stand out at your next bridal show marc and tony marc anthony photography
TRANSCRIPT
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STAND OUT AT YOUR NEXT BRIDAL SHOW
Marc and TonyMarc Anthony Photography
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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?
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You ARE an Artist, be perceived as one, command the respect of one, and most importantly be paid as one
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Don’t sacrifice yourself or compromise your work for anyone
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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
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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
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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
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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
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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
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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
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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
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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
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Expo Space
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Current Bridal Show Display
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Current Bridal Show Display
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Details Are Important
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Our First Display 10 Years Ago
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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
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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
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Portable Display
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Bottled Water Snacks Mints Schedule Pen & Paper Booking Contract All of your show supplies
Be Sure to Have
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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
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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
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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
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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
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Where to Stand?
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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
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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
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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
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Current Marketing Piece
Envelope with Die Cut Sticker
9 Individual Flat Cards
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Past Marketing Pieces
Folded 8.5x11 Paper 5x5 Square Booklet
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Sales Brochure – 5x5 Trifold
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Save the Date – 5x5 Trifold
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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
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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
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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
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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
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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
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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
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Business Package
250 Business Cards 100 5x5 Tri-Fold Brochures
Retail Price $243.24
Special Price $121.62
Simply Color’s Marketing Kits
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Display Discount
32x78 Retractable Photo Banner
Retail Price $154.22
Special Price $100.24
Simply Color’s Marketing Kits
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Display Concept I
11x14 Canvas 11x14 Wood 11x14 Metal 11x14 Hahnemuhle Print
Retail $192.61
Special $125.20
Simply Color’s Marketing Kits
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Display Concept II
16x20 Canvas 16x20 Wood 16x20 Metal 16x20 Hahnemuhle Print
Retail $337.38
Special $219.30
Simply Color’s Marketing Kits
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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
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MarcAnthonyPhotography.com◦ Professional Photography Education
Connect with us◦ [email protected]◦ 440.877.0577
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