For the last week, Trevor and I have been taking our girls to see a travelling circus, a strong lady, a world record holding jugglers, and a bunch of comedians. All of these performers have been part of the Victoria International Buskers’ Festival.
On a number of stages spread throughout the city, these performers attracted massive audiences who roared with approval and entertainment for 55 minutes.
And then, in the final 5 minutes, right before their much-anticipated grand finale, each busker would make a very pointed announcement. “We aren’t paid to be here… we’re paid only by our audiences. This (believe it or not) is our job. If we’ve brought you some enjoyment we ask that you come up after the show and give us what you think we’re worth.”
It was amazing how the audience fell silent as soon as money was mentioned. People don’t like talking money. But it was also amazing how a flood of people (who had every opportunity to simply continue on down the street without giving up a cent) came up to the performers to drop $5, $10 and $20 into their hat.
I hate talking about money. I’ll put-off phone calls to remind parents of overdue fees simply because I feel unconfortable discussing money. But yet, here these performers were shouting from the rooftops (literally!) “Pay me… I’m worth it.” without a hint of apology. There was something to be learned here…
What Piano Teachers Can Learn From Street Performers
We are in this profession because we love music… not necessarily because we love running our own business. But the Strong Lady and the Fire Dancers and the Soccer Ball Juggler… all of these professional performers… taught me some really valuable “talking money” lessons from which piano teachers can learn a lot!
1) Rapport goes a long way. These performers spent every single minute of their entire show building and nurturing a relationship with their audience. They were likeable people. You got to know them quickly. You were made to feel as though you had a connection with them.
So, as a piano teacher… focus on building a strong rapport with your clientelle. We’ve blogged a lot about building relationships within your studio. Putting a concentrated effort into building strong connections does wonders.
2) Confidence in your own worth is contagious. These performers unabashedly stated “You know you just had a great time. We’re worth your money.” And it was said without apology. This confidence truly made you believe that they were worth your money. It would have been difficult to walk away from them without feeling guilty.
So, as a piano teacher… be confident in your offerings. Deliver quality lessons in a professional way and be 100% confident in your abilities. This mindset will really help to guide your business decisions and the way you deal with your clients.
3) Charge What You’re Worth. Not only did these performers ask for money but they also specified what they thought their show was worth. There was no “Donations would be great if you can, thank you.” It was “Ladies and Gentlemen I think that my show is worth $10 or even $20 for an hour’s worth of entertainment you couldn’t see anywhere else”. And you know what? They got a LOT of 20’s. Why? Because they asked for it.
So, as a piano teacher… charge what you’re worth. If you don’t ask for what you’re worth you won’t get it. Learning to ask without apology is the most difficult part. These street performers did their “money spiel” 4 times a day every day. They had a lot of practice. They also had a lot of success.
I walked away from that festival having been more than just entertained… I had been educated. If Piano Teachers could adopt this “street performer” mindset, I think a lot of our money woes would disappear. And while I’m not about to start swallowing fire… I am going to start losing my inhibitions about talking money.
Barbara says
Great lessons for us all. Thanks for the reminder…especially now as I send out the notice that fees are “changing” (ok, INCREASING) in September. We all know how much time we put in outside of those 30-min. lessons. We just need to find gentle ways to educate the public about the worth of music and its educators.
Mary Aalgaard says
A wise person once said, “If you’re afraid of making money, you’re in the wrong business.” And, yes, great advice. Believe in your worth and ask for it!
Marilyn Brennan says
Wow, what a great lesson for me. Just when I need it with school starting up soon. You’re “firing” me up!
Cathryn Morris says
Great post. This year I introduced a termly administration fee on top of the lesson fees. It is detailed on my website: The administration fee covers administration costs, materials and time associated with the studio; researching new materials, designing new tools for study, invoicing, banking, phone calls, emails, printing, subscriptions, incentive programme costs and professional development.
Now I feel that I am paid for all those extra hours and costs that I spend and consequently spend more energy than ever before developing my teaching. I did lose students when it was introduced but now my studio is full again with committed and appreciative students who don’t take me for granted any more!
Kathleen says
My lessons are taught weekly, on a month-to-month basis. I do a lot of additional “behind the scenes” work for my students and have never charged an admin. fee in 20 years. After reading your article I am considering doing it at the beginning of each calendar year. My lessons are 1-hr. $50. Any ideas what to charge?
Andrea says
Hi Kathleen – this really varies from teacher to teacher. Some charge $20 some charge up to $100. I suppose you’d need to take a look at what you think it is going to cover. Personally I count my “admin” work as just part of teaching – and so my lesson fees are inclusive of what I need to do to be able to teach. My fee is a “registration and materials fee” – it covers some recital costs, printing costs for supplementary etc. But not necessarily the time I spend planning lessons, emailing etc.
Kathleen says
Thanks Andrea. I provide my students with books but they reimburse me. I print up supplementary materials with my own copy machine but my accountant puts in the cost of ink cartridges as a write-off. When recital time comes I then add in a separate line item on June’s bill to help offset the costs associated with it. So, I think not having one is best. I appreciate your helping me to clarify it!
Noel says
Even though this was written a few years ago, I just found it and it totally affirmed my worth as a piano teacher. Out of all my recent inquiries (and of course, they ask for rates upfront), only one felt my rates were too high, but I felt grateful that the ones that turned into clients know the value of music lessons and the amount of effort we put into what we do, and confident to stand by the fact that we may not be cheap but what parents invest is worth it. Thanks again for a great teaching resource!