One of the busiest and most crowded fairs you can visit is a wedding fair. This fair is always crawling with brides and grooms looking for new ideas, hiring the best wedding planners, getting the best designers and more. If you are in the business of wedding events then this is your home: the one chance you will get all year to really make a name for yourself and book a couple of clients.
The sad part is despite paying thousands of dollars to book a stall in a successful wedding fair and actually having the potential crowd anxious to spend money, a lot of people are still unable to profit out of it. This is because they are unprepared on what to do in a wedding fair and how to engage potential clients.
Preparing For The Crowd
There are a lot of people in the crowd during a wedding fair. Most of the crowd consists of freshly engaged couples, whereas the rest are simple surveyors. Even so they can lead to you to potential clients. The first thing you need is enough people in your stall so that you can engage as many clients as possible. Two to three representatives are a must in these crowded fairs.
Secondly prepare a short, 2 min presentation for all customers. This presentation can be in any form, a constant slide show/video playing on a loop about the kind of a business you are and what you can offer. You can pitch the business yourself whenever a visitor comes by your stall and seems interested. The key is to appear confident and know more about weddings then the couples having one.
The next thing you need to prepare yourself for is your body language. A simple frown on the face or sitting upright with your arms crossed can make visitors avoid your booth. In such cases you would not get much interaction with the crowd and your efforts in the fair will be pointless. So always seem interested and engage the visitors in the crowd. Always keep a friendly expression so as to attract more visitors. Engage with a friendly "Hi, how are you?" statement and tell them about your business in weddings.
Be careful not to waste too much time on couples that already have their matters sorted out. For example, if you are a wedding photographer, go by and ask "Hi, Have you hired a wedding photographer for your wedding?" if the answer is a no then you engage further, but if they quickly answer "Yes" or seem in a hurry, they are not interested and hence your efforts to engage them are useless.
Registering Clients And Finding Leads
It is always a good idea to set up early during the fair. Your goal should be to have interacted with all the visitors of the fair. A good idea would be to have a registration sheet at your booth so that you have a record of anyone interested in your booth. Visitors are always lazy to sign the registration sheet themselves so maybe just leaving out a bowl for them to drop their business cards or registering them yourselves may look much easier to them. This way even after the fair is over, you can personally make a call back to all the visitors and maybe sign a few clients. If not they may lead you to their friends and family that may want to sign up with you.
Your purpose in the fair is not necessarily to sign clients or sell products but it is to promote your brand name, your business name and portray to customers what you can offer them. Your pitch must be good enough for them to remember for future reference. Of course if you get the opportunity to make appointments with customers it is never a bad idea to register them right there.
Also since the registration desk at the fair also requires all brides to register for the fair which is further passed on to all suppliers, you must use the info from the list well. The information usually consists of addresses and phone numbers. Instead of sending them a flyer or a brochure which they already picked up at the fair, be creative and send them items that may interest them to give your business a second chance. A thank you card or a gift hamper can go a long way.
Network And Professionalism
Finally be professional and work the room. Remember, no one would take the time to visit a crowded fair if they weren't a part of a wedding. Network with the people and make contacts. Advertise your booth well so you may have as many visitors as possible. If your business involves selling something then sell it or sample it out. There's nothing better that attracts brides in a wedding fair than sampling.
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