In our previous post, we highlighted the importance of networking and how wedding suppliers like you can network smarter to secure more referrals.

This week, we thought we’d take a look at exactly which big wedding industry events are happening in your area as we near the end of peak wedding season 2017.

Whether you’re interested in attending a big wedding industry event to network or are hoping to have an exhibition stand at the next great wedding show, here are some of the names you need to have on your radar…

 London 2017 / 2018

National Wedding Show: London Olympia

Friday 22nd September

Featuring over 300 of the UK’s finest wedding suppliers across stationery, bridal wear, jewellery, favours and wedding cakes – to name a few – The National Wedding Show is one of London’s biggest and best opportunities to showcase your specialism and network up a storm!

Pssst! The Bridebook team will be here too so hunt us out for any ‘on-the-spot’ networking tips or even just for a good old chin wag!

The National Wedding Show: ExCeL London

Saturday 21st October 2017 

The ExCel London show (born of a joint venture between The Wedding Fair and The National Wedding Show) is fundamentally the same but slightly smaller than the Olympia show above – but every bit just as good!

The October ExCel Wedding Show features around 200 of the UK’s finest wedding professionals and their skilled wedding work.

Pssst! The Bridebook team will be here too!

Chosen London Wedding Fair: Islington Assembly Hall 

Sunday 8th October 2017

A small but exciting event, the Chosen London Wedding Fair is a newer addition to the Wedding Show scene featuring creative, unique, modern and vintage suppliers, ideas and services.

We’re talking cutting edge trends from London’s most stylish wedding pro’s – showcasing the very best in contemporary wedding design. Between 25-50 exhibitors.

The London Bridal Show – An International Bridal Buying Event: EXCEL London

25 – 27 March 2018 

This international bridal buying event features over 200 collections from over 100 exhibitors over the course of three days. Plus you’ll have the opportunity to impress over 2000 attendees.

The Wedding Industry Awards

Technically one for 2018 however entries, nominations and voting is now open. Attending this fantastic award ceremony will grace you with the company of industry greats. It provides a fantastic opportunity for wedding pro’s like you to find out what the best in the business have been up to as well as giving you the chance to meet and speak with industry experts afterwards over a glass of wine.

East of England 2017

The Suffolk Wedding Show: Wherstead Park 

Sunday 24th September 2017

The Suffolk Wedding Show takes place on Sunday 24th September 2017 (10:30am – 3:00pm) at Wherstead Park. This show is the biggest of its kind in the area and featured around 75 exhibitors at its last show.

East Of England Wedding Show

 Peterborough Arena, East Of England Showground

Sunday 22nd October 2017

Now in its 13th year this prestigious event is one of the best known and loved wedding shows in the east. Attracting the most spectacular exhibitors and a huge number of visitors from across the region, this wedding show now boasts over 80 stands, amazing fashion shows and the greatest exhibitors in the region.

The Cambridge Wedding Fair: Anstey Hall

22nd October 2017

The Cambridge Wedding Fair is recognised for its unique fashion shows featuring some of the very latest in bridal style, as well as between 25-50 inspirational exhibitors from in and around the Cambridge area.

 South West of England 2017

Cheltenham Bride & Groom Wedding Show: Cheltenham Town Hall

Sunday 3rd September 2017

Attending the Cheltenham Bride & Groom Wedding Show will give you the chance to meet some of your County’s finest fellow wedding suppliers! Join 75-100 exhibitors also hoping to network with you and secure more bookings.

The Bath Wedding Show: Guildhall Bath

Sunday 17th September 2017

This friendly, welcoming wedding exhibition provides the perfect opportunity for you to meet likeminded wedding suppliers in a glorious environment. Expect between 50-75 exhibiting wedding suppliers.

The Dorset & Somerset Wedding Showcase: The Exchange, Sturminster Newton

Sunday 17th September 2017

Showcasing the most talented wedding professionals in North Dorset and South Somerset this wedding show will be showcasing the work of 50-75 wedding suppliers all of whom serve the rural areas of Dorset and Somerset.

Plymouth Guildhall Wedding Extravaganza: Plymouth Guildhall

Sunday 17th September 2017

With up to 100 stands, the Dream Weddings Extravaganza at Plymouth Guildhall is the city’s biggest and best wedding fair so don’t miss out on the opportunity to see what your fellow wedding professionals are cooking up for 2018 weddings.

Midlands & North of England 2017

Birmingham National Wedding Show: NEC, Birmingham

29th September – 1st October 2017

Officially the UK’s Biggest Wedding Show, the Birmingham National will feature over 300 wedding specialists from all areas of the industry; from bridal boutiques, venues, honeymoon companies, florists, wedding cake companies to jewellers, photographers and everything in between. This is truly one not to be missed.

Pssst! The Bridebook team will be here too!

Manchester Wedding Show: Manchester Central

28th – 29th October 2017 

The North West’s biggest wedding show is back! With over 250 wedding specialists from bridal florists to jewellers and photographers, this is a networking and / or exhibiting opportunity to take full advantage of if you’re local to Manchester.

Pssst! The Bridebook team will be here too!

Durham Wedding Show: Emirates Durham International Cricket Ground

Sunday 24th September 2017

The hugely popular Durham Wedding Show is back this September with up to 75 exhibitors and a whopping 1500 visitors or moreregularly attending.

Newcastle Wedding Show: Newcastle Racecourse

Sunday 1st October 2017

Expect to find the North East’s most impressive wedding suppliers and wedding venues exhibiting at Newcastle Racecourse this October. With 100 stands expected to be filled, could you be an exhibitor this year? Get yourself down to the Racecourse anyway to mingle with the industry elite in your local area. 

The North of England Wedding Awards 

Monday 18th September 2017

One to watch; this annual Gala Awards Dinner held to celebrate outstanding customer service from the wedding industry throughout Yorkshire and North East England is an event you don’t want to miss in 2018. Whether as a guest or a nominee for an award, surround yourself with the best in the business.

Scotland 2017

The Scottish Wedding Show: Scottish Event Campus, Exhibition Way, Glasgow

7 – 8th October 2017

Scotland’s largest wedding show will feature over 300 suppliers taking over the SEC and providing you with inspiration and networking opportunities. Enjoy glittering catwalk shows and a cocktail bar to keep you entertained and inspired for hours!

The Big Dundee Wedding Exhibition: The Caird Hall, City Square, Dundee DD1 3BB, UK

14th October 2017

Between 11:30 am – 4:00 pm over 100 exhibitors will adorn City Square for the opportunity to meet newly engaged couples and local wedding suppliers like you.

Wales 2017

Top Tier The Members Centre Wedding Fair: Royal Welsh Showground

Sunday 1st October 2017

Get yourself along to Mid Wales’ biggest Wedding Fair at the The Members Centre at the Royal Welsh Showground, where the finest local wedding suppliers will be on hand to showcase their wedding talents. The clue is in the name – this really is an event for the best of the wedding supplier bunch. Between 50 – 75 exhibitors expected.

Chosen Artisan Wedding Fair: Portland House Cardiff

18th March 2018

Sister to the Chosen wedding event in London, Chosen Artisan Wedding Fair Cardiff is returning once more to the gorgeous Old Banking Hall to feature 25-50 wedding exhibitors and welcome hundreds of newly engaged couples looking to create their very own wedding with a difference.

Showcasing some of the finest artisan businesses in Wales and the South West, you can guarantee you’ll be in good company here; amongst the most talented and passionate creatives, designer-makers and businesses in Wales.

Will you be attending a wedding show in your local area this year?

Let us know of any must-visit wedding fairs near you and we could feature them in our upcoming articles on networking and the importance of attending events in your local area.

Wedding professionals are in the business of creativity.

As event planners and wedding suppliers we are expected to use our experience and imagination to create unique and beautiful wedding designs – whether in the form of floral arrangements, culinary creations or decorative inspirations, to name but a few.

But being continuously creative under pressure isn’t easy.

And subsequently, there may be times when your creative confidence is knocked and this can damage your ability to move on and continue creating.

Innovation and the pursuit of innovative ideas is the lifeblood of a successful wedding business.

So how do we continue to create when we’re busy, exhausted and feeling uninspired?

We’ve gathered tips from two creative experts (and their incredible TED talks) on how to stay innovative and creative – even when we’re feeling the opposite of those things.

David Kelley says “face the fear”

In his powerful TED Talk on Creative Confidence, David Kelley talks of unlocking the creative potential of people and organisations to ensure we* all *have the ability and the drive to innovate.

During his talk, Kelley explains that when creative confidence is knocked, that bruised feeling can become ingrained in us. But whether you consider yourself naturally creative or not, innovation is something we can all achieve.

Just as you’d overcome any fear, you need to face what it is you fear head on.

Is wedding photography what you were born to do? Well get out there and take photos – and lot’s of them.

Is wedding planning what makes you truly happy? Go to events, browse weddings online and find that source of inspiration that’ll get you excited about creating new weddings and forming new ideas for your 2018 wedding bookings.

It’s all about following steps to ease yourself back into the ‘creative room’. It’s about turning fear into familiarity.

Start working on things that are really important to you regardless of how creative you think you’re feeling. The more you work at it, the more ideas you’ll have.

You are naturally creative. Let your ideas fly. Do what you’re set out to do and you’ll naturally reach a place of creative confidence.

Julie Burstein – how to create in the face of challenge, self-doubt and loss

Radio host Julie Burstein shares four lessons about how to create in the face of challenge, self-doubt and loss in her acclaimed TED talk.

Burstein touches on how our creative conscience exists somewhere between our need for control and our ability to let go. She says that with creativity you need to let go at the very beginning of the creative process because creativity grows out of everyday experiences.

Paying attention to the world around us and being open to embrace all experiences is one of her fundamental rules for improving the ability to create.

This means switching off your phone for a period of the day; stopping, taking stock and being open to the experiences all around you because you never know which of them might change or inspire you.

She also explores how for many successful artists and creators, some of their best work is born out of some of their most difficult moments in life. As human beings, it’s important that we embrace challenges and learn from them. Try not to be discouraged by things that go wrong and when they do – because inevitably they will – pick yourself up and carry on.

Burstein places the following four factors at the centre of creativity: experience, challenge, limitations and loss.

She believes that a combination of all of these elements – whether we actively pursue them (the former) or come up against them by chance (the latter) – makes for a truly creative mind and the most original of ideas.

Similarly to Kelley, Burstein says that you must be driven by the need to do what you do best.

Possess the determination to push through boundaries and maintain a passionate optimism no matter how uninspired you may feel at times.

6 practical tips to help you unlock your creativity

In light of the wisdom we’ve garnered from these creative experts, here are six easy ways to help you unlock creativity when planning a wedding with your next happy couple…

1. Get visual

Visualising ideas is a great way to develop concepts. Get off the phone, step away from your laptop and book in some face to face time with couples to let your creative flair run wild.

2. Work backwards from the ‘dream’ end result

Clearly define what the couple you’re working with want from their wedding day. What is ‘the dream’? Now work your way backward from this and all the little pieces that help build the dream will seem obvious and things will fall right into place.

3. Write everything down

Carry a little notepad and pen with you and whenever a stroke of genius hits, write it down.

No thought is too small and no idea is too crazy! Anything could potentially add value to your business. You never know which little thought could spark your next big idea. Display some of your best ideas on the wall or on a whiteboard to help lead new brainstorming ideas.

4. Take mental breaks

Frequent mental breaks are so important when it comes to developing creativity and boosting morale. Whether you take a break to catch up with friends on social media or go for a walk at lunch time, step away from the everyday. It’s practically impossible to nurture creativity in yourself or others with a tired, burned-out brain.

5. Get physical

Regular exercise or engaging in any physical activity will help unlock creativity. Whether you run, walk, cycle or hit the gym, physical activity will relax your mind and enable you to think more clearly and creatively afterwards.

6. Just start

The hardest part of any creative process is getting started. And the best way to kick start your creative brain is to just start talking, writing and planning. No matter what the quality of the idea is at this stage, the fact that you’ve started and have a basis to build on will be enough to get ideas flowing.

Are you feeling creatively confident?

Let us know how you keep those creative juices flowing to ensure you consistently strive to deliver your best and most original weddings, year after year.

How successful wedding suppliers maintain pricing power

You’re in a meeting with a newly engaged couple. You’ve bought into their wedding vision and they’re clear on how you can help them build their big day.

Then the couple looks at you – eyes wide and enthusiastic – and one of them says…”how much?”.

Handling pricing questions can be tricky. Here are 3 tips to help you handle pricing and secure the sale when meeting newly engaged couples:

1. Be transparent with your pricing

Let’s assume you’ve already provided some basic pricing information online and are confident that the couple sitting in front of you are there because you fall within their budget and they’re serious about engaging your services.

The best way to avoid pricing issues before they even arise is to discuss each of the fundamental components or services you offer upfront and to be transparent about which of those added extras will cost the couple more.

If you’re a wedding planner be sure to mention whether you offer an ‘on the day coordinator’ package which costs a little extra but means that you’ll be there from the start of their day until the last lady dances her way home.

If you’re a wedding venue manager be clear on what is included within the brochure price and highlight the additional extras available to the couple at an extra cost.

Focus less on selling added features and more on providing a list of options that the bride or groom can buy into.

By offering cost breakdowns in keeping with the couple’s specific requests you earn their trust and avoid any difficult pricing queries later down the line.

2. Support your price with reasons why you’re great value for money

The best way to avoid price becoming the main point of conversation is to explain why you charge what you charge, and to support the fact that you provide exceptional value for money.

If you specialise in making wedding cakes explain that your costs are slightly higher than some other local wedding cake companies because you create all of the iced flowers yourself by hand. Or perhaps you charge more because you provide detailed drawings and cake designs, and work with the couple to perfect their wedding cake regardless of how many revisions there are.

Whatever your reasons are for charging what you believe you’re worth, justify them.

Have you any reviews or recommendations that you can show the couple? By supporting your claim that ‘you do it better than anyone else’ you give the couple no reason to argue with your price. They either choose quality or they’ll compromise and choose the supplier with the lowest price.

Whatever you do, don’t undervalue yourself.

3. Be careful with discounting

If you’re open to discounting make it part of your pricing strategy. If you’re willing to reduce your costs you could build in a little extra on top of what you believe your wedding services are worth before applying a price to ensure you don’t end up working for less than you can justify.

Another way to approach discounting is to agree something in return. Perhaps you’ll reduce your costs ever so slightly if the couple pays you in full now or if you’re a wedding venue, you may ask the couple to agree to a minimum guest count.

Ultimately whether you decide to discount or not is up to you but stand by what you believe in and only negotiate on price if you feel it’s a fair deal.

Be sure to sell your specialism 

Gaining and maintaining pricing power is all about ensuring that the couple will want YOU to cater to their wedding day more than anyone else.

If they can’t find anyone else to do precisely what you do as well as you do it at any price you’re in the strongest possible position.

Of course, if they don’t perceive a difference between what you do and what another wedding supplier does, the price will win.

Be transparent, be confident in your ability and know your worth, and the pricing game will be a much easier one to play (and win!).

Networking with other wedding professionals is one of the cheapest and most impactful ways to earn leads and secure bookings from engaged couples.

With that in mind, do you think you are doing it often enough or well enough?

Networking is something that comes naturally to some and fills others with dread. But don’t be fooled; being confident is *not *the most important factor in becoming a networking pro.

Successful networking is all about earning trust and taking the time to prepare beforehand.

Here are 6 ways that you can ensure you’re preparing well and giving yourself the best chance of securing bookings at your next networking opportunity…

1. Ask yourself why you are networking in the first place

Perhaps your sole purpose for networking is to spread the net far and wide in the hope that wedding suppliers across all areas might refer you to the brides and grooms they meet.

Perhaps your objective is more specific. Are you a wedding planner who has identified a gap in your partner portfolio? Perhaps you’re keen to get to know more wedding florists or cake makers so that you can offer your clients more options when it comes to helping them plan their wedding.

Perhaps you’re keen to strike up a partnership with your local wedding venue in the hope that they’ll include you on their supplier referral lists.

Whatever has driven you to focus on wedding supplier networking, know what your objective is and what you want to talk to people about before you turn up.

2. Be selective with who you want to speak to

Before you go to any networking event, take a look at the list of attendees and make a note of three people you’d like to meet. Don’t be afraid to ask the event organisers for an attendee list if it’s not listed online.

Giving yourself a target for when you arrive is likely to make you feel more confident about approaching those people. Plus by doing your homework beforehand you’ve already learnt a little about the people you’re approaching and can prepare a few specific questions and conversation topics that you’re confident will impress or engage that person.

Remember that your time is valuable so try not to get distracted and go off topic when you’re conversing with other wedding professionals. Yes, the conversation should feel natural and flow easily but try to bring it back to your core focal point if you feel you’re spending too long discussing holidays or the weather.

3. Be ready to start the conversation

Ensure you’ve rehearsed a brief elevator pitch so that you can confidently and succinctly talk about yourself and your wedding business.

Arrive at the networking event with three questions you want to ask fellow suppliers to kickstart the conversation and help you build the kind of relationship you want.

Remember, all relationships are a two way street so don’t force the conversation purely for your own benefit. Be prepared to answer questions about yourself and your wedding business, and try to let the conversation flow naturally rather than allow it to slip into a question and answer format.

4. Try not to see other wedding suppliers as competition

We speak to lots of wedding suppliers who see other businesses as competition and who are therefore reluctant to strike up a conversation with them or support them on social media with a few ‘likes’ and ‘shares’.

Change your mindset.

Whether businesses are similar to yours or completely different you’re missing a huge opportunity if you dismiss them on the basis of competition.

Think about it; when a qualified lead enquires about a weekend that another wedding supplier is already booked for, who will they recommend? Couples will inevitably ask this supplier if they can recommend anyone else and you could be the wedding supplier they choose.

5. Establish yourself as an expert in your field

Building a strong network is largely about earning trust and the best way to prove your worth is to ensure that the world knows you’re good at what you do without being boastful.

Positioning yourself as an expert verbally without saying “look how great I am” is an art, but there are a few easy ways to show you’re an expert online without seeming arrogant.

Showcase testimonials and recommendations on your website and in places that they’ll be seen, like the homepage or on your contact form. Include good feedback on your Bridebook profile from brides, grooms and other wedding suppliers so that other wedding professionals can see that you’re highly thought of by your clients and other wedding pro’s.

Set up a blog and share your expertise in the form of articles; writing about real wedding stories and giving insight into some ‘behind the scenes’ tips that help you prepare for a wedding and impress the couple you’re working with.

Knowledge sharing is to be encouraged. Other wedding suppliers can find answers to any question they need answering on the internet anyway, so be the one they turn to for this advice rather than worrying about protecting your trade secrets.

As your blog develops you may even be contacted by the media for interviews or opinion pieces as you’ll be seen as the number one expert in your field.

6. Make sure that you work at maintaining the relationship

Don’t let all of your efforts be for nothing!

Think of these supplier partnerships as friendships. You must continuously put work in to reap the true benefits.

Stay in touch with suppliers regularly so that you’re always at the forefront of their minds. Small added touches can go a long way, like sending Christmas cards and birthday cards.

Share your networks content on social media and include them when you write about real weddings they’ve worked on too on your blog.

Building supplier relationships should be your number one goal for 2017 / 2018

Building relationships with local suppliers is the best marketing tool you could ask for.

Creating a wedding dream team in the form of a community of wedding professionals all supporting each other allows you to grow professionally and you’ll see your business flourish as a result.

Plus those referrals and relationships often won’t cost you more than a cup of coffee and a little of your time.

Attend events at your local associations, meet people, exchange cards, and most importantly, follow up. Make sure that you’re easy to work with and try to position yourself as an invaluable resource of information.

Spend a little more time today nurturing your supplier network and reap the benefits in 2018 and beyond.

5 ways wedding suppliers can win new business and improve sales skills.

Sales and bookings are the lifeblood of wedding business success. Without them, we wouldn’t be a business at all.

But it’s not always easy to understand why brides and grooms choose a competitor over you.

And in a highly competitive industry like the wedding and events industries, it’s important that you’re aware of how you approach closing a sale in order to be really good at it and to continue improving and securing more bookings.

We’ve spoken to several industry experts to find out what they think helps wedding businesses like yours stand out in today’s competitive market, and what you can do to secure more bookings.

Here are 5 ways in which you can win new business and improve your sales skills…

1. Identify what makes your business unique

It’s essential that you can instantly identify (and be prepared to discuss) your wedding business’ USP – your unique selling proposition.

You need to give potential clients a reason to choose you over the competition and to do this, you must have evidence to support what makes you different to everyone else.

What do couples say about you after you’ve finished working with them? What do they write in testimonials and reviews?

Be prepared to discuss your best assets and show proof of weddings you’ve worked on where these assets have come into play and made a couple overwhelmingly happy with what you’ve done for them.

2. Listen more than you talk

It’s easy to get carried away when meeting a prospective client and to talk about all the wonderful things you could do for them.

The most powerful sales tool at your disposal is the ability to listen.

Ask open ended questions and be sure to listen to their specific needs to show that you understand that their wedding is unique to them and to show that you’re willing to tailor what you’ve done in the past to suit them and their desires for their wedding day.

3. Consider your pricing strategy carefully

Why do you charge what you charge? How highly do you value your services?

Pricing competitively is important but providing great value for the services you specialise in is the most important thing.

Of course couples will be cost conscious but this doesn’t always mean that they’ll choose the cheapest wedding supplier.

Be prepared to explain why you charge what you charge and focus on the quality of the service you provide, the value you could add and support these claims with client feedback.

4. Pay attention to how interested the couple seem to be

Try to read prospective clients and be conscious of any buying signals they might be giving.

If they ask you about your availability for their wedding day or if they discuss their plans and reference your business specifically as being the wedding venue for them or mention you helping them with wedding planning, floral arrangements or their cake in conversations, they’re most likely ready to commit to you.

Similarly, if the couple seem disinterested or keen to wrap up the conversation, give them the space they need to reach a decision but prepare to move on to your next potential client.

5. Express your intent to close the sale and begin helping them build their dream day

It’s ok to be open about how much you’d like to work with the couple. Once you’ve reached this final stage, ask the bride and / or groom if they’d be ready to move forward and pay a deposit to secure your services.

And whilst it’s ok to let them know that you’re booking up fast, be sure not to put too much pressure on the prospective clients and make them feel forced into making a snap decision. A lot of people will feel uneasy and even a little suspicious if you focus too much on securing a deposit fast because of how busy you are.

If they choose not to pay a deposit there and then, make sure that you follow up with them after your meeting.

Be confident, be professional and success will follow

Approach ‘closing the sale’ with a quiet confidence in your wedding business and in your abilities as a wedding professional.

Prospective clients will pick up on how keen you are to work with them so a balance between interest, calm and professionalism is the most surefire way to impress couples and win bookings in 2018 and beyond.

Secure wedding bookings in an instant with these handy tips from seasoned pros

Do you struggle to nail the first client meeting and secure wedding bookings?

Having a successful meeting that culminates in a booking is largely dependent on how you prepare for and approach meeting newly engaged couples, and on the kind of first impression you make.

Here’s how successful wedding professionals prepare to meet new couples and guarantee themselves a booking in 2018 and beyond…

1. Preparing for the first meeting 

As the saying goes, those who fail to plan, plan to fail.

It is so important that you prepare for the first meeting ahead of time and really do your research.

Treat this appointment as seriously as if you were going for an important interview. Find out as much as you can about the couple and their tastes before you meet. Send them a short, fun questionnaire to complete and return, or arrange a Skype call to guarantee some face time with the couple and ask them about their wedding style preferences.

Don’t ever assume you know everything and arrive at the meeting armed with lots of new ideas and fresh suggestions that reflect the kind of wedding you think the couple are looking to achieve.

Questions are your most important weapon at this first meeting. It is your job to ask, listen and make suggestions.

Tip: ask the couple to take a look at your website before you meet (which will of course, feature tons of great reviews – bonus!) and give them an idea of your costs. Most millennial couples will ask to know your prices before meeting anyway so it’s worth including pricing parameters on your website and Bridebook profile to save you time and ensure you don’t attract couples who aren’t genuinely interested in hiring you.

The final thing to consider before you meet is what you’re planning to wear to the appointment.

What do you know about the couple? If you know that you’re meeting a young, London based couple who work in advertising, for example, feel free to let more of your personality shine through and wear something informal that reflects who you really are.

But if the bride and / or groom you’re meeting haven’t given much away about themselves, dress conservatively as this shows professionalism and is a surefire way to make a good first impression.

2.How to make a good first impression

Making a good first impression is absolutely essential for wedding professionals when securing bookings and in securing a professional reputation for yourself amongst other wedding suppliers.

So how do you do it?

Well realistically, you’ve probably only got 2 minutes to make a good first impression and it’s all dependant on the words you use and the body language you choose. In fact, research shows that 60 to 90 percent of our communication with others is actually nonverbal.

Here are some tips (verbal and nonverbal) to help you make the best first impression…

• Check your posture – keep your back straight, your shoulders relaxed and your head raised to give off an air of confidence
• Mirror the body language of the person (or people) you’re meeting. This shows that you are in agreement and that you like the person you are with
• Align your body with the person you’re talking to and lean in so that you appear engaged
• Always remember to greet others with a firm handshake – but not too firm. This is probably one of the most important elements of body language because it sets the tone for the entire conversation
• Introduce yourself and your business with assurance
• Make eye contact and give the couple a genuine smile. By nodding and smiling in a natural way as you communicate with a couple you are showing them that you understand, agree, and are listening to their opinions
• Use your hands to gesture when you speak as this improves your credibility with the listener. Did you know that there is evidence to suggest that gesturing with your hands while speaking actually improves your thinking processes?
• Speak slowly and clearly to couples as this brings a sense of calm and control to the conversation

3.Start the conversation strong

Ensure that you’ve prepared and rehearsed your elevator pitch in time for the meeting.

As a wedding supplier, this ‘introductory speech’ should be relaxed yet professional. Think of it as a well articulated introduction of yourself, your wedding business and your experience which will set the tone for a positive conversation thereafter.

Keep your intro to less than 30 seconds and make sure that you smile, pause often and leave space for the couple to ask any questions or interject with details about themselves and their wedding desires.

Don’t forget to ask questions and remember to use this first meeting as an opportunity to show – not tell – the couple about your experiences.

Share stories of recent weddings where you’ve helped another loved up couple realise their wedding dreams. Bring a portfolio to the appointment and showcase your best weddings of 2017; making sure you pre-select just a few examples in keeping with the couple’s preferred style so that they can relate to the weddings you’re showing them.

Use the examples as prompts for the new wedding you’re trying to build for this new couple and explain how you could apply similar elements to their very own special day. This should be your constant focus so don’t get too preoccupied with weddings you’ve catered to in the past.

This meeting is all about helping a new couple create future memories.

Tip: Remember that you’re there to learn about the couple as much as they are there to learn about you. Ask lots of questions and listen more than you talk. Your contribution to this meeting shouldn’t feel like a sales pitch – it should be centred on how you can help this particular couple plan and build their wedding.

Are you ready to make this first client meeting your best yet?

Approach your next client meeting confidently knowing that you’ve done all you can to prepare for it; both literally (with research and portfolios) and mentally (by rehearsing how to make a good first impression).

If upon meeting the new couple you feel that for some reason you aren’t the right fit for their wedding, be honest with them early on. They’ll probably appreciate it and will be more likely to share your name with their engaged friends.

But the chances are that if you’ve taken the time to get to know the couple a little before you meet and if you prepare the kind of information you think they’ll appreciate, the meeting will go well and result in a booking for your business.

We hope we’ve left you with a great impression of what a little prep and a little forethought can do for you at your first client meeting.

Go get that booking!

Can you believe we’re already reaching that period when wedding bookings begin to slow but the number of national and local wedding fairs begin to ramp up in anticipation of 2018 / 2019 bookings?

The smartest wedding pros will already be signing up to showcase their unique supplier services at wedding events from September through to November so we thought “what better time to take stock and remind ourselves of exactly how to stand out at a wedding supplier show?!”

Whether you’re preparing for your very first wedding show or are an established wedding show exhibitor, check out these top tips from wedding industry experts that’ll help you maximise your return this year and make the most out of the opportunities that present themselves at UK wedding fairs in 2017…

1. Preparation is key

Tell people you’re going 

At least one week before you’re due to exhibit at a wedding show, use social media and email to advertise your appearance and let your followers and prospects know that you’ll be there.

If you’re lucky enough to have a list of contact numbers from interested prospects, call them and invite them to come along too. Remember to let couples know which number your stand will be at.

Prepare post event communications before the event

It’s really important that you set aside some time to prepare follow up communications for after the wedding show in advance. You’ll want to be able to follow up as soon after the show as you can, and having pre-prepared templates will enable speedy yet effective post event communications.

The last thing you want to do is rush to put something substandard together after the wedding show or leave it too long only to find that your prospects have already booked with another supplier.

Prepare separate email templates for ‘interested parties’ versus ‘appointments’ so that you’ve got very separate communications ready to tailor to each individual you’ve met. For more information on the importance of personalising your emails and how to construct effective email communications, read this article.

2. Make sure your wedding stand stands out

There are probably going to be a lot of other wedding suppliers competing for the attention of brides and grooms at this event so it’s imperative that you stand out.

Here are three easy ways to say “look at me” at your next wedding show…

• Try to build some height when dressing your stand so that you can be spotted from across the room and don’t be afraid to use lighting and colour.
• Use professional signage that’s easy to read from a distance and again, put it up high so that more people can see it.
• Make sure that your stand reflects what you do. If you’re a wedding florist create a showstopping booth made up of your most creative and impressive blooms and floral combinations. If you make wedding cakes, construct a tower that will draw “oohs” and “ahhs” from engaged couples looking to impress at their weddings next year.

3. Give away good freebies

It’s no secret that we all love a freebie and it’s a great way to attract crowds to your stand. True, some attendees will just be interested in the free goods but you’ll definitely reel in interested couples too.

The trick to separating the freebie-lovers from the serious bookers is this…when people approach your stall qualify them by asking when their wedding day is and which suppliers they’ve already secured so that you don’t waste time with the ones who aren’t going to convert to bookings.

Don’t sit down in your booth or stand with your arms crossed. Be open, friendly, smile and encourage couples to approach you and communicate.

Wondering what freebies you could offer?

Sweets and cupcakes always work well, as do gimmicky toys or gadgets that could help couples in their wedding planning journey. If you can, make sure that whatever you give away has your business name and contact information on it for maximum promotion.

You could try running a competition and include a bigger giveaway such as a romantic meal for two or an overnight stay at your wedding venue and gather contact details in exchange for entries.

4. Set a clear goal

Are you trying to make sales, book appointments or just gather as many contact details as you can from interested prospects?

Decide what your objective is beforehand and stick to it as best you can. When couples approach you, know what you want from them before you start discussing your wedding services.

Talk to as many couples as you can. Gather their details and if you need to offer something extra to get them to commit to an appointment you could offer them 10% off if they book your wedding venue or services within a 2-4 week period.

Remember to follow up with your appointments and contacts soon after the wedding show to give yourself the best chance of securing bookings whilst your wedding services are fresh in their minds.

5. Network with other wedding suppliers

One of our favourite benefits of a wedding show is that it gives you a chance to network with other wedding suppliers on a national and / or local level.

Arrive early so that you can meet other wedding professionals whilst you’re setting up and trade business cards or details so that you can keep in touch with them after the wedding show.

Creating networks between like minded suppliers is the best way to help boost referrals between yourselves.

Make wedding shows work for you

Now you’re armed with some of the best tips we have to offer it’s time to go and put your stamp on the industry.

How will you stand out from the crowd at 2017 wedding fairs?

Isn’t it about time your wedding venue gained a free Bridebook Business profile?!

UK wedding venues have discovered the secret to free marketing and more bookings.

Don’t you love it when leads come flooding in without you having to do very much at all?

What’s that now? You’re still working hard to book weddings at your venue?

Well we may have just the answer…

Introducing Bridebook Business

Something pretty exciting is happening at Bridebook HQ and we want to shout it from the rooftop (of your wedding venue, preferably)…

UK wedding venues are now choosing to ‘couple up’ with Bridebook Business and feature for free on our wedding planning platform as part of their lead generation strategy, and we couldn’t be more thrilled about it.

We’re huge advocates of wedding supplier networking and in wedding venues and businesses working together to support each other.

That’s why we’re so keen to encourage more wedding venues to register with Bridebook for free and take advantage of these kinds of blissful benefits:

• Access to more than 40,000 couples who are registered on Bridebook right now

• Exposure to our 250,000 social media followers

• Connections to over 14,000 wedding businesses keen to share knowledge and support each other with local referrals

• Opportunities to chat with couples via direct email enquiries

• The chance to show off your portfolio, awards and client reviews and testimonials

• Enhance your SEO with a featured listing on our high ranking wedding planning platform

How does it work?

Your job is to set up and manage your venues’ personal business account which is quick and easy to do. It only takes 10 minutes to set up your account and then you can spend as much time as you like adding to it.

Of course the more information you provide the better, as couples on Bridebook can filter supplier searches by capacity, style and location, meaning that the more information you include on your profile the better matched you’ll be to newly engaged couples and the higher you’ll rank in searches.

Plus you’ll be more likely to impress the couples that land on your wedding venue profile page and subsequently, they’ll be more likely to get in touch with you and enquire about a visit.

Management-wise, it’s just a case of making sure that all of your wedding venues’ details are kept up to date and relevant – particularly with regards to contact details, pricing and images.

Once your account is set up you’re ready to start attracting the thousands of couples who are searching for wedding venues just like you.

What can wedding venues include on their Bridebook profile?

You really can add as much information as you’d like to your Bridebook profile and if you’ve any recommendations for us in terms of developing our platform to allow for more information to be featured, please feel free to get in touch.

Here’s what you can include…

• Unlimited photos

• Direct Contact Details

• Description of services

• Links to Social Media

• Pricing Information

• Client reviews & testimonials

• Supplier recommendations

• Unlimited videos

• Selection of products

• Industry awards and features

• FAQs

• A personal message from the Manager of your venue

How couples get in touch with your wedding venue

Couples can contact you directly through our direct messaging system (which goes straight to your email inbox) so it’s really important that you keep your contact details up to date to avoid missing out on enquiries.

It’s about time your wedding venue gained a Bridebook Business profile

Wedding venues in particular benefit from a presence on the Bridebook platform simply because choosing a venue is one of the greatest decisions a couple will make when planning their wedding, and using an online directory to shortlist all of the venues in their chosen location is the method of choice for most brides and grooms.

If you’re not visible alongside other wedding venues in your area, you could miss out on those all important bookings.

Effortlessly pack your calendar with weddings in your area whilst also filling your mid-week, off season and late availability dates without stress when you get in touch today or get started on your free Bridebook Business profile.

3 things wedding suppliers can do to stay motivated as we near the end of peak wedding season 2017.

Wedding suppliers are often believed to have one of the best jobs in the world. Working with giddy couples to build their dream wedding sounds just wonderful doesn’t it.

And although we know you really do love what you do it’s OK to admit that sometimes the behind-the-scenes client meetings, venue walkthroughs, contract negotiations and paperwork can leave you feeling a little fed up.

But being demotivated is a luxury that wedding suppliers can’t afford to indulge in for too long.

Being on top of your game for each and every wedding you work on for each and every couple you work with is essential. It’s unfair to the couples you work with to be anything other than 100% dedicated to making their wedding day everything they dream it will be.

3 ways to stay motivated for the weddings you’re working on now

Here are 3 things you can do to help you stay motivated and push through any weariness as we approach the end of peak wedding season 2017.

1. Stop procrastinating

Research into motivational factors discussed in Psychology Today suggests that people who just get the job done procrastinate less and are more motivated to move on to the next task than those who spend too long thinking about and assessing one individual task.

We all know how great it feels to check something off of our to-do list. It’s great for motivation and self esteem. If you’re feeling overwhelmed and demotivated, begin by completing the smaller tasks and this feeling of accomplishment will spur you on to tackle the bigger ones.

2. When it gets too much, step away

Some days, no matter what you do you just can’t bring yourself to tackle that mountain of ‘urgent tasks’ and sitting at a desk staring at your screen is only going to make you feel worse.

When you’re feeling utterly uninspired, the best thing to do is unplug, step away from the workplace and take a break. Go for a walk, go grab a coffee, do some reading or hit the gym. Do whatever it takes to help you switch off and unwind so that you can return to your to-do-list with a clear head and a revitalised outlook on the task at hand.

3. Think about the bigger picture

When helping plan a wedding, it’s easy to get lost in the detail of all the subtasks that need addressing and lose sight of what it is you’re really doing and why.

Think about why you chose to run a wedding business or work in the wedding industry in the first place.** **

Weddings are your passion! Remind yourself of all the things you love about being a wedding venue or wedding supplier and write down all the fantastic things you’ve accomplished. Read good feedback from newlywed couples whose dream wedding day was achieved because of things that YOU did.

Feeling uninspired is a horrible feeling but step back and look at the bigger picture. This fed up feeling will soon pass and you’ll be back to your best. Sometimes, a little mental refocusing is all we need to pull us through the tough times.

Stay motivated by addressing ‘autonomy, mastery and purpose’

If you’re particularly interested in finding out more about what motivates people in business, we’d recommend you read Dan Pink’s Drive: the Surprising Truth About What Motivates Us.

He focuses on three intrinsic elements to motivation at work: autonomy, mastery and purpose.

Having the power to direct your own life and control the activities you manage is essential. Having the desire to continually improve at something you love to do really matters. And knowing that what you do makes a difference to someone, somewhere is what drives us.

Do you have autonomy, mastery and purpose when it comes to managing your wedding business?

By preparing just a few small things now in time for November your wedding business will guarantee more bookings for 2018.

It barely feels as though we’ve gotten going with peak, summer wedding season but lo and behold, engagement season is just around the corner.

Statistics show that around 40% of couples who will be engaged in the next 12 months will do so between November and February, which means wedding suppliers only have a couple of months to get their house in order in time for the prime wedding business bookings period.

Here are 4 things wedding suppliers like you need to be doing NOW to ensure you’ve the best chance of winning bookings throughout engagement season…

1. Review your online presence

Just as we advised you to prepare your online business for the 2017 peak wedding season, it’s now time to readdress and revisit your website and all online profiles to check that all of your business information is correct and that your wedding portfolio is up to date.

Your brand image and contact information must be consistent across all online platforms and you must make it as easy as possible for engaged couples to find you and get in touch. If your information isn’t instantly accessible and readily available, newly engaged millennial couples won’t waste much time searching for it before moving on to your competitors.

Is your Bridebook Business profile complete, relevant and up to date? Share your best photos, include up to date pricing information and post good feedback from the couples you’ve worked with throughout wedding season 2017 on your profile to really maximise your chances of being spotted and shortlisted on this platform.

Remember, your professional image could suffer if you’re presenting your wedding services in a different way in different places online. Pricing information, images and contact information must be consistently included and updated wherever your business features on the web.

And finally, don’t neglect your social media accounts.

Remember to update them with fresh content regularly and tag couples in your posts to encourage engagement and show you’ve forged good relationships with the couples you’ve worked with this year.

Potential new clients will often check out the social media profiles of wedding businesses they’ve shortlisted before they get in touch to get a feel for the service you offer, to see pictures of weddings you’ve catered for this year and to find out what other happy couples have to say about you.

2. Publish and promote the reviews and recommendations you’ve collected this wedding season

We’ve already highlighted the importance of reviews when it comes to helping wedding suppliers secure new bookings so we just want to take this opportunity to reiterate that recommendations from couples you’ve worked with this wedding season are your best asset when it comes to attracting newly engaged couples and securing bookings for 2018.

Did you know that the average couple reads 7.6 reviews before contacting wedding professionals? Make it your goal to publish any reviews you’ve gathered on your website, social media accounts and on your Bridebook profile. If you’re still waiting for feedback from some of the couples you’ve worked with, chase them up now.

Newlyweds love to talk about their wedding and the majority will be more than happy to write a few words on how you contributed to making their day so special. In fact, 70% of customers will leave a review for a business if you ask them for it.

What are you waiting for?!

3. Check that your calendar is up-to-date

Your availability is going to be a hot topic during engagement season. Couples will need to know exactly when you’re available and when you’re not, and being able to access this information and reply to their queries quickly will give you the best chance of securing their booking.

Try to fill in your calendar with as many details as you can about your bookings for wedding season 2018, not forgetting to factor in time for site visits, travel and administrative tasks too. Don’t be overly optimistic with your time – be realistic. You don’t want to let couples down because you’ve incorrectly estimated time commitments and you don’t want to put unnecessary pressure on yourself to fulfil everyone’s needs either.

4. Do your research and make a good first impression

Once you’ve clarified your availability and agreed a time to meet with a newly engaged couple, the real work begins.

Making a good first impression depends largely on whether you’ve done your research. Take the time to learn a little about the couple you’re meeting and you’ll make a great first impression.

Check back over your email conversations to get an idea of the style of wedding the couple you’re meeting are looking for. Open your meeting by asking the couple questions about themselves and how they met, and ask them to tell you their engagement story. Facilitating this kind of personal connection will help you secure bookings and work together with the couple more harmoniously during the wedding planning process.

And finally, be prepared to discuss the latest wedding trends and arrive at the meeting armed with a portfolio of your weddings from 2017 to demonstrate the kinds of things other couples are choosing to include on their wedding day.

Make engagement season work for you

Engagement season shouldn’t be made to feel like a relentless continuation of peak wedding season that demands late nights, early mornings and difficult requests.

By preparing just a few small things now in time for November your wedding business will be best placed to attract couples looking to wed next year with little time investment required from yourself.

A wedding supplier’s guide to gaining exposure through great content

We’ve highlighted some of the ways in which wedding professionals can approach the creation of newsworthy PR stories guaranteed to boost bookings but how do you then deliver that story into the right hands and in the right way?

It’s all well and good having a fantastic story to share about your company, your successes or your sector but how do you get the attention of the right people in the media?

Think about how many other wedding industry professionals like you are currently researching or writing an engaging piece of content. Now imagine being an editor and having one space to fill in your next supplement but 50-100 content submissions to sift through?

Standing out in the crowd is the difference between PR success and failure.

How wedding suppliers should approach content submissions

Here are 5 steps you should take to ensure you’re giving your wedding business the best chance of exposure through publication of your content…

1. Check that your wedding website is up to scratch

The first thing to do before you kick start any PR campaign is to review your company website. Make sure that all of your information is up to date and that your content is conveying the right message for you and your brand.

Believe it or not, the success of story submissions can often be down to how professional you seem as a wedding supplier. Editors aren’t going to want to associate their media publications with businesses that appear out of date or unprofessional.

Plus, you’re unlikely to convert business from press stories if your website falls short!

2. Produce a shortlist of relevant media contacts

Do your research and create a wishlist of websites, blogs and publications you’d like to feature in; making sure that the media you pursue are relevant to your target audience and if possible, local to your business.

Take a look at the kinds of content each media outlet is showcasing to decide whether your work and your writing suitably matches their tone, style and subject.

Tip: getting your work published takes time and whilst it may be tempting to email every media outlet you know of, the best approach is to properly research the publications that best suit your brand and location.

3. Review submission guidelines

It is so important for you to spend time reading submission guidelines on the websites of media outlets you’re hoping to contact.

So many businesses don’t do this and fall short as a result. Follow submission rules and you’re already ahead of much of the competition.

4. Include a detailed summary with your submission

When submitting your story to the press, it’s important that you provide a detailed excerpt that succinctly describes exactly what your story is about.

Take time preparing your pitch and highlight the key details of your content AND your business, e.g. state that you specialise in unique wedding cakes, modern floral design or bespoke wedding dresses, and include details of where you’re based. Many local media outlets will be more inclined to publish stories from local businesses.

Tip: remember to tailor your pitch to each media outlet. A few sentences aimed specifically at the publication you’re contacting could be the ones that catch the eye of an editor looking for a wedding supplier who’s done their research.

5. Attach images

If you take the task of having to source imagery away from editors, they’ll love you for it. Plus, when you accompany text with images it instantly makes a story stand out. Photos are excellent at instantly conveying emotion and telling their own story; even without the support of written words.

PR success is just a carefully crafted submission away

Getting content published is tough but when you start to enjoy the fruits of your labour you may find that the exposure is exactly what you need to take your wedding business to the next level.

Approach PR in a strategic and controlled way; knowing who you want to reach, the message you want to convey and where best your content will succeed.

Ensure that your efforts are measurable through google analytics and contact forms and remember that there are multiple benefits to PR aside from direct business, such as brand awareness, third party credibility and links to your website (for SEO points).

So in the words of Benjamin Franklin, all that’s left to do now is “write something worth reading or do something worth writing about”.

Get out there and leave your mark on the wedding industry because in PR, we create our own luck.