Bartering as Pay

Earlier in the year I was working on a tour of Pennsylvania and the northernmost part of Ohio along Lake Erie.  I had a good gig midweek and wanted to use that as an anchor gig to build around.  As part of my regular marketing process for a short tour I sent out postcards to possible venues in the area.  As the weeks went by I scheduled several other gigs for that tour.

They I received a call from an activity director at one of the venues I had sent a postcard to.  We had a pleasant discussion and I offered her a decent discount since I would already be in the area.  She thanked me and told me the amount was still too high for her budget.  What she could offer was just not enough to tie up a date I still had plenty of opportunity to fill.

A day later she called back with an offer I couldn't refuse!

She reminded me of our conversation and how much she had to offer... and then mentioned they had a guest suite.  She asked of I would consider the initial amount plus two nights accommodations in the guest suite plus all meals for three days in exchange for a gig?

DUH!  Of course I would.  I was able to save the cost of two nights lodging in a motel at a range in that area of $75 - $125 per night (At the lower end that would be $150 plus taxes - probably another $15).  Food for three days would cost anywhere from $60 to $100 (I usually budget $25, so my budget would be $75 for three days)  Her offer didn't cost them anything extra but saved me at least $225.  That added to the fee she could afford made it a decent opportunity!

As I have traveled in the past I have often had evening gigs scheduled but nothing during the day.  More than once I have traded lunch with a civic group for a program.  The added benefit is that I can give the attendees my information and get gigs from that presentation.

Other barter opportunities have presented themselves over the years also.  Lodging, meals services and even goods have been bartered for a program.  It takes some creative thinking and going out of the box, but it can work and provide things you need, services AND additional gigs along the way.

Image and Presentation

Ten or twelve years ago all my storytelling promotional materials said, "Stephen Hollen, Appalachian Storyteller".  That is who I was and (I thought) what I did.  I was and still am proud to be an Appalachian.  I am a mountain boy through and through.

I thought it odd that no one ever contacted me to tell other types of stories.  I had a great program of Cinderella stories from around the world.  I even dressed in an evening coat with vest and cravat to tell the stories.  Audiences loved the program.  I seldom did that program.  The same was true for my Celtic and patriotic programs.

Then I had a revelation!  I was promoting myself as an Appalachian Storyteller.  As venues looked for a program they would pass over me because they weren't looking for an Appalachian program that day.  When I changed my marketing materials to "Stephen Hollen, Storyteller" I started getting more contacts for other types of programs.  I still told my Appalachian stories, Jack Tales and my Cousin Peanut stories.

What had changed was what others saw when they were looking at my materials.  I was no longer perceived as only telling one sort of stories.  Don't think that I stopped marketing and let the gigs roll in with that simple change.  It still took work to get gigs.

Occasionally I was and still am asked to tell mountain stories and appear in "hillbilly" clothes... ragged shirt or long john shirt, worn out overalls and work boots.  I always decline.  There are several reasons I decline:

• I will not foster the image of a "Lil Abner" or "Jethro Bodine".  I am educated, successful and Appalachian.
• I do not wear that type of get up in real life, so why would I wear it as a storyteller?
• That image is a stereotype that does implies Appalachians are dirty, lazy and ignorant.
• That image insults a heritage I am proud of.

All that being said, the question for you is this:
Do you box yourself into a certain type of stories with the image you promote either unintentionally or on purpose?

I used to laugh when Chuck Larkin and I would talk about his title, "The Bluegrass Storyteller"  I had lived in the "Bluegrass" area of Kentucky and knew Chuck didn't.  He told me he just liked the sound of it.  I think there were other reasons I just don't remember.  The point is, it sounded good, homey and fit Chuck without boxing him into a specific "perception" of what he did.

Road Warrior

Being a road warrior - a "Touring Storyteller" is not for everyone.  Many storytellers just do not want to hit the road and travel for weeks.  Some of us enjoy the travel and love to see new places.  Here is a warning!

If you don't purposefully schedule some down time in your tour you will never see the amazing sights where you travel.  I try to have one day set aside so I can explore, take photos and find that great off the beaten path restaurant.  I also plan ahead for that day so I can use it wisely.

• Google is a great place to start your "day off planning".  Try searching "things to do in..."  or "attractions in..." and add the town you will be in.  I always find great things to see and do this way.
•  Check for a Chamber of Commerce and see if there is a listing of local points of interest.
• Check to see if there is a local tourism office and give them a call.  They will be happy to send you information about the area.  Don't limit it to just the town you will be in.  Look for other nearby towns also.
• Look through a travel guide - if there is one for the area.
• Ask someone (in advance, of course) at the  local venue/venues about attractions, parks, great restaurants in the local area.  The locals always know more than the travel guides do.
• When you do decide where you will visit ask someone in the town about the place.  "The largest fuzzball in America" might sound like fun, but it may just be a ball of fuzz under glass on someone's porch!
• Most of all, plan time for yourself to rest, relax and enjoy some time to yourself!

Shut Up And LISTEN!

OK, I know this is hard for a storyteller or any performer.  You are going to read this and say that you already do this.  Yes, I know, you are a marketing genius.

So, why are you not getting the gigs you want?

It may be because you TALK TOO MUCH!

I taught Professional Selling Skills in many venues all around the U.S. and even once in Canada.  The hardest part of the training was to get sales people to shut up and wait for answers.  In a situation where you are nervous your mouth goes into overdrive.  Here is my simple advice as you are asking for business.

Ask simple questions:  There are two kinds of questions, the closed ended question and the open ended question:  Closed ended - "May I confirm the date for you?"  It requires a simple answer.  Too many times we use this type of question trying to get information.  This is the question you ASK AND SHUT UP! Let the other person think and answer.

Open ended questions are to get information.  "Tell me how my program fits your need."  Open ended and  looking for information.  Again, ASK AND SHUT UP.  Let them think and answer.

Ask for business:  When I am getting to the "close" I try to say something like, "I have my calendar in front of me now.  Would you like to look at dates?"  This is a soft close.  I am asking for the business by looking at their calendar.  This is a simple closed ended question.  THEN SHUT UP!!!

Answer objections:  Often you might hear a question that can close you down.  "I am not sure scary stories are appropriate for cardiac patients."  Your reply is to clarify and keep the dialogue open.  "I understand.  Scary stories for cardiac patients may be an issue.  I also have a lovely healing stories program that is encouraging, empowering and more appropriate.  Does that fit your need better?"  Again, ask and SHUT UP!



Side note:  if you are in the mood, here is a little something I wrote a few years back to take you down to the hills:  http://www.mountainstories.net/2008/12/sunrise.html




 Stephen Hollen is an award winning storyteller, humorist and Mark Twain Impersonator living in Beavercreek, Ohio.  He performs and tells stories in Ohio, Kentucky, Indiana, Tennessee, West Virginia, Michigan and throughout the USA.