By Mitch Taylor
Before we begin, it’s worth mentioning that all bridal shows are not created equal. It’s up to you to decide if that show is worthy of your investment or not. How? Ask around, starting with your fellow DJs and vendors. What shows have been helpful to them? What kind of business do they run from a size and service standpoint? Find a like-minded business in your market. Take the owner to lunch and ask why they choose the vehicles they choose to advertise in. Their answers may surprise you. Oh — and bring a referral or an idea they can use to help their business with you. Givers gain.
Next, look at the size of the show. How many potential brides attend? This number will be significantly different from the total attendees so be sure you understand the difference before signing on the dotted line. If you are going for volume and willing to price your service accordingly, than a show with a killer marketing piece and several hundred brides may be for you. If, however, you’re focused on high-end gigs and wanting to build quality relationships, then a smaller venue that allows more interaction with brides would be the best way to go.
OK… so you’ve picked a show. How do you follow up? Clue: Ask them at the show. Have brides sign up by typing their info into DJ Event Planner at your booth. This eliminates misreading someone’s handwriting and ensures your message gets where it needs to go. Ask them when they got engaged and what other vendors they’ll be using and take good notes. This can help you know where they are in the sales process and when it would be best to follow up with them. Brides with dates two or more years out best separated from brides who are looking for things within a year.
Now, based upon how the brides want you to follow up, set up schedule that works for them, not you. Once a bride is ready to hear from you, put her in your cycle with unique touches designed to help her in the wedding planning process (apply different touches with your email, phone calls, snail mail and Facebook). Use an email subject line that will make her want to read more. Above all, your communication with her must be respectful of her time and conversational.
If you’d like a real life example of a follow ups I send my clients, send an email to firstname.lastname@example.org with the subject line “dj news bridal show FU” and I’ll get it out to you right away.
Lastly, be real. I often joke with the brides that stop by my booth that half of the information in their bags will end up being thrown out or forgotten in a corner somewhere. People relate to real. This is why if you are advertising at a high-volume show with dozens of vendors and hundreds of brides, you need a phenomenal marketing piece that really stands out from the crowd. By striking up a conversation and genuinely seeking to help, you can cut through the hustle and bustle and get down to what really matters: helping a bride get the wedding she wants.
After all, that’s all sales truly is. Find a need and fill it.
Mitch Taylor has worked in the Mobile Disc Jockey industry for over two decades, first cutting his teeth as an on-board club DJ for Carnival Cruise Lines. In addition to owning and operating Taylored Weddings in the Upper Peninsula of Michigan, he is a sought-after speaker and Gitomer Certified Advisor whose sales training, books, coaching and workshops are in high demand all over the country. For more info about his Creating Connections books and workshops visit creatingconnections.biz