{"id":1648,"date":"2015-12-21T10:07:08","date_gmt":"2015-12-21T15:07:08","guid":{"rendered":"https:\/\/www.florist20.com\/blog\/?p=1648"},"modified":"2018-04-26T14:12:18","modified_gmt":"2018-04-26T18:12:18","slug":"leave-wedding-show-100-consultations","status":"publish","type":"post","link":"https:\/\/www.florist20.com\/blog\/business-tips\/leave-wedding-show-100-consultations","title":{"rendered":"How To: Leave A Wedding Show With 100+ Consultations Booked"},"content":{"rendered":"

…And what your opening line should be<\/h2>\n

Christmas lights are out and so are the carolers. To the florist who works in weddings, these signs mean something very significant: booking season has arrived. At Twisted Willow Design<\/a>, we book approximately 70% of our weddings from December to early February. How do these prospects come about? Online portfolios of our work, a well designed website<\/a>, and using our Facebook page \/ Instagram<\/a>.<\/p>\n

What about wedding shows? Some florists hate them. Others put up with them. Yet, one of the cornerstone pieces in the growth of our floral startup over the past two years has been wedding shows. As we started our company, we didn\u2019t know how effective advertising was so we started with a show and it was a great decision. So great of a decision, that we average 45 consultations booked per show. (Our record is 100 for a large two day show.) So, what are the keys to being effective at a wedding show?<\/p>\n

<\/p>\n

\"Bouquet\"<\/a><\/p>\n

Be Prepared<\/h3>\n

Before you go into the show, know exactly how you will process new leads. Your end goal is simple: get the bride signed up for a consultation. Pre-set the times you can do consultations on a google spreadsheet so that all your team can have the most up-to-date information when setting up consultations. Have marketing materials on hand such as business cards or touch point cards. Use this card to write notes for the prospective client if they\u2019re asking questions. It\u2019s a much better way to ensure they\u2019ll keep the card!<\/p>\n

Bring beautiful examples of your work. This doesn\u2019t have to break the bank. Find something classy that\u2019s not going to ruin your advertising budget. One little known fact about wedding shows: brides care really little about the flowers you have there. I\u2019d say 90% of the brides we book for consultations never go out of their way to look at our flowers. Were they a great backdrop and demo of our work? Absolutely. But brides typically signed up because they like us and want to go to the next step, which includes us showing them our previous work.<\/p>\n

Be Friendly<\/h3>\n

Yes, you are sizing up the bride just as much as she is sizing up you. Not every bride\u2019s personality or budget will fit what you need. With that considered, remember: her wedding is, to her, the most dreamed about day of her life. Be friendly. SMILE. Don\u2019t drop the conversation mid-sentence when you find someone already has a wedding florist. Are they asking too many questions? Answer the questions! If you\u2019re not genuinely interested in the clients, you may as well close up shop and go home.<\/p>\n

Find a people person to help you at your booth. If you have to get a friend or your second-cousin to come and help for 6 hours at the show, DO IT. You want solid personnel who don\u2019t mind being uncomfortable or turned down and can always keep a smile on. Mitch Mohanna gives some tips in this<\/a> Florist 2.0 article about how to land top sales talent. The hardest news for a florist to hear is this: don\u2019t just use someone because they have great floral work.<\/p>\n

Have Initiative<\/h3>\n

If you\u2019re at a stage in your business where you\u2019re hungry for work, it\u2019s your job to get the bride. Wallflowers are pretty but I\u2019ve never seen one book a consultation at a wedding show. You\u2019ve got to be willing to open conversation at every opportunity you have. Be careful that your initiative doesn\u2019t come off as obnoxious. There is a way to classy way to open conversation without seeming to odd. Crazy enough\u2026the most effective line we use is a simple, \u201cHave you found your wedding florist yet?”<\/p>\n

To finish up the article, here\u2019s a sample line-by-line conversation that I normally have with a bride. ALWAYS play to your advantage, whether you are the florist or the help. Use who you are and leverage it in a way that helps the bride-to-be to stay engaged.<\/p>\n

A normal conversation starts with a bride looking at our booth and goes something like this:<\/p>\n

Me: Have you found your wedding florist yet?<\/strong><\/p>\n

Bride: We\u2019re still looking!<\/strong><\/p>\n

Me: That\u2019s awesome. I am, by no means, a wedding florist. But I know someone who is. I married her.<\/strong>\u00a0(Use whatever line you need to here but funny \/ engaging is huge. They\u2019re expecting you to immediately say that you\u2019re a florist so whatever you can do to break that schema will help them feel engaged instead of being sold.)<\/em><\/p>\n

Me: So\u2026where did the proposal happen??<\/strong><\/p>\n

Bride:<\/strong>\u00a0(Typically short answer but sometimes people are excited to share. Be excited to listen.)<\/em><\/p>\n

Me: When is the wedding?<\/strong>\u00a0(This seems like such a dumb question because they\u2019ve been asked it a million times, but they don\u2019t mind giving this at all.)<\/em><\/p>\n

Bride:\u00a0September 18, 2016<\/strong><\/p>\n

Me: Oh wow! It seems that September is such an exciting month to get married this year. What venue?<\/strong><\/p>\n

Bride:\u00a0Well, we\u2019re doing it at the (venue).<\/strong><\/p>\n

Me: That\u2019s such a neat place!<\/strong>\u00a0(Or some other completely honest and POSITIVE statement. Whether you\u2019re a part or not, this is her wedding! She needs to be excited about it.)<\/em>\u00a0What colors did you pick out?<\/strong><\/p>\n

Bride:\u00a0Blush and light colors.<\/strong><\/p>\n

Me: That would look awesome. The reason we\u2019re here today is to help brides who know their venue and their colors and you\u2019re at a point we can help. There are many brides who don\u2019t know their venue or colors and aren\u2019t at a point we can help them. Because you know them, we\u2019re at a point we can start helping. The main thing we\u2019re doing today is scheduling consultations where Rachael can sit down with you for 30 to 45 minutes and catch your vision. At the end, Rachael will give you a proposal on what kind of investment you need to make your wedding day everything you hope it to be. Do Wednesdays or Thursdays work ok for you?<\/strong>\u00a0(Let her answer.)<\/em><\/p>\n

Bride:\u00a0Umm\u2026no, I work Thursdays but Tuesday afternoon is an option.<\/strong><\/p>\n

Me: That\u2019s perfect. We have one consultation left this next Tuesday at 3. Does that work?<\/strong>\u00a0(Try to book brides at the earliest possible time. The later out you schedule them, the more likely they are to forget. And don\u2019t ask them for a time! Give them options.)<\/em><\/p>\n

Bride:\u00a0Sure.<\/strong><\/p>\n

Me: Cool. What\u2019s your phone number?<\/strong><\/p>\n

Bride:\u00a0555-555-5555<\/strong><\/p>\n

Me: Got it. Well\u2026you know what may be easier, we\u2019ll send you a reminder via email. What\u2019s the best email for you?<\/strong><\/p>\n

Bride: ourwedding at gmail dot com<\/strong><\/p>\n

Me: Awesome. We\u2019re looking forward to connecting more with you next Tuesday!<\/strong><\/p><\/blockquote>\n

And you\u2019re out! You successfully turned a basic conversation into all of the key pieces of information you needed. Write it down as it goes! Many brides will have additional questions and this post by no means covers every situation that you\u2019ll come up against. But it\u2019s a proven template that will help you book more consultations, which turn into more weddings.<\/p>\n

Ryan O\u2019Neil is the co-founder of Curate<\/a>, a proposal software for florists that creates beautiful, on-the-spot proposals accurate down to the last pincushion protea. His beautiful bride, Rachael, and he started Twisted Willow Design in St. Louis, Missouri two years ago, which is now one of the quickest growing event floral design companies in the midwest.\u00a0<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

…And what your opening line should be Christmas lights are out and so are the carolers. To the florist who works in weddings, these signs mean something very significant: booking season has arrived. At Twisted Willow Design, we book approximately 70% of our weddings from December to early February. How do these prospects come about? 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