The best, and most cost effective, method I have found is to attend Wedding Fayres, or as you like to say in the US, Wedding Exhibitions.
Remember, it is not as simple as what you do, but also how you do it. The following is a list of guidelines I use while promoting at Wedding Fayres.
Our Top 10 Tips for Maximizing Efforts at Wedding Expos
Wedding Expos should be treated just like your own shop or studio. Because in a way that is exactly what it is – an extension of your business.
- Set out your albums, photographs, pictures, canvas etc in the way that will most attract people to you.
- Make sure people know who you are – be consistent with you marketing image.
- Have banners made with your photographs on them, and more importantly your name, logo, contact details, etc
- Have brochures made. They don’t have to be multi-page and glossy (although mine are) but do something more than run a few copies off your home printer
- Dress to impress. People will be attending a wedding – so dress as you would for a wedding. Suits for the gentlemen and skirt & blouse combo for the ladies. Look professional and people will treat you as a professional.
- Don’t sit down – ever. Get on your feet and stay there. Move around your exhibit and make sure you have brochures in your hands at all times. Don’t allow potential clients to pass you by.
- Know your products, services, and prices. Know what discounts you offer or what you will give away with packages – people often want to talk price and are looking for a discount.
- Mark up your products / services so that when you do have to discount you are still making a decent margin.
- Don’t sell. I know that sounds silly, but trust me, people buy from people they like. Do you like to be sold to or do you like to buy in your own time? Exactly!
- When speaking with potential clients ask them about their plans for the day in general – where, who, colours, flowers, cake, cars, vows etc.
- Make sure you know the stories behind the albums. Each wedding is a different emotional experience – make sure you know the emotions and story behind your wedding albums. Brides (and occasionally grooms) like to know the back-story!
- Ask if you can take some contact details of the people who stop and talk to you- and be certain the contact form is professional looking.
- When you are finished for the day and have returned home wanting to put those tired feet up – don’t. Get on the email or phone and call / mail the contacts you have received and say thank you for visiting! Make it personal… your contact form has an area for you to make notes about wedding details from the couple…doesn’t it??!!
- Don’t expect to get a booking at every exhibition. Use them as a way of getting your name out there and for people to see your work. If they like you, like your work and like your prices they will be back. I take bookings from clients who first saw me 18 months – 24 months previously.
Andrew is a UK based wedding photographer who travels all over the Uk shooting weddings. He has successfully grown his business over the past 6 years predominantly using Wedding Fayres to book his clients. He doesn’t run a studio or shop preferring instead to use wedding exhibitions and expos to see his clients. For more of his work visit his website or follow him on Facebook.