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Ten
Steps to a Successful Bridal Show
by
Crystal Narramore, CBA
Did you know that over 2.4 million people
get married each year? The average reception seats 300 people for
dinner at an average cost of $18,000! Are you getting your share
of this lucrative market? You can't afford not to!
Bridal Shows are a great way to promote your
business in the wedding industry. It gives you the best exposure
to brides who are in the process of planning a wedding. Here are
some tried and true tips to truly successful bridal shows!
It's important to check out several bridal
shows in your area before making a decision. Shows will vary in
price and size. The price to exhibit is usually determined by the
amount of advertising the promoter is planning. Shows that are more
widely advertised have greater attendance. It's important to remember
that you can only speak to a limited number of brides in the allotted
time of the show. The best leads will come from brides you speak
to directly. So sometimes a smaller, less expensive show might give
you the best value for your dollar. Only exhibit at shows in cities
or regions that you are willing to return to for decorating. Bridal
shows are primarily attended by brides that live in the region in
which the show is held.
Arrive early and allow yourself plenty of time to setup. Keep your
booth simple and uncluttered. Save elaborate examples of your work
for your portfolio. Consider neutral colors like gold and white.
It's easier for the bride to picture your work in their color scheme
if neutral colors are used. Prominently feature your show special
on an easel. Take extra balloons and invoices in case another company
exhibiting at the show asks for balloons for their booth. Always
charge for your last minute services.
Walk the show and introduce yourself to the other vendors. If a
fashion show is scheduled, the bridal show may be slower during
this time. Use it to your advantage and make contact with the other
exhibitors. Pass out your business cards and collect the cards of
other vendors for your files. It's likely that once you've been
seen at a couple different shows, the vendors will begin to refer
you to their customers. Some of the best referrals will come from
other vendors.
The most important part of a bridal show is to make personal contact
with each bride that stops at your booth. Handing out flyers is
not enough. Be prepared to speak with as many brides as possible
and make the most of the few minutes she is willing to spend in
your booth.
The typical response to "May I help you?" is "No,
I'm just looking." Don't set yourself up for a negative response.
Instead your question should be, "Are you planning a wedding?"
The bride will enthusiastically answer, "Yes!" and you
have broken the ice to explain about your show special in detail.
Don't try to book a decorating job for the wedding during the bridal
show. There are too many distractions for a bride to make a commitment
at the show. Instead, simply book an appointment for a free consultation
at a later date. You can download a Free Wedding Consultation Booking
Form here. Since the consultation
is free, brides are more likely to take you up on the offer. Remind
her she'll gain great new decorating ideas and there is no obligation.
It is important for the bride to trust you and not feel pressured.
Call the bride to confirm the free consultation a couple days prior
to the appointment. This will encourage the bride to be on time
for the appointment . It also reflects to the bride that you're
reliable and efficient.
Use key items that the bride will suggest to customize her event.
She'll always have a specific color planned for the wedding and
reception. Encourage her to choose a theme such as hearts, doves,
cherubs or other wedding related themes. I've decorated weddings
with very different themes such as Barbie doll centerpieces, Tweety
and Sylvester on the dance floor and Goofy and Donald Duck at the
head table. These were not the traditional themes, but made the
event very unique and customized to the bride and groom.
Think of a proposal as a communication tool. It is important you
are detailed and thorough. Writing and presenting the proposal on
site at the consultation, gives you a chance to overcome objections
the bride may have face to face.
You've invested a lot of work into the bridal show and meeting this
bride. This is your chance to close the sale. Make it good! This
is the most important day of her life, so when you describe the
decor for the event, get excited! Stand up, add energy and excitement.
Paint a vivid word picture about how beautiful her decor will be.
Bridal shows are an investment of time and
money. But after applying these simple steps, I found bridal show
to be the best value for my advertising dollar! For more marketing
and business ideas, check out our Balloon Info
Center!
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