is tabling at a wedding trade show worth it for photographers?

<p>Hi there-<br>

I'm a San Francisco-based wedding photographer and am trying to figure out new opportunities to expand my business.<br>

I recently got an email about some wedding trade shows that are coming up in my area and was curious to know if any other wedding photographers have had success with these sorts of things.<br>

Any input/feedback is appreciated!<br>

Cheers,<br>

Rikki</p>

<p>Rikki Hi, I'm a HUGE believer in the trade shows, though I've a number of caveats that seem to weed things out.<br>

1. If you expect anyone to remember your images from the show, no way...people remember impressions, if they like you, they will remember you, not your albums.<br>

2. You cannot talk to everyone there, don't try, the person who comes up to you is investing time in you, don't rush them off after 3 minutes because there's another person behind them, you certainly wouldn't treat them that way at their wedding would you?<br>

3. Remember you are the only you at this show, showcase in personality and some products what separates you from others. Here's a tip, if you do really great black and whites, show ONLY black and whites<br>

4. do NOT have anything hand written (new phone number over old, new address) or computer generated labels on items, it looks tacky and low rent.<br>

5. Talk to them about them, ask them to ask questions of you, make that connection.<br>

6. do NOT trash talk other vendors whether they are at the show or not. It looks very small and petty, remember those other people are your peers, whether they support themselves exclusively from their photography business, or if they are married and fortunate enough that their spouses work allows them to pursue their passion without fear of financial worries. They are there because they love what they do.<br>

7. In terms of display, less is more, I personally find the displays where 30-40-50 images all swim in front of me, the colors, the various moments, it's like a comic book, design your display like you would an album page, or if you were doing a gallery show, Invest in 1 or 2 really big canvas prints, as in 30x40, make these your most "Wow" kind of images, match your brochures and business cards to those images, make certain those images are on your website.<br>

8. Get there early and start making networking connections with everyone you can, these connections MUST be followed up on within 48 hours of the show, otherwise you might as well throw away their cards. Once the connection is made, follow up with a coffee date or meeting to become familiar with that person, it's just as hard for you to remember them as it is for them.<br>

9. Do have at least 1 really great album filled with your favorite pictures.<br>

10. Price lists are a personal option, remember you are not a commodity, to merely compare numbers is to not respect you as an artist, and you might really rather work with someone who wants Rikki, not Rikki's low, low, price.</p>

<p>That's my top 10,<br>

Good luck</p>

<p>11. Employ daniel as your Managing Agent.<br>

12. amend #4 to read "except for the personal & individual message you write on the back of your business card"<br>

Now you have an even dozen.</p>

<p>WW</p>

 

<p>Wow Daniel, your post is probably one of the best posts I've read this year. I think them important. I would also add, make it easy for people to remember you and make a DVD or CD for people to take home with them. That puts you way ahead of those who don't.</p>

<p>Typically it's just the wife & mother that goes to them. The wife brings home what she's collected and a few days later or a week later her mother, husband to be, and her start going through it. They won't remember your display a week later, or who you were but usually will scribble on your pamphlet (after walking away) some notes about you or if shey liked you or not. After my wife went she came home with booklets from about 10 photographers, scribbles on each pamphlet, and 3 had picture DVDs in their pamphlet. DVDs were winners. We popped those in and looked at the pictures, the mother, my wife, and I on our big TV and pretty much knew who we wanted from there next up was the one that included samples but no DVD was considered, and the one she scribbled on the pamphlet she liked. So, in the end after coming home with 10 pamphlets, all of the ones with a DVD were 1st place, the one she scribbled she liked, and the one with samples were considered. The ones who just had a pamphlet were at a disadvantage.</p>

<p>One thing I'll mention, the person who included the 6 sample pictures had the right idea but totally wrong topic. The samples they gave us one was building, another was a person skiing, another was a lake scene, another was cranberries, another was a dragonfly, none of her samples were anything to do with a wedding! Originally she was considered but we just thought she wasn't with the program. How could she think giving someone a sample picture of an office building, or a dragonfly equates to wanting them as a wedding photographer. If you want to include samples in your pamphlet, just make sure the samples have something to do with weddings okay, and trust me having a sample picture DVD is well worth it :)<br>

<br />Nice amendment to #4 I like it!</p>

Daniel, great advice! I'm thinking of exhibiting at next years trade shows in my neck of the woods, so I will save this email for future reference. From the ones I've attended so far (as a guest) I agree, personality is what shines through. Many of the vendors offered similar products but at widely differing prices. Personality was the key factor that made me stay at or leave certain displays.

<p>Wow!!!<br>

Thanks SO much to ALL of you for your really thoughtful and super helpful advice!<br>

I so appreciate you all taking the time.<br>

I think I will try out a trade show or two this year.<br>

Cheers and Happy Holidays!<br>

-Rikki</p>

 

<p>One idea that seems to work well for many photographers is to have a former bride there to speak with prospects along with HER album! It makes things seem more real.<br>

Also, as many have said, less is more. The idea is to set up an one-on-one appointment with unlimited time. If you provide them with too many samples and too much detailed pricing, they will feel no need to meet with you an move on to another photographer.....-TED :-)</p>

<blockquote>

<p>Invest in 1 or 2 really big canvas prints, as in 30x40, make these your most "Wow" kind of images,</p>

 

</blockquote>

<p>I no longer do weddings, but when I did, the quote above is exactly what I did but with a twist.<br>

I may no longer do weddings, but I DO know how to market and sell.</p>

<p>I set up a beautiful display at a bridal fair with (3) large framed prints. One was a full length bridal portrait done in studio, one was a bride weeping as she hugged her father and one was the B&G waving goodbye from the limo. All the images had emotional impact. The frames were expensive high quality.<br>

To me, the image impact is no different than producing a commercial; we need to grab the prospect's attention in 10 seconds or less.</p>

<p>I had set up a fish bowl to register for a FREE portrait session with a framed print.<br>

**I did not attend my booth but opted for the zero pressure of the "Silent Salesman."</p>

<p>The registrations with name, ph number etc numbered about 350 by days end.<br>

I had my list. <strong>Now the real marketing began with followup</strong>.</p>

<p>I marketed my business at the bridal fair for one reason; to make money.<br>

The odds of actually booking a wedding at these events is slim to none, so the marketing eye needs to sell & market later; so you best have a PLAN on how you will accomplish this after the show is over.</p>

<p>That year I booked 25 weddings.</p>

<p> </p>

<blockquote>

<p>"to register for a FREE portrait session with a framed print"</p>

</blockquote>

<p>Now you have a Baker's Dozen.</p>

<p>WW</p>

<p> </p>

<p>Whoa, awesome posts! It's cool to see the complete opposite perspective I have. They're all valid points.</p>

<p>Alright - I don't believe in shows.<br>

The only reason I would do a show is to network with other local wedding vendors, build friendships, and make some facebook friends. Then eventually invite everyone to vendor get together nights at a local restaurant.<br>

The shows up here (Toronto) at least seem to be filled to the brim with photographers. There is one local high end show that I would consider doing, but they cap the number of photographers, and haven't let any new ones in for a few years now. Again, the only reason would be to network with other vendors.<br>

I honestly think the money you'd spend on your first show would do better either in creating a semi well produced promo video aimed at attracting your ideal bride and having her connect with you. Or just dumped* in to Facebook ads.<br>

*there's a little more too it than just dumping money into it, but $750ish spent on FB over last 2009 booked me 23 weddings for 2010.</p>