Category Archives: Exhibitor Tips-How to Connect With Brides

The Importance of Keeping Appointments

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Imagine you have been looking for a florist, or a baker, or a wedding planner. You have done your research; calling referrals, making sure they are accredited and have a good rating with the BBB. You make an appointment and then, suddenly, they cancel on short notice. What do you do? Although I’m usually  in favor of giving everyone the benefit of the doubt, there are cases when a cancellation might be a red flag. 

If the vendor cancels because they have overbooked, you might have cause for concern.  This could mean there is a time management problem.

However, if the vendor cancels because another event had a legitimate crisis that had to be handled immediately, this says the vendor is as concerned with keeping their existing clients happy as they are booking new clients.

If the vendor cancels because of weather, health or personal family issues, we can all understand… these things happen. Of course, if it happens more than once, this could be someone who has a lot of drama in their life and it could be time to take a closer look at whether or not you  can handle their drama.

In essence, when a vendor cancels you need to use your best judgement to decide whether or not they deserve a second chance. If the reason is weak or there really is no reason,  you should begin your search for another vendor to replace them … someone who is able to keep appointments. This is especially true for a bridal or wedding consultant. You are hiring them to manage your entire wedding and this is no easy task – there must be total faith and trust. The last thing you need to be doing is chasing vendors to get information or answers after you have paid a deposit or the day of your event.

 

-Penny Frulla for Bridal Expo Chicago

 

 

Vendors Who Are Stuck In the Past

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Today's Brides Are Super Savvy. Are you?

Today's Brides Are Super Savvy. Are you?

Brides today are intelligent and educated.  They know a good deal from a bad deal.

While they are often willing to pay more for certain products and services, they need to see “value” in the cost.    Exhibitors at our bridal events who embrace the 21st Century bride are drumming up a lot of business and are having their best year ever.  And yet, some vendors are just not seeing huge results they had hoped from our bridal shows. And the lack of success is entirely their own fault because  it is no longer acceptable to show up to a show with a box full of brochures, hand them out as brides stop by their booth,  and then later sit by the phone and pray that the calls  come pouring in.  That worked in 1994.  But it won’t work in 2010.

Here are three tips to connect with brides at our shows:

1. Engage the potential customers standing in front of you.  Be friendly, out-going, and be interested in the bride and her wedding.  Do not stand at your booth with your arms crossed, remain silent, and wait for the bride to start “the” conversation.  Friendly exhibitors make the most appointments.  So “act” interested and be animated.

2. Make sure your website doesn’t say “We Are Out Dated and Haven’t Had a Chance to Make Improvements Since 1995”. A bride will absolutely visit your website after the show and decide whether or not she will ever call you within 3 seconds of landing on your home page.  If you have out dated images on your website with bridal fashions left over from the early 2000’s,  we guarantee she will never call you. If you read the knot.com’s message boards, you will see all the chit-chat about how they are turned off by an outdated website.

3. Be “politely” aggressive when it comes to brides coming near your booth.  You have to sell yourself.     This shows the bride you are confident and “interested” in her needs.  Then by all means, ask to sign her Brides Registration card, flip the card over, and read all about her needs in 1.5 seconds before you begin to start a productive conversation.  For more tips, read our free 20 page Help Guide by calling 847-428-3320.

And finally, if you are a high end vendor or are pitching a very expensive product don’t be a snob.  Truth be told, you are in the service industry and you are serving that high end bride.  This is her day, not yours!