Wedding Fair Success Part 3

Hello again. I hope everyone had a good weekend and is ready and raring to get stuck in.

Well for those of you who have been with me for the past couple of weeks, you've made it to the end of my Wedding Fair Success series and, after today, you should have some great ideas to improve the way you attend wedding fairs. For those of you who have joined in the middle, don't worry, you can read all my previous posts below or by clicking on the links to the right ->>>>>

Okay, so I've touched on Planning, Location and Appeal previously, I'm now going to talk about when the doors open and there is nothing more you can do on the preparation.... you're now into sales territory whether you like it or not!

Many people over the last few years have told me that they "don't sell to any of their brides", "I don't believe in it, I just answer a brides questions and let her make up her own mind". Well that's fair enough if that's what you believe, but what these people have described is your basic soft sales pitch.

So what's my point? SALES, that's what it all boils down to!

No matter what you do before or after, you're success or failure at the fair will depend on your sales pitch and how many people you deliver it to.

Bear these points in mind:

Every wedding fair is different.
At the quiet ones your pitch should be long.
At the busy ones your pitch should be short.
Your pitch should instill confidence in your potential customer.
You should have a reason for taking the details of every bride you speak to.

At the fairs I have visited, I have seen suppliers at either end of the spectrum - some who will wander around when their stand is quiet, stopping and speaking to brides and others who spend the whole day sat down behind a table on their stand. Which end of the spectrum are you and which end do you think you should be?

Well that brings to an end my Wedding Fair Success series, to sum up, essentially all a wedding fair is, is a gathering of potential customers, how many of these you turn into actual customers depends on your Planning, Preparation, Delivery and Follow Ups. Provided you address all of these points you will ensure that your wedding fairs are a valuable part of your annual marketing plan.

If you are an Evolution Programme subscriber, you can read further information by visiting the Wedding Fair department on our web site.

I would welcome any feedback that anyone has on this series and I will be releasing a more in depth series of lessons later in the year. If you haven't already, register your details on our website to be kept up to date with all my upcoming releases and receive your free 7 Point Success Plan.

Until next time.



Edward

I haven't completely decided what subjects my next posts are going to cover, so if you are experiencing any particular wedding business issues, drop me a line and let me know and I'll try and cover them in one of my posts over the coming weeks.