STAND OUT AT YOUR NEXT BRIDAL SHOW

1. STAND OUTAT YOUR NEXT BRIDAL SHOW Marc and Tony Marc Anthony Photography

2. Who Are You? 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?

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

4. Don’t sacrifice yourself or compromise your work for anyone

5. Your Brand & Your Image • 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

6. Reflect Your Brand • Name and Logo • Professional marketing pieces • Website • Email Address (.com) • Business Cards • Brochures • Products • Studio Décor • Booth Display • Dress to represent your brand

7. Who is Your Client • 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

8. Know 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

9. Our 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

10. Before You Participate In A Bridal Show • 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?

11. Budgeting • 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?

12. Display Ideas • 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

13. Expo Space

14. Current Bridal Show Display

15. Current Bridal Show Display

16. Details Are Important

17. Our First Display 10 Years Ago

18. Display Set Up • 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

19. Our Show Supplies • 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

20. Portable Display

21. Be Sure to Have • Bottled Water • Snacks • Mints • Schedule • Pen & Paper • Booking Contract • All of your show supplies

22. Our Rules of Conduct • 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

23. What to Wear & What NOT to Wear • 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

24. Good Body Language • 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

25. Poor 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

26. Where to Stand?

27. Have a 1 Minute Sales Pitch • 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

28. Play Hard to Get with Attendees • 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

29. Keeping Attendees At Your Booth • 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

30. Current Marketing Piece Envelope with Die Cut Sticker 9 Individual Flat Cards

31. Past Marketing Pieces Folded 8.5x11 Paper 5x5 Square Booklet

32. Sales Brochure – 5x5 Trifold

33. Save the Date – 5x5 Trifold

34. Booking a Client at the Show • 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

35. Interacting with Other Professionals • 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

36. Play Hard to Get - 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

37. Post Show Strategy • 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

38. Following Up • 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

39. Simply Color’s Marketing Kits • 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

40. Simply Color’s Marketing Kits Business Package 250 Business Cards 100 5x5 Tri-Fold Brochures Retail Price $243.24 Special Price $121.62

41. Simply Color’s Marketing Kits Display Discount 32x78 Retractable Photo Banner Retail Price $154.22 Special Price $100.24

42. Simply Color’s Marketing Kits Display Concept I 11x14 Canvas 11x14 Wood 11x14 Metal 11x14 Hahnemuhle Print Retail $192.61 Special $125.20

43. Simply Color’s Marketing Kits Display Concept II 16x20 Canvas 16x20 Wood 16x20 Metal 16x20 Hahnemuhle Print Retail $337.38 Special $219.30

44. Simply Color’s Marketing Kits Complete Marketing Package 32x78 Retractable Photo Banner 16x20 Wood 16x20 Canvas 250 Business Cards 100 5x5 Tri-Fold Brochures Retail Price $581.91 Special Price $341.75

45. Learn More • MarcAnthonyPhotography.com • Professional Photography Education • Connect with us • studio@marcanthonyphotography.com • 440.877.0577