Day 2: The DJ Pricing & Pitching Blueprint

Day 2: Pricing Frameworks That Work

Now that we’ve laid the groundwork for understanding your value, it’s time to dive into the nuts and bolts of pricing. Creating a solid pricing framework is about more than just slapping a number on your services—it’s about knowing your worth, covering your costs, and building in a profit margin that supports growth. Let’s break it down step by step.

Step 1: Calculating Your Costs

Before you can set your rates, you need to know exactly what it costs to do business. This includes:

• Travel Costs: Fuel, tolls, parking fees.

• Equipment Maintenance: Repairs, upgrades, and eventual replacements.

• Licensing and Insurance: Music licensing fees, liability insurance.

• Miscellaneous Expenses: Marketing, software subscriptions, and anything else that keeps your business running smoothly.

Add these up to create your pricing baseline—the minimum you need to charge just to break even.

Step 2: Adding Your Desired Earnings

Once you’ve covered your costs, it’s time to think about what you want to earn. Your desired earnings should reflect:

• Your Skill Level: Are you a seasoned pro or just starting out?

• Market Demand: What are clients in your area willing to pay?

• Your Time Investment: Don’t forget to factor in setup, breakdown, and prep time.

Pro tip: Divide your desired annual income by the number of gigs you realistically want to work. This will give you a clear hourly rate to aim for.

Step 3: Setting Your Profit Margin

Profit margins are the cherry on top of your pricing structure. A healthy profit margin (typically 20–50%) ensures you’re not just surviving, but thriving. You can adjust your margin based on the event type—higher for high-pressure gigs like weddings, lower for more relaxed events.

Step 4: Pricing Packages

One of the best ways to present your pricing is through tiered packages. This makes it easier for clients to understand what they’re getting and choose a level of service that fits their needs.

Example Packages:

• Basic Package: 2-hour event, no extras.

• Standard Package: 4-hour event, basic lighting, and curated playlist.

• Premium Package: Full-day, customised playlists, advanced lighting, and MC services.

Let’s say you’re pricing for a wedding:

• Basic: $800

• Standard: $1,200

• Premium: $2,000

Infographic: Example Pricing Breakdown

To help you visualise this, imagine a chart that outlines costs, desired earnings, and profit margins for a hypothetical gig. This tool not only clarifies your pricing but can also be shared with clients who need a little transparency.

With these frameworks in place, you’ll not only feel confident quoting your rates but also ensure you’re building a business that’s sustainable and profitable. Up next: How to pitch those prices and make clients see the value you bring to the table. Let’s keep rolling!