The Secret to Bridal Show Success By California Bridal Shows

California Bridal Shows

2017

The Secrets To Bridal Show Success

Reaching The Bride Has Never Been More Difficult Every year the challenge of reaching wedding couples becomes greater. Web pages, planning apps, wedding magazines, emails and postal mailing pieces all compete for the attention of the bride-to-be. The most recent survey of engaged couples by The American Wedding Study reveales some interesting and useful information.

Average Wedding Cost: $31,213 Average Wedding Dress: $1357 Most Popular Month To Get Engaged: December Average Engagement Time: 14 months Average time spent each day planning a wedding: 5.8 hours

Since 2008, Bridal Shows have enjoyed an average of 22% growth each year because brides realize it's the only way to meet a variety of wedding professionals in one day.

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Reaching The Bride

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02 The Bride-to-be

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Service Provider Facts

Bridal Show Tips

Bridal Show Leads

The Presentation

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Every wedding professional is looking for a way to book more business. For many, it becomes the primary focus of their day. Often times, wedding professionals receive emails and solicitations from promotional companies with promises of a giant return for a small advertising investment. But as everybody knows, if it sounds too good to be true, it usually is.

The wonderful thing about a bridal show, is that they are far and away the fastest way to generate  a return on your investment. A show you exhibit at on Sunday, can produce income on Monday.

No other form of advertising offers you direct face-to-face contact with your prospects. Most wedding professionals see more prospects at a bridal show in one day, than they see in their business in one year. Bridal Magazines, websites, associations and referral clubs are an additional resources, but they pale in comparison when compared to bridal show prospects.

The truth is, wedding websites and magazines don't provide a single "face to face opportunity," they simply list your services along with many of your competitors hoping that some of the brides respond.

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50% of a bride-to-be’s time is spent thinking about their wedding.

96% of brides search the internet for wedding services Less then 11% actually book wedding services online.

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The Average Bride Uses 14 Wedding Professionals

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98% of the brides personally know EVERY service provider at their wedding 94% of brides meet face-to-face with every service they select

The Dream Every bride wants to be a princess and every groom is a knight in shining armor. As a wedding professional, the only way you can make a brides dream come true is to spend time with her to discover her needs, her wants and her dreams. Only then can you make her dreams come true.

Bridal Shows are the most effective way to book visits with the bride

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Bridal Show Tips • • • • • • •

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Always sell the visit before you sell the product. Don’t get bogged down in details, there will be time for that when you meet with the prospect one-on-one.

Ask every prospect for an opportunity to visit with them one-on-one. If it can’t be face-to-face, at least set up a time to Skype or talk on the phone.

Use the show as an opportunity to book visits with the people you meet. That’s where 98% of the show benefit comes from.

Do not spend 30 minutes talking to one prospect while you let fifty others pass your booth.

Train every staff member in your booth in advance so that everyone understands the importance of asking for visits and how to execute your strategy successfully.

Bring an appointment book and offer incentives for couples to book visits with you.

Eat before the show opens. You have 4-5 hours to generate a years worth of business. Be prepared.

Give every couple that books the visit, a confirmation receipt that indicates the time and location of the visit, as well as all of the contact information Follow up after the show by confirming visits via text not phone. (ESSText.com) Make your booth display simple. The general rule is: A prospect must instantly know what you do when they see your booth. To much clutter confuses them. If they are confused, they won't visit your display.

Show Day Plan your work and work your plan! At the bridal show, you will have a very limited time to meet each couple. It’s time to greet the prospect, ask for an opportunity to visit when there’s more time to talk and then send them on their way! Don’t get bogged down with any one person or you will miss your opportunity to meet them all!

© OLIVIA WOMACK

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Each bridal show produces three types of leads.

Knowing who to pursue and who to follow up with later will save you valuable time.

Ask every couple for a chance to meet one-on-one. Even if 95% say no, you still leave the average bridal show with 20-25 visits set!

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Prospects you meet at the show who don’t want to schedule a visit are still great prospects. Register each person that visits your booth for a drawing or give-away and text them within a few days of the show!

Maybe

Most show producers provide some version of a follow-up list after the show.

Delete the people you've met in your booth and follow up with the rest after you work through your first two lists.

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The formula is simple.

More visits = More presentations More presentations = More sales More sales = More money Bridal Shows are the fastest way to book More visits

4 Steps To The Perfect Presentation 1) Face-to-face interaction at the show leads to presentations to the prospect. 2) The perfect presentation doesn't "Sell" the product, but creates desire, so that the prospect wants the product.

3) People buy what they want, not what they need. 4) Focus on making the couples dream come true!

74% of wedding professionals close the sale during the first presentation.

Source - How To Double Your Wedding Business By Chris Evans -

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"I’ve generated more sales from one show than the wedding websites brought me in a year."

Darryl Brylant - LA, Ca

"I spent three years doing bridal shows with little to show for it. Once I started working them correctly, I started booking 12-14 weddings per show"

Jamie Timmons - Ventura, Ca

"Booking visits at the show helped me triple my business."

Darlene Bonner - Miami, Fl

"The very first time I focussed on booking visits at the show, I booked 65 brides for face-to-face consultations"

Chris Moore - Aurora, Co

"Bridal shows have been the backbone of my business. I did a show in Pensacola, Florida and generated 74 visits from 107 brides at the show"

Larry Green - Destin, Fl

"My boss refused to budget for shows for years. Then we tried our first show and generated 11 sales. Now, we do every show we can."

Lisa Ray - Chicago, Il

Statistics used in this literature were derived from the following sources: U.S. Census Bureau, American Wedding Study, Evans Sales Solutions Bridal Survey National Wedding Registry Copyright 2015 - All Rights Reserved.

This publication can not be reproduced in any way without the written permission of Evans Sales Solutions

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