A venue exists to serve.
A venue serves those that want to connect with others like them and do things that others like them do.
Musicians exist to "serve" those served by the venue.
Therefore, for a musician to become a more valued business partner to the venue, they must find ways to create value.
For you to create value, you must be able to see - empathize - with the venue and their patrons. Here are some tactics you can use.
Regularly show up and meet people who patron the venue you intend to approach.
Connect with patrons and learn their musical and non-musical interests.
Know when the bar picks up and clears out.
Learn the music people request over and over again from the jukebox.
Identify the regulars.
Identify new people and learn how often new people show up.
If you've done your research well, you will know the type of people that show up, their interests, their values, their needs, when they show, who they bring with them, and how they see the world. You can easily place yourself in their shoes. Then, because you can see them, you have earned the right to be an answer.
Be an Answer
Approach the venue and offer your services.
"For those that believe (insert the "values and beliefs" of the patrons), and value (insert "patron's musical interests"), I provide a service as a (your act here).
By engaging with me, you can expect I'll connect with your customers by performing (add the "type of music" you'll perform), which caters to their interests.
I already know many of your regulars, and I know people like them would appreciate music like this. Would you consider a two-hour set, no cost to you, and if things go well, would you be willing to talk about a regular opportunity?"
I know the above is a bit lengthy. You can shorten it and adjust it for your voice. Your goal is to demonstrate empathy with the target audience and show the venue owner that their tribe likes people like you, and therefore, you're safe.
If it doesn't work, don't sweat. It means that the venue may not be for someone like you. If that's the case, move on. Find others like you. Serve them.
