STAND OUT AT YOUR NEXT BRIDAL SHOW

Marc and TonyMarc Anthony Photography

An Independent Artist Do you consider yourself an artist? Do you value what you do? Do you have a passion for your work? Do you want to create beautiful images and

memories for your clients?

A High Volume Studio Are you trying to fill dates without qualifying a

client? Is you goal to be a factory, photographing X number

of weddings and making X amount of money?

Who Are You?

You ARE an Artist, be perceived as one, command the respect of one, and most importantly be paid as one

Don’t sacrifice yourself or compromise your work for anyone

Who you are as a person? The look and style of your work How you want the world to perceive you Define your brand and image Word List You attract what you represent

Your Brand & Your Image

Name and Logo Professional marketing pieces

◦ Website◦ Email Address (.com)◦ Business Cards◦ Brochures◦ Products

Studio Décor Booth Display Dress to represent your brand

Reflect Your Brand

Do they value and appreciate photography? Can you imagine spending a day with this

person and their family? If you could create the perfect client, who are

they? Clues to finding your client

◦ Books (Fiction or non-fiction)◦ Magazines◦ Television Series◦ Movies◦ Theater◦ Travel

Who is Your Client

Age Education Occupation Family Background Relationship with Fiancé Personal Interests Dining and Shopping Patterns Socio-Economic Status Neighborhood Vehicle Clothing, Handbags and Jewelry

Don’t prejudge anyone, they may surprise you

Know Your Client

Someone who values photography They feel it is one of the most important aspects

of their wedding and willing to invest in quality Age Education Family Background Relationship with Fiancé Personal Interests Dining and Shopping Patterns Appreciates Art and Photography Middle Class to Multi-Millionaires

Our Client

Attend the bridal show before participating Attend other bridal shows Ask other professionals who have participated

their thoughts on the show Ask the producer for past attendance numbers

and demographics How many attendees are expected? How is the event being marketed? Are they my client? Do you like the venue? What is included in the booth price?

Before You Participate In A Bridal Show

How much does the booth cost? What does the price included?

◦ Advertising◦ Program Listing◦ Electricity

How much time will be invested to prepare and participate in the show?

Do you need to pay for staffing? What is your investment for brochures, business

cards, banners, prints, albums, decorative items, etc.?

How much will follow-up cost for time and product?

Budgeting

Reflect your brand Professional Signage with Logo Color Scheme

◦ Monochromatic, Earth tones, Bright, Soft Style

◦ Classic, Modern, Vintage Linens Marketing Materials

◦ Brochures, Business Cards, Bags Create an inviting atmosphere

◦ Flameless Candles◦ Candy◦ Flowers

Appeal to your client

Display Ideas

Expo Space

Current Bridal Show Display

Current Bridal Show Display

Details Are Important

Our First Display 10 Years Ago

Keep it Classy and Simply Update and don’t be afraid to change Easy to transport = Fits into one car Store in plastic bins or boxes Approximately 30-40 minute set up Keep costs down and have an interesting

booth display More elaborate displays for larger expos

◦ Furniture, Flooring, Lighting, Air Space

Display Set Up

Light weight cart Plastic bins 3 Retractable Photo Banners TV & DVD Player Slideshow Linens Albums Canvas and Print on easels Business Cards Marketing Pieces Personalized Chocolates Electric Candles Small Round Table Extension Cord and Power Strip

Our Show Supplies

Portable Display

Bottled Water Snacks Mints Schedule Pen & Paper Booking Contract All of your show supplies

Be Sure to Have

No Gum Chewing No Eating at the booth No phone calls, texting or emailing at the

booth, even if it is slow No Sitting One person must always be at the booth Limit time away for breaks or walking the show Arrive early to set up Eat a big breakfast Be the last person to breakdown, not the first

Our Rules of Conduct

Dress professionally and show your style◦ Dress, Suite, Stylish Jeans and Blazer

You attract your client Remember your audience

◦ Don’t Dress Too Cute or Sexy Accessorize Appropriately Go light on scents Walk in and around the show in your

amazing shoes. Be comfortable while standing for 8 hours at your booth.

No Flip Flops or Bare Feet

What to Wear & What NOT to Wear

Engaging body language Smile, look happy and excited to be there Stand with good posture and have your

hands touching behind your back Speak with you hands at waist level and

utilize small movements Looking into someone’s eyes when

speaking

Good Body Language

Don’t stand behind the table or in the corner Don’t talk with your hands Hands in pockets = board Crossed arms = angry or better than others Fidgeting with hair, jewelry or clothing =

nervous Hands cupped in front of genitals = nervous

Poor Body Language

Where to Stand?

A client has formed an impression about your business in 5 seconds or less

They are over loaded with information Your elevator sales pitch Include the top highlights they need to

know about your business Be sure to include what makes you unique

Our 1 Minute Sales Pitch

Have a 1 Minute Sales Pitch

Screen attendees for your client Keep brochures out of site Don’t hand out a brochure to everyone Business cards

◦ A bride without a set date◦ Dates out of your booking range

If they don’t look at you books or talk to you don’t hand out a brochure, they are price shopping

Marketing pieces go to those who engage you and your product

Play Hard to Get with Attendees

Don’t ever ask ◦ What is your date?◦ Do you have a photographer?◦ How are your wedding plans going?◦ Do you like the show?

Give them space, they are overwhelmed Say “Hi” after about 10 seconds Ask non-wedding related, though provoking questions

◦ What do you find the most interesting about the show?◦ What did you enjoy most about the fashion show?

Once engaged with you they open up and ask questions Give them your 1 minute sales pitch and a brochure Tell a story about the images and albums

Keeping Attendees At Your Booth

Current Marketing Piece

Envelope with Die Cut Sticker

9 Individual Flat Cards

Past Marketing Pieces

Folded 8.5x11 Paper 5x5 Square Booklet

Sales Brochure – 5x5 Trifold

Save the Date – 5x5 Trifold

Accept the required deposit Have them sign a booking contract Client’s name and date Deposit is non-refundable Carbonless Paper Set appointment to sign full contract Date written on booking contract Date not guaranteed until full contract

signed

Booking a Client at the Show

Be friendly to other photographers, they are not the enemy

Walk the show at a time that is not busy with attendees

Network in a friendly sincere way Over time build relationships and refer

others and cross promote

Interacting with Other Professionals

Give out small amounts of business cards is asked for them, then follow up with a marketing piece delivered in person

You can learn more about their business and make sure you want to be associated with them

Play Hard to Get - Professionals

What is your plan to market clients after the show?

Are you going to “work the list” Build your own list of interest Run a contest Cross promote with another professional

Post Show Strategy

E-Blast◦ Most Common◦ Fastest ◦ Easiest ◦ Cheapest

Mailing cards is more personal, more expensive and the most effective◦ Post Card◦ Note Card

Stand out from everyone else Know your client’s decision making patterns

Following Up

Special Limited Offer Amazing Discounts and Opportunity Prepare Early and Stand Out 5 Options Available Collaboration between Simply Color and Marc and

Tony

Here’s How Log On to your Simply Color Account ROES Catalog – Bridal Show Marketing Kits Create custom, professional marketing pieces

Simply Color’s Marketing Kits

Business Package

250 Business Cards 100 5x5 Tri-Fold Brochures

Retail Price $243.24

Special Price $121.62

Simply Color’s Marketing Kits

Display Discount

32x78 Retractable Photo Banner

Retail Price $154.22

Special Price $100.24

Simply Color’s Marketing Kits

Display Concept I

11x14 Canvas 11x14 Wood 11x14 Metal 11x14 Hahnemuhle Print

Retail $192.61

Special $125.20

Simply Color’s Marketing Kits

Display Concept II

16x20 Canvas 16x20 Wood 16x20 Metal 16x20 Hahnemuhle Print

Retail $337.38

Special $219.30

Simply Color’s Marketing Kits

Complete Marketing Package

32x78 Retractable Photo Banner

16x20 Wood16x20 Canvas250 Business Cards 100 5x5 Tri-Fold

Brochures

Retail Price $581.91

Special Price $341.75

Simply Color’s Marketing Kits

MarcAnthonyPhotography.com◦ Professional Photography Education

Connect with us◦ studio@marcanthonyphotography.com◦ 440.877.0577

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