Okay, guys. Here comes yet another "I'm planning for my first bridal show" post!

My first show is on the 27th and 28th. It's *relatively* small (it's smaller than "THE" Seattle show, but it should still attract a big crowd, from what I can gather). I've never even helped another photographer with their booth at a show, nor did I attend any shows when I was a bride just a few years ago. I did most of my decorating myself and bought my dress on eBay - the only thing I cared about spending money on was the photography, of course! So I have no clue at all what this will be like.

I've enlisted the help of two of my former brides who are also good friends - they'll be my assistants, one on each day - so at least I have somebody to chime in with a personal testimonial on the spot if needed. Actually, I asked them to come along to watch the booth in case I have to run to the bathroom, but they'll still come in handy for testimonials. Ha ha.

So here's what I've planned for my booth. I really need input! Am I going to have a lame, boring booth that will not create any buzz? Tell me now while I still have time to fix it, please!!

-I've rented a pipe and drape system in ivory so I at least don't have a hideous booth. I'm going to deck it out with some green drapings. In the center of my wall, I'll have an enlargement framed (16 x 20 in a big, black frame).

-I'll have my table pushed all the way to the back. On it, I'll have my slideshow playing, full-screen, on a flatscreen TV monitor.

-I'll have my two Pictobooks sample albums out for people to flip through.

-I have a couple of give-aways, drawings for people who book *appointments* with me that day. I don't expect to make any actual bookings at the show, since I hear brides rarely book at shows. One is dinner for two at a very nice local restaurant. The other is a knitting gift basket, since knitting is all the rage right now. My sister hand-dyes yarn, so she's providing me with almost everything for that.

Soooo.... You can see that I'm missing a few things, most notably some kind of handout. People really seem to love my business cards, and I'll have those there for folks to take, but that's not a very, er, competitive handout, I guess you could say. I mean, I probably need something a little bigger.

I don't have an enormous budget, so as much as I'd love to do something like the DVD another gal on OSP is handing out, I won't be able to afford a project that large. I might have to go with a brochure, but I don't want to get lost in the sack of stuff and lose the opportunity to make a big impression.

So, what have you given out at bridal shows that's worked for you? Have you found brochures and a nice business card to be effective enough, or do I need to find something more creative? Also, what should I beware of and do I need to change anything about my booth plans?

Thanks for any input you can give! My husband and I are putting so much money into by business this coming year, and I am so intimidated - I'm really freaked out about the show and I don't want it to be a waste of my poor hubby's commission checks!

If you make a good impression (and have competitive prices), they will remember you. If you don't, a fancy brochure won't help. Don't try to sell them at the show. Just get confirmed appointments.

Thanks, jkantor! That's what I've been suspecting. I guess I'm just concerned that I will not be making enough of a first impression. How "visual" do I need to get to make an impression on brides at a show? From what I understand, there's an awful lot of cruising quickly through aisles and they only typically stop at a booth that really "sucks them in."

Any advice on how to suck them in?

Not to toot my own horn, but I have a really fun, engaging personality (in person, anyway...I have no idea how I come across online!) and I am very good at making people feel welcome and at ease when they talk to me. I think that will go in my favor as far as "first impressions" go - but it's getting them to come in and talk to me I'm concerned with!

Maybe I'm being too nervous for nothing, and I should just relax and enjoy my January.

Make sure you have a booth they have to walk into - rather than one with you standing behind a table.

Other than that, just go up and talk to them.

Indeed - Talk to as many people as you can. Be friendly, outgoing, and charming.

Hi Libbie.

I'm doing my first show this Sunday.

Set an objective for the show. Mine is to build awareness and consideration for my services among local brides. Sure, I would love to book some brides, but I'm not trying to make a quota, I want to build relationships.

Here's my setup:

2- 36 x 24 photos printed on canvas and framed in high end Roma frames. One is color, One is Black and White. Both will be sitting in some great looking easels.

On the table I'll be setting up three areas.

1. Sample albums - 1 8x8 and 1 10x10
2. Slideshow running on a my laptop and a 19" monitor
3. A small grouping of framed photos, mostly 4x6s with a single 8x10

I'll also have a high end bouquet sitting in a nice vase with some blue glass rocks.

I'm going to be handing out two things. For the brides that just stop by and want a price list, I have a single sheet printed on expensive linen paper and my business card.

For the brides that I engage in coversation, I've written a nice letter (again on expensive linen paper) and price list sealed in a matching envelope and stamped with "For the bride and groom" Here's a link to it: http://www.seanazul.net/files/SeanAzulPackages2007.pdf

I'm also bringing my camera so I can go around to meet other vendors, take their picture, and then email them with a slideshow from the event.

Tip: Bring a bottle of water and a some mints.

Remember that you are selling yourself. I am positioning myself as Nordstrom, while the less expensive photographers are Walmart.

Look for a post on Monday and I'll show you everything and tell you how it went.

Sean

some things you won't think about right away...

Keep a couple beverages handy. You'll talk yourself hoars by the end of the day. I usaually keep a few herbal cough drops and vitamin C drops in my jacket pocket and pop one every 30 minutes or so. The vitamin c helps with your immune system (Zicam or Airborne also have helped) since you'll be shaking hands with and chatting with all sorts of germ carriers... er... um brides. Tis the season for colds!

If you haven't ordered electricity for your booth, don't worry about lights... but I learned last year to always make sure I have electricity, and to take clamp lights or such along to light up the display images. (Thanks Swan for helping out last year!)

Most of all, be friendly and be yourself. Meet new prospects and meet other vendors. Sometimes, talking with the other vendors is more fun than talking with the brides.

Wow - thank you everybody for the advice! Sean, I especially like your letter and the differing handouts ideas. I'll give that some thought and maybe make my own version of that idea.

Clamp lights - great idea! I need to find some of those. I do definitely have electricity in my booth, thankfully. And I put together a nice bouquet made from some very real-looking silk florals the other day.

My print is black and white - I'm now considering having a color one done as well. We'll see!

Thanks again, everybody. I'll really look forward to hearing about Sean's experience on Monday!

-Libbie

Libbie,

My last bridal show was the first time that I did chocolates in the booth to draw in the brides. I just put nice bowls that matched my branding with Lindt and Dove truffle chocolates in them. It was a great way to get the brides to stop and watch the slideshow. One thing that I have noticed about the slideshow is that they rarely stand there for more than a few images, so you may want to add one more large print and a few small prints in unusual frames.

I had stopped collecting names a couple bridal shows ago, but am planning on doing it again. One of my grooms is a marketing consultant and he said that asking brides to sign up for a newsletter would keep my information fresh and give me another opportunity to impress. Then, I can send out a fun one page HTML newsletter to the brides that are interested instead of spamming 500 brides from the bridal show list.

Good luck!

regina

I think bridal shows drag your brand down to be common with the other photogs in the show. The shows are a zoo. The brides hate them, but they go. I've vowed never to go again, and so far--it's been much better!

This seems to be a hot topic lately. I did two shows last year, and defiantly learned from the experience. This year I have three shows between now, and Jan 21st. I'm going to set up in Spokane tomorrow. I have been planning for almost a year, and I feel pretty good about it. I'll be doing a show on PPS devoted to this, and I also plan on taking video, and pics of the setups I'm using at these shows.

Just a quick tip from that I'm doing fro my prices brochures. Lat year I had 4x6 prints that people could take, and they had my name on the front. They really liked them because it was a photo idea they could take with them. What I also found is that simplicity is good.

SO this year I'm going to have postcards. Thay can take one, or a few because they like the pic, but the easy part is that the back of the postcard is my price list. No glam, or long sales pitches on my brochure (postcard) just a nice photo on the front, and a price list on the back with my #, and my site. By the way you can make postcards in ps, and have them printed really cheap at overnightprints.com

Anyway that's my first little secret of 2007 shows. We'll see how it works..








Swan I see where your coming from, and I think it great if you can do it. But bridal shows do help get those bookings until lots of referrals start coming in.

Lots of referrals aren't required--good ones are. If you do a kick-ass job at your wedding and run the slideshow at the reception, you won't need much more to get your next gig. I know it sounds too easy, but if you're priced right and you do good work/service, it's all it takes.

Well, after reading all the marketing books that I got today (the ones on BRady's list) I've decided to go all out at this years bridal fair. I've never been to one as a vendor but I go every year to check out the competition.

I am not handing out prices. I am handing out information about me and the work I do. I'm having nice 5x7 cards made up with my info on them from Millers Lab to hand out and some fun and yummy goodies in pretty bags for the brides. My logo will be EVERYWHERE!

I'm having a 30x40 print made of my favorite picture to hang in the back of my booth, and two 20x24 to go on either side of the big one. I'll have a slideshow running, my albums out, and me. What more could you ask for???

Flowers are a good idea Sean!!!

It depends on where you are. Around here, bridal shows are the number one way of booking weddings - and the brides seem to be orgasmic over them.

And photographers around here are commodities - referrals don't count for near as much as price.

I've never done a bridal show, but I've done TONS of tradeshows in the past.

We almost always have some sort of sign-up/drawing. It almost doesn't matter what you are giving away, people stop to fill it out. add a fun slideshow or something else that will keep people around for a bit and this creates a crowd, and a crowd creates it's own energy.
Nice chocolates or candy is also nice to give away. It brings people over. If you are relying on your personality to make the impression, you want to talk to as many people as possible. If they don't get to your booth, but choose the flashier booth across the aisle, then you don't have the chance to make your impression.
If you're talking to someone and they don't seem like they are that interested, let them go. Spend your quality time with good prospects.
Make sure they have something in their hands to take away with them. Shows are overwhelming, and most people don't remember most of the things that they have seen. That said, most trade-show flyers end up in the trash right outside the front doors, so back to the drawing/sign-up, you can get their email addy's here which would be good to contact later.

Good luck!!
Let us know how it goes.

My experience is that most brides can't even remember who they talked to that they liked after they leave. The shows in our area are so crowded that it is really overwhelming for them. Every year we go to at least one show just to check out what is out there. We really only check out the photographers, and I still have a hard time remembering who is who after we leave.

If you hand out something that is different and catches their attention, they are more likely to notice it when they sort through the huge bag of stuff they take home. For our last bridal show we did a square handout, since most people were just giving out a regular brochure or piece of paper. Adam designed a 5x5 (I think that was the size) card with a couple of photos and our contact info on it. We ordered it on metallic paper, which caught a lot of attention because it is different. Then we got a thick cardstock and had it cut a little bigger than the photos. On the back of this we printed our packages. Then we hole punched it and tied the photo and card together with a nice ribbon. It stood out in size, shape and texture when thrown in with a bunch of stuff.

Hey Libbie,

I've done small targeted shows before--they are way better than the blow out huge shows IMHO. But here is my advice for the brochure: they just want to see clear pricing. Don't hide your pricing. That is what brides to be want at a show. They can go to a website to get vague info and see your best work. I always print out 50-100 8.5x11 pricing sheets on pretty paper to hand out. Plus, I don't hand them out to everyone, nor do I have them sitting on my table. Once I make a connection with someone, or of course if they ask, then I give them my pricing.

I have not made any bookings at a show, but I've always made bookings from a show--sometimes the same night by e-mail if the date is hot.

Just be yourself and show all your stuff. They want to see albums. I also set up my imac on a loop of slideshows set to music that I make just for shows. It definitely draws folks in (and the imac makes a great conversation peice since most folks use PC--the clarity on the 23" screen is amazing!)--I incorporate engagements with weddings in a 5 minute loop. Also--contact a local florist and see if she will give you some flowers for your booth in exchange for giving out her cards. I have that relationship with a local floral designer.

Finally, if you haven't already, get a copy of Bambi Cantrell's book The Art of Wedding Photography (not the new digital art one--the old black and white one). She has an entire chapter dedicated to shows--not to mention that the rest of the book is amazing too.

Have fun!!

Geneve

Okay, this has turned into an awesome thread! I've gotten so many good ideas. I wanted to thank and address everybody who has responded so far, so please bear with me... I know I'm long-winded.

Regina - great idea with the chocolates! I'll give that a try. I know chocolate would lure ME in! Thanks for the tips on the slideshow viewing, too. I'll invest in another enlargement and some smaller prints and frames. I just ordered two new sample albums from PictoBooks and they should be here soon.

Swan - in theory, I agree with you and I don't plan on doing bridal shows my entire life. However, 2006 was my first year shooting weddings and for a lot of that time I was a second shooter and not really in a position to get a good WOM train going. The weddings I did on my own the couples and their families really seemed to genuinely be pleased with, but a small handfull of weddings isn't going to get the ball rolling like I need for 2007, either. So, after much deliberating, I decided that it would probably be a good idea to do this show just to get my name out to more brides. The truth is that right now I am not any better than the other photographers who will be at the show, and even though I'm a big fan of the "start as you mean to go on" mindset and I WANT to be marketing myself to the types who will pay $10,000 for their wedding photography, I need more experience under my belt and more "wowed" clients to get to that point. It's so difficult starting out! *sigh*

Besides, all the referrals I've had so far have been from other vendors, so I'm really looking at the show as a great opportunity to meet more local vendors and start networking with them. They're all in one place, and it'll be so convenient that way, ha ha. My hope is that I can make my booth a little sanctuary of non-craziness and fun and friendliness, so the brides will all want to book me just because it's not a zoo at Libbie's place. Also: Chocolate.

I also agree with you that it's really smoking hot referrals that get you jobs, not quantity - and that all that's required is the emotional impact of a slideshow at the reception to imprint you in people's memories. I'd really love to learn more about how to successfully run a slideshow. I'll have to dig up old threads and figure it out. It's something I definitely plan on doing at all my weddings from now on. The uncle of the bride at one of my summer weddings took photos of the day's proceedings with a little point-and-shoot digital and put a slideshow up at her reception as a surprise - WOW. Even I was moved, and the little gears started turning in my head and dollar signs started shooting out of my eyes. I've been trying to figure out what I need to do it since then!!

Gavin - great idea on the postcards! I ordered some cute appointment cards from OvernightPrints yesterday and I thought about the postcard idea. I might have to do that today. Good luck in Spokane tomorrow! Sheesh - you're doing a ton of shows - I hope it pays off well for you. Since you're doing Spokane, maybe you're doing Lynnwood/Everett on the 27th/28th? If so, let's meet up and say hi!

Colleen - I like the "information about me and the work I do" idea. I might take that approach. I am getting together tomorrow with several girls to talk about what they would be looking for at a wedding expo so I can tailor my info to fit what my "focus group" says. I have a feeling they'll be more interested in the photos and the person than in the prices - at least early on in their wedding planning. I don't have a logo, but I have an unusual name, so I'm kind of banking on its memorability - like with Bambi Cantrell and Bootsy Holler, right? And it will be plastered on everything, too! There's so much to get done. And so many marketing books to read.

jkantor - Where are you located? I'm such a newbie here, I don't know. I couldn't find that info on your web site, either. Also, did you know that the Bridal Salons and Photo/Video links on your site are reversed? Oops! Anyway - I'm hoping that the Seattle market is a split between viewing photographers as commodities and viewing them as priceless necessities. How they're viewed here seems to vary depending on which photographer I ask. I really have no idea right now.

stina.tei - Thanks. I am hoping that my nice drawings will really bring folks in. I know how huge a hobby knitting is - it seems like I'm the only woman under 40 who doesn't knit! My sister is an in-demand dyer and her yarn colorways are hard to get, so hopefully that will get the brides talking about my booth. Plus, the dinner for two at a fancy restaurant - who wouldn't love that? (I'm doing portraits of the head chef's new baby in exchange for that...it's pricey!) I am relying mostly on my personality, so I'll be less windy than I am here (ha ha) and take your advice to only really chat up people who seem very interested. Save my breath!

Lynn - wow, great idea about making the handouts stick out. I really need to give this some serious thought. I'll see what I can come up with. I've heard that the shows are overwhelming, but the one I'm doing isn't quite as huge as some others in this market. Hopefully that will give me some advantage!

Geneve - thank you for the wonderful advice! I'm afraid I don't know what targeted shows are - but I'll figure it out and look into doing some. I like the idea of only giving out the price sheet to folks who seem really interested in me - then it seems like they're getting the favorable inside info to them, I'm sure. I'm definitely not expecting to make any bookings at a show - I'm not even going to push bookings, but I am going to mention appointments to everybody who seems interested. And I do have a florist friend who would probably be thrilled to get some arrangements into the show. I'll talk to her today! I have been going through Bambi's book, too - and while I sadly don't have the budget this time around to make a knockout booth like hers, I am trying to incorporate her other tips and tricks as much as possible!

Well, thank you everybody SO MUCH for all the excellent advice. I feel so much better prepared now. OSP rocks!

LOL.

Libbie, you'll do fine.

I am so greatful for this thread. It answered alot of questions for me. Although I don't have a large flat panel Monitor I do have a Large 17" screen display on our laptop. Do you think this will be ok? THis is my first show too and funds are limited for me.

Candice - I'm renting my flatscreen monitor (it's just a flatscreen TV, which I'm hooking up to my laptop's AV output). The rental is only $15 per day so it's really affordable. Call around to local rental places and see what you can find!

I think a laptop is OK, but a larger screen will make your photos more visible, and IMO a monitor on its own, either TV or computer, is classier-looking than an open laptop.

Who do you rent it from? I am not sure where to find one.

Candice

I rented it from a local rental place - a "Rent All" type of thing where they have all kinds of weird items for rent.

Your best bet is probably to google for local rental businesses and call to ask whether they rent TV screens.

And ask them their wedding date right up front. No need to waste either of each other's time if you aren't availalbe.

I'd also suggest you put one of the exact picture you have on display on your brochure. Some of us are visual people so with all the other "stuff" that they get, when they pull out your brochure they'll associate it with "oh this is from the cool photographer I met who is just awesome. I remember her ..."

Good luck!