The 3 C’s of Profiting from a Wedding Show

As a “non-wedding vendor” some people are confused or question why I choose to put my business in front of brides. This year a quarter of my business came from the interactions I have had at the Perfect Wedding Guide wedding show & I expect that to double over the next 12 months due to the time line of the buyer. However, I don’t believe the sales will just fall in my lap. It takes a program and diligence. I’ve also found that there are 3 C’s that are essential to profit from a wedding show:1. Communicate

When the conversation of buying or selling a home comes up, I want to be top of mind. Yes, participating in the show puts me in front of couples looking to purchase their first home together but I have to continue the conversation. I do this by setting up appointments at the show, following up with text, phone calls, email campaigns, and by hosting events they can attend after the show to form an even closer relationship. I am also in front of vendors consistently who could be purchasing a home for themselves or know someone who is. For me participating in the show is a much larger obligation than just being there on the day of the show.

Communication doesn’t stop after the show it has only just begun!

2. Clarify

“People won’t remember what you said, but they will remember how you made them feel.” –Mya Angelo. Always allow someone to share his or her feelings and LISTEN. This is your opportunity to make them feel nurtured, seen, appreciated, and valued. There’s no better feeling than feeling like you are understood. A leads list alone won’t give you as much of an opportunity to do this. You can only do all this by meeting someone in person. Now you may ask, “If I just ask them tons of questions how will they know about my business and want to book my service?” I promise you, if you ask the right questions first you will find out if they could potentially be your next client and it will save time for you and them. If not you can politely move on to the next potential client. For example, if you’re a photographer you can find out if they have already booked a photographer when their wedding is and if you have that date available, if they have a venue booked that you have a relationship with, the list goes on and on! Work on preparing your questions before the show begins. Once you find out a bit about the client you can more easily connect to who they are instead of trying to do cartwheels to make them connect to who you are.

3. Connect

As a Realtor, I sell homes for all types of people & work with buyers all over Central Florida. Some of my clients are only interested in investment properties while others are selling their home and need my expertise in listing their property. However, at the wedding show, I market to First Time Home Buyers. I take couples from Wedding Bells to Door Bells. While I could easily help ANY first time home buyer speaking the bride’s language has worked to my advantage. It doesn’t just work for my business either. If I owned a gym, for example, I wouldn’t market to anyone and everyone that was at the show. I would market to brides looking to get in shape for their wedding. It’s important to know your audience so they can feel a connection to what you are selling. Otherwise, you are speaking to everyone, and no one, in particular, feels connected.

About the author:

Kat Barker