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Running a booth at a bridal show isn’t as easy as it may appear. To the uninformed eye, it looks like a bunch of people sitting behind makeshift exhibit space waiting for the stray visitor to stop by. In reality, operating a booth at an exhibition is more complicated and requires more work than one may think. For seasoned vendors, this is no secret. But if you’re new to the scene, you’re probably wondering about the fundamentals required to have a successful run at an exhibition. Here are the DOs and DON’Ts of Operating a Booth at a Wedding Show.

Do spend quality time with visiting couples.

When couples stop by your booth, you should take time to connect with them on a personal basis. You want to demonstrate to the brides- and grooms-to-be that you care about their special day and want to offer an important service to help bring their dream wedding to life. Asking even a few personal questions can go along way in creating a genuine interaction and making visitors feel special.

Do cycle workers in and out for breaks.

When you’re running a booth at a bridal show, you’re bound to get hot and stuffy. With tightly organized stalls and dozens of people walking around, the room is going to get uncomfortable at times. If you have enough staff, it’s always a good idea to cycle people in and out of the booth for a break. This way, everyone will stay fresh and ready to talk to potential clients.

Do use the time to sell appointments.

While chatting up your guests is a great way to build rapport and generate interest, you can’t expect to leave the show with a stack of contracts. Instead, you should be aiming to have an entire list of appointments by the time your booth closes. It’s helpful to describe what will happen at the appointment in order to entice visitors to sign up. Whether you’re going to buy them a glass of wine or cup of coffee, you should make the experience of the appointment as appealing as your services. Now, if someone is desperately trying to give you a deposit, don’t stand in their way!

Don’t overcrowd the booth.

Piggybacking off the previous point, don’t try to put too many people in your booth. If you’re toying with the idea of stuffing your stall full of reps to increase the amount of interaction you have with guests, take a moment to consider how that would impact the selling process. No couple will want to stop by a booth that is exploding with people. The disorganization and resulting lack of space will make it impossible to communicate effectively with guests that do stop by.

Don’t pressure potential clients.

A majority of guests that stop by your booth won’t show much interest in your services. This is one of the harsh realities of operating a booth at an exhibition. You can’t resort to pressure tactics in an attempt to generate more leads. This coercion will only make guests feel more alienated and lower your chances of finding some potential customers. Instead, you should engage in a natural conversation and sprinkle in small call-to-actions such as “Would you mind leaving me your email so I can send you more information?” Pressuring your visitors is only going to backfire.

Don’t take off early.

If you’re thinking about packing up early to catch the latest episode of your favorite show, think again. For couples, everything you do at the bridal show will be a foreshadowing of how you’ll act when working with them. Whether you’re short in conversation, indifferent to specific needs, or leaving early, guests will assume that this behavior will continue beyond the exhibition. Leaving early reflects poorly on your company and service. Stay until the show is complete and maybe stick around for a while after just in case.

If you’re hoping to operate a booth at your first bridal show, consider visiting Wedding Shows Work for an up-to-date list of events in your area.