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Billy Bo Special user 627 Posts |
I'm booked to have a stall at a wedding fair in the summer but am unsure the best way to approach it. Should I perform, should I just have a good sales pitch? It's something I have never done before so any advice would be great.
Thanks, Steve D |
icentertainment Inner circle 1429 Posts |
Please explain more about this fair-
Is it trade show style with different stands for different companies? If so, is the stand you are exhibiting at YOUR company or someone elses? Have you ever worked at wedddings before? If you are exhibiting, your aim should be to get leads for follow up. Be sure that it is great to hand your card out but you must get their details!!! Your job is not to sell them completely on the spot but to get their details and finish the sell later. I would suggest using entertainment to draw and stop people walking past at a table, having your promo video on DVD in bulk (about say 100 - 250 of them to start). You can use them later. The main problem I have found is that you are selling to normal people. They don't normally carry their business card with them so it takes longer to get their contact details. I have found that having a girl at the stand is great for taking details. No offense but the bulk of the people walking around are women and it is nice to have a girl at the stand to make it easier for them to approach. Some women don't like coming up to men. Also the girl can do your paperwork while you perform. There are going to be a few people saying that they work trade shows here, but exhibiting by yourself is different. Usually a trade show performer gets attention and then brings people in to the sales people behind you. Unforunately you are also the salesman so you have to work twice as hard. Don't go over board on printing flyers and brochures and DVD's. Just because there are 5000 visitors- doesn't mean you'll need 5000 flyers. I would suggest getting about 250 of anything you use to sell. I use DVD's; they have all the info and they are relatively easy to transport. |
Frank Simpson Special user SW Montana 883 Posts |
In my experience at wedding fairs in this region, I close most of my business on the spot. With that in mind, I would ask others who have exhibited at this particular fair before to see if there are more "closers" or "window-shoppers" in attendance.
I normally work the fair alone, with a good display (I used to work as a designer of trade show displays, so this was relatively easy for me), brochures on the table and a "sign up sheet" for people who want a later contact appointment. I am prepared to perform, but usually only for qualified leads. (I have found that holding back can be beneficial until someone is on the verge of making a decision. At that point if I perform something it nearly always results in a close. Good luck! |
icentertainment Inner circle 1429 Posts |
A good stand is helpful but they do cost a bit- sometimes more than it costs to exhibit. If you are planning several trade shows per year I would suggest it.
In Australia you do get a few people out there who are window-shoppers and time-wasters. Be prepared to give a price quote on the spot and fully answer all questions you're likely to get- you will lose the sale if you say I'll get back to you on the price. |
Billy Bo Special user 627 Posts |
Thanks for the ideas so far. Basically it's a wedding fair in that lots of different companies are showing what they do and what they can supply for weddings. I'll be trying to sell my close-up magic and my cabaret act. I'm also going to try and push the kids stuff for when the adults are doing speeches. I'm just a bit unsure on the way to do it all. I'm sorting out my sales pitch and if I feel a a potential booking I seal it with a trick. Any other ideas?
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Ashkenazi the Pretty Good Veteran user Northern California 366 Posts |
Different line of inquiry for me:
I've never seen magic performed at a wedding, nor heard of it. Is this a standard practice, gentlemen? I read the posting because I was so schocked to see the word "Wedding" at the Café! Cheers, AtPG
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We could have been practicing! |
JordanMalfreed Regular user California 116 Posts |
AtPG,
It can be, but it's best to hire someone who is really good...not to knock you, since you are pretty good. Following the protocols, Jordan |
Eduardo Veteran user 312 Posts |
Quote:
Different line of inquiry for me: I work in two restaurants specialized in weddings, and I make dozens of shows a year... SteveD- You should approach wedding restaurant owners, and tell them about your services as a magician. Make a video promo and go there. In these shows I never do close-up work table to table because there are an average 200 persons and too much confusion. Sometimes I do close-up in the gardens when the public deserves. I always do two acts, separately. First the linking rings, then after goldfish I do a manipulative act with silks, candles, glasses of wine, torn newspaper, etc... In weddings is important to do short time acts. Always remember, the most important person in the wedding is the bride. Find the right price with the owner and try to make some kind of contract that he offers your services to the fiancés... The best luck of the world. Eduardo |
Craig Kyle Regular user 197 Posts |
I sometimes work in a wedding-themed restarant, so Iget a lot of chances to perfect my wedding-themed magic.
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icentertainment Inner circle 1429 Posts |
Wedding Magicians-
Where to use magic at a wedding: Roving/strolling Magic is used to break the ice as guests are arriving- usually around 30-45 minutes. Also at the end of the night when guests are dancing, as not everyone dances. Throughout the night in between mains, clearing of plates, "dead time". The stage show The stage show is used in several areas 1: Just before the speeches to warm up the audience. 2: In between the speeches and the cutting of the cake (great after several boring presentations). MC duties: You can do the MC duties and add a stage show or part of one. How long does stage show go for? 15 to 30 minutes. Magic is used to raise the energy level. A wedding is slightly different from a normal event. ie. first dance, speeches that go on and lots of emotion- essentially a wedding is like a corporate Christmas party, the main difference/concern is the stage show which usually has to be done completely surrounded (and the bridal party gets the stage). Ashkenazi The Pretty Good - You're right. It is hard to sell magic at weddings, but you're not actually selling magic; that's a feature. You sell on the benefits: Break the ice, get your 2 families socializing as one new family, raise the energy level, wake up the audience after several slow speeches, fun entertainment all ages and cultures can enjoy. You've got more to sell than most other entertainments. |
Flec Special user UK 585 Posts |
Im glad this topic came up.
I was thinking to myself over Christmas, that personally, I get most of my summer work through weddings. And corporate work comes at Christmas. That's just me personally. I was thinking, "how can I increase my number of weddings?", and the topic of wedding fairs came up. I did my first wedding fair in March and it went very, very well. I had the smallest table of all the exhibitors, yet I'm confident to say I drew the largest crowds, and gave out the most flyers/business cards. I'm doing my second fair on Sunday, and I have a small 3 foot table, big enough to fit my close up pad on. that's all I need. I hope to get some video footage of myself soon, and then I perhaps take a laptop with me, and put a powerpoint presentation of my services, with some video clips as well. But to be honest, I don't think its essential. Wedding fairs are full of caterers, florists, dress makers, and only a small number of entertainers. I have found that at a fair, you may have 4 florists all competing with each other. They all try to offer something different. As a magician, I AM something different, and I can relax knowing that there are no other competitors in the room. My last wedding fair, and also this coming one, I am the only form of entertainment there. No DJ's, no bands, nothing at all, just me! If the bride and groom-to-be are looking for entertainment they will come to me. Even if it's just for this one day, they will come to me, because there is nowhere else to go! On the down side of it, the majority of those attending the wedding fair are in the planning stages of their wedding. Meaning, they are planning now, for their reception next year. So I'm not expecting to pick up a booking for 3 weeks time, I'll be waiting until next summer. You may want to think to yourself where are you going to be in 12 months time. Higher prices, different act, you may even be abroad? Plan carefully. My two cents x |
icentertainment Inner circle 1429 Posts |
Yep - I'm not a big fan of being booked in March 2008.
If you find yourself being the only entertainer and you picked up business cards from DJ's and bands at weddings in the past (good ones anyway)-- they sell them for a small commission-- it's a great top up sale. The most important thing is to get their contact details for follow up. Yes, give out your own but get theirs as well. As for a Powerpoint presentation- forget it. People as they are walking past take about 10 seconds to move past your booth at most so use a quick demo if you use a TV screen but better still use your magic. It's engaging and this is important at trade shows/fairs. |
Flec Special user UK 585 Posts |
Quote:
On 2006-05-01 11:10, icentertainment wrote: Good point, and one I forgot to mention. At my first wedding fair, the organisers gained EVERYONE'S name and contact details on entry "to keep them informed of future events." She was kind enough to offer this small database to all the exhibitors as well. Perhaps you could use the selling technique of running out of brochures on purpose (leaving them at home) and then say to people you will send them through the post, "just leave your name and address right here..." |
icentertainment Inner circle 1429 Posts |
Actually, I did think you would get the contact details because your answer was good. I just thought you forgot to mention it.
But it's up and down as to hand out brochures or not. You run up the cost of sending via mail versus just handing it out. It is good to give them something though, even just a business card. |
matt.magicman Inner circle Mars 1524 Posts |
I too got an attendees list from my organiser
I sent out a letter to them all about 2 weeks after the fair it works! it prompted 3 people within a week of getting the letter now any ideas about this one: I have one coming up, and wondered if anyone had some idea's about this....... when arriving, everyone gets given a "goodie bag" and most exhibitors have put in them a leaflet offering discounts and promotions etc... ie: a photgrapher had a flyer offering a free 10x8 mounted print if they were booked with a certain period of the fair I wondered what type of promotion I could offer on a flyer, rather than jusy say, 10% off any ideas chaps.....? thanks in advance matt |
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