When people call you, you should have a phone script that you go by to increase your perceived value and give you better chances of being hired for the gig. Watch the video and take ideas to use in your phone script.
-use your schedule (real or fake) to create scarcity and the perception of being in demand
-future pacing: get them to see you performing at their event (assume you've already been hired)
-create a yes ladder
-do not place any dates on hold...get your contract signed and returned ASAP
The Charming Mentalist