to recover from mistakes. Being able to fix your issues or at least make the the majority of a bad situation is a nice skill to have and sign of a great business man. In a case when you have pushed a promoter too far you may have to apologize and make up a story of how you had been dicked around by another promoter and has been just being careful. Whatever the excuse may be, there is regularly a way to boost the situation as long as you have not burned the bridge completely.
In the same breathe I’m going to reiterate something that I said in the last podcast. If you find that you are giving up too much in the deal or the deal is just not sounding as promising as it once has been, get out. Yes, once in a while you need to give a little to get a little, but you can’t let promoters step all over you. If you are not getting what you feel that you deserve, make a statement and tell the promoter that you are no longer interested because you are not one to be taken advantage of. Advise the promoter that Assuming that they wish to renegotiate they have your number. One of two things will happen, either the promoter will look for another band who will quietly accept what you refused to, or they will come to their senses, give you a call and try to work something new out. Assume they won’t call you back.
Well that about does it for booking. If you have any questions or a situation that you may be in that you would like us to comment on, send us a message in our contact section and we will either email you back or mention it in the next podcast.

