Upload & Sell: On
| p.2 #6 · Share the top 3 ways to promote your business |
Ian Ivey wrote:
Jim wrote: I did my first bridal show in August. I booked 7 weddings from that show. I did my second show the first weekend in January. So far I've booked four weddings from it. Yes, I believe that bridal shows work. But they don't work for everyone. Some photographers I spoke with complained that they hardly ever book a wedding from a show.
Jim, any theories about what the dividing line is? I suspect pricing is a factor, plus of course sales ability. I'm wondering whether certain business approaches, and/or certain photographic styles, are better suited to bridal shows than others.
From what I can tell, those who have success at booking weddings from bridal shows have three things:
Powerful images that stand out from the crowd
I watched a husband and wife photography team a few booths down from me "work" the crowd at the show last August. He was out there talking to brides, while she stood like a tree in the back of the booth, rarely ever talking to anyone. He later complained to me that "they never book weddings from a show". I wanted to tell him that his wife (and his lack luster images) might be the problem.
I also spoke with another husband and wife team who said that they routinely book 7-10 weddings from each show. They are both outgoing, friendly people, their photos are good but nothing that really stands out, but she follows up with all the brides they chat with.
As for me, I never do any kind of follow up. Too lazy I suppose. However I do have powerful images, a rather unique booth and my warm, enchanting smile. Ok, maybe that's stretching it a bit, but my secret weapon is that I have a former bride who works my booth with me. She's the best sales person ever. She starts right out by telling potential clients that "I'm one of Jim's former brides and I don't work for him". I think that goes a long way with clients.