Bridal Show!
Weddings the Bridal Show in Nashville is coming up on July 12, 2009 at the Nashville Convention Center. If weddings make up a large part of your business and you are not yet a part of this show…why?
Where else can you have a captive, qualified audience?
Where else can you be face to face with the brides and grooms so that you can answer immediate questions?
Brides want to do business with people they like or connect with. Show her you are that person!
Dollar for dollar, minute for minute, bridal shows are the best use of your marketing time and budget.
When preparing for the show – be sure to GOAL SET! Determine how many bookings you need in order for the show to be a success – this will give you the mindset to succeed. 90% of those who set goals and write them down – achieve them!
7 WAYS TO GET MORE BOOKINGS
- INVITE PROSPECTS TO THE SHOW.
-The Center for Exhibition Industry Research has shown that companies that use pre-show promotion have a 50% higher close rate than those who don’t promote pre-show.
-Invite them directly and be personal! Give them an incentive or special gift for coming to the show and visiting your booth. Added bonus – this will make your booth busier and more attractive!
-Brides are comfortable in a neutral environment like a bridal show – close them there!
2. PROJECT A PROFESSIONAL IMAGE
-Your largest sign should say who you are and what you do. Don’t make them wonder if you are a wedding planner or a florist!
-You have 6 seconds or less to catch the bride’s attention! Have some sort of motion in your booth – games, activities or video.
-The heart of your booth is your staff. Train everyone who works in your booth on your products and services. Make sure your staff knows what you expect from them.
- Size does matter. A double booth gives you a little more time to catch the bride’s attention and gives an impression of success. Show attendees are three times more likely to remember a double booth.
-Buy a show program ad. this will reinforce your company to the bride.
3. PLAY WELL WITH OTHERS
-Your booth is your space. Do not come out into the aisles to approach brides. If you see this happening, let show management know – we will take care of it.
-Network with other professionals! Every show is a success if you gain networking relationships and referrals.
-Allow other exhibitors to conduct business before you approach them. If the show is too busy, take a card and call them after the show.
-Is your booth too loud? If you’re not sure – ask your neighbors!
4. GIVE THE BRIDES A REASON TO BUY!
-Bring your appointment calendar.
-Offer show specials. Avoid using the percent off discount – instead offer a FREE or BONUS offer – this carries more value.
5. ASK FOR THE ORDER!
-Qualify which brides you wil spend time with by asking questions such as, “When is your wedding date?”, “Have you already booked someone else?”, “Where are you getting married? Do they have an in house service?”, “What is your budget?”, or “Who is the decision maker?”.
If all of these questions let you know that this is your bride – ask her! “Is there any reason why we shouldn’t go ahead and book your date?”
6. DON”T LET THEM WALK AWAY EMPTY HANDED!
-Use your literature. Write a reminder on your brochure before you hand it to the bride.
-Give them a gift, coupon, or gift certificate. Make sure she remembers you!
7. FOLLOW UP!
-It takes seeing your name twelve times to make a lasting impression!
-Be in her mailbox and inbox. (Ask about our postcard offers.)
-Remember – every bride has her own timeline. You never know when she is ready to make her decision on which company to use, so stay in front of her. Use postcards, email, phone calls, refer her to your blog or Facebook page and be sure to make frequent updates.
If you would like more information about the show or need an exhibitor application, send us an email! We would love to talk to you!
