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Some of what I have learned on attending bridal shows as a vendor
So you signed up to do a bridal show and
may be wondering, what now? Here are some tips and ideas of what
I learned as a Mary Kay Consultant. You need to have a
marketing plan, period.
A marketing plan can do wonders for your business! Just ask any successful active Mary Kay consultant! Seriously, Mary Kay was the master at setting goals and working her marketing plan and never straying from it. If your email box is full, your phone is ringing and you've got bookings on your calendar, then you have a head start. If not, get off your tush (speaking politely here) and take some ACTION!
Once you hand your business card to a new bride, that's just the beginning! Your material should grab her attention enough to pique her interest in you. However, it is up to you to make the sale, not the business card, they don't talk, not yet anyway. Emails and phone calls are good too, but at some point you need to have personal contact, up front exposure, face to face time, it's crucial. I personally make more customers with face to face time than any other way. So you think you don't have time for face to face or you don't know where to go? Just four hours on a Sunday....
A marketing plan can do wonders for your business! Just ask any successful active Mary Kay consultant! Seriously, Mary Kay was the master at setting goals and working her marketing plan and never straying from it. If your email box is full, your phone is ringing and you've got bookings on your calendar, then you have a head start. If not, get off your tush (speaking politely here) and take some ACTION!
Once you hand your business card to a new bride, that's just the beginning! Your material should grab her attention enough to pique her interest in you. However, it is up to you to make the sale, not the business card, they don't talk, not yet anyway. Emails and phone calls are good too, but at some point you need to have personal contact, up front exposure, face to face time, it's crucial. I personally make more customers with face to face time than any other way. So you think you don't have time for face to face or you don't know where to go? Just four hours on a Sunday....
That's where I come in....with exposure for
you through my bridal show! It's that valuable face to face
time. Below are a few things that I learned during my
previous experience on attending bridal shows as a Mary Kay
vendor.
-
Ask
the shows producer to give you access to some of their previous
exhibitors.
-
As
a bridal show producer, it is my job to bring the brides to
you.
-
However it is your job to book these brides and
make them yours!
- Follow up, Follow up, Follow up is crucial, it's where the gold is!
- Find a show who's main concern is bringing you the brides.
-
Find a show who limits their categories to
match the size of the show. If it's a 30 vendor show then be
sure that there are only 3 like companies represented in your
category. In other words 3 photographers etc. I do a 10%
ratio.
-
Find a show who's producer is hands on, and
makes herself available to you before, during and after the
show.
-
Be
honest, if you don't travel 50 miles for business don't say you
travel.
- Way too many exhibitors are not assertive enough at shows, don't expect all the brides to come and talk to you while you sit behind your table. Be courageous and step out from behind your table and engage them. Don't sit during the exhibition you are representing your company, stand tall and be seen.
-
Always be courteous and helpful. If you know
that a bride is not a "match" for you, offer them a referral to
someone who may be a match. Referrals are awesome, and they
come full circle
- Email the brides instantly when you get home from the show, tell them it was nice to meet you today etc
-
Have your own sign sheet and take notes of
brides that you meet that day, they will be happy to hear that
you remember them personally when you are doing your follow up
calls and emails.
- Have a show special, or a booking gift if they book on the spot, lots of people need an incentive.
-
Offer a door prize, always. The emcee usually
announces the winner and your company, gives you a little extra
exposure at the show.
-
When was the last time you had
over 200 people in your store at the same time, for the same
length of time, on the same day, for the same
reason?
-
It is my job to bring you
brides; it is your job to make them
customers.
"Dont limit yourself. Many
people limit themselves to what they think they can do. You can
go as far as your mind lets you. What you believe,
remember, you can
achieve."
Mary Kay Ash
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