Closing the Deal: Convert Expo Leads into Paid Clients
Effective tips for converting Wedding Expo leads into paying clients.
It’s the middle of Spring, and you just wrapped up one of the best wedding expos you’ve ever attended. You connected with dozens of couples and everyone loved your cakes. You pack up your beautiful display and head home feeling so proud of yourself. At first, you were reluctant to invest in the event, but you’re so glad that you pushed yourself outside of your comfort zone. You put your business out there, and you gathered some really great leads that could potentially create a good amount of business. Great job!
…but wait, now what? Should you wait for the couples to reach out to you, or is it on you to reach out to them? After all, you don’t want to be a pest, right?
As a business owner or wedding industry professional, attending a bridal or wedding expo can be an effective way to build brand awareness, generate leads and increase your client base. While meeting potential clients in person can be an exciting experience, it's important to have a solid plan in place for following up with leads after the event. The success of your follow-up strategy will ultimately determine the number of couples you can book from the expo.
In this blog post, we will discuss some effective tips for handling sales leads after a wedding expo and maximizing your chances of converting those leads into paying clients. From creating a clear and concise follow-up plan to nurturing relationships with leads through personalized communication, this post will provide you with actionable insights to help improve your lead conversion rates and grow your wedding business. Whether you are a seasoned wedding professional or just starting out in the industry, this post is a must-read for anyone looking to make the most out of their wedding expo experience.
5 Tips for Improving Sales Conversions after a Wedding Expo
Follow up promptly with leads via email or phone
Personalize your follow-up message
Offer a special deal to encourage booking
Showcase your past work at your booth or on your website/social media
Stay organized with a system to track leads and follow-ups
1. Follow up promptly with leads via email or phone
Congratulations! You've just finished showcasing your business and connecting with a ton of couples at a wedding expo. Now it's time to follow up, get dates booked, contracts signed and money in the door. One of the most effective ways to do this is by making sure to follow up promptly via email or phone. When I say promptly, I mean within 24 hours after the event.
Take time to send a personalized email to each couple who left their contact information at your booth. Express your appreciation for speaking with them and ask if they have any questions about your business. A personal touch can go a long way in establishing a relationship with your leads. Oh, and when I say send a personalized email, I don’t mean that you have to customize every line. Consider using a template when writing to your couples. Change out the greeting at the beginning of the email, and then (possibly) throw in a detail that you remember from your conversation at your booth, such as a mention of their favorite flavor.
If the couple left a phone number instead of an email address, reach out through phone call or text message. You might not be a phone person, but a quick phone call could spark their interest and lead to a consultation or booking. Remember, the key is to be timely and persistent.
2. Personalize your follow-up message
A generic message might be easier to send in bulk, but it won't stand out in the sea of emails that the couple will be sure to receive following the wedding expo. Take the time to address the couple by name and include specific details about your conversation at the expo, highlighting why your services would be a great match for their wedding. This shows that you value their time and have a genuine interest in working with them.
A pro-tip for “remembering details” about the couple is to keep private notes that you can reference later during your follow-up communications.
3. Offer a special deal to encourage booking
Offering a special deal or a limited time offer is a great way to encourage couples to book your services after a wedding expo. For example, you could offer a service upgrade, waived fee or discount for booking on the day of the expo. These types of incentives will encourage them to take action sooner rather than later. Be creative with your offers and make sure they're compelling enough to stand out amongst the competition.
Remember, couples are eager to find vendors who provide exceptional value, and they will rush to book with vendors who appear to have limited availability. So make sure to highlight why they should book with you at the expo using your limited time offer or within the next few days after the event. By doing so, you'll increase your chances of closing more bridal clients and generating a steady stream of revenue.
4. Showcase your past work at your booth or on your website/social media
Another great way to increase your chances of booking more couples at the event is by showcasing your past work and client feedback. Your booth should display high-quality photos of past weddings, including the venue and decor. This will give potential clients a better idea of what you can offer and help them visualize their own dream wedding. Displaying client feedback and reviews will help with this as well.
Be sure to highlight your unique selling points and what sets your business apart from others in the industry. If you’re unable to display images (or reviews) at your booth, make sure to have those items showcased on your website or social media account. Couples will likely research your business online following the event. Therefore, you should make sure to create a memorable and lasting impression that will make potential clients choose your business over your competitors.
5. Stay organized with a system to track leads and follow-ups
Finally, if you want to best manage the leads you collected from the wedding expo, you’ll want to make sure that you’re organized and have a system of tracking whether those leads turned into actual paying clients. Using a spreadsheet is a great way to get started, but you can also get a bit more sophisticated and use a customer relationship management (CRM) platform.
Whatever you choose, make sure it allows you to capture all the necessary information about each lead, such as their name, contact information, and wedding date. Also, have a system in place to track your follow-ups and set reminders for when to reach out to each lead. This will ensure that no leads slip through the cracks and help you maintain a consistent and professional approach to booking more wedding clients.
In conclusion…
Wedding expos provide a great opportunity for you to generate sales leads and grow your wedding business. However, the real challenge comes in converting those leads into paying clients. By following the tips outlined in this blog post, you can improve your chances of success and maximize your return on investment. Remember to be prompt, personalize your messages and stay organized in your follow-up. Also, make sure to showcase your best work to make a lasting impression. With these strategies in mind, you can turn your wedding expo experience into a powerful tool for growing your wedding cake business and achieving your financial goals.
Did you enjoy these tips? Want to learn more about growing a baking or food related business, join my mailing list! Then you’ll receive updates about upcoming trainings and new content on the blog and social media. Make sure to use the form below so we can stay connected.
