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Flec Special user UK 585 Posts |
I have been been attending a lot of wedding fairs these past 12 months to boost my summer work, which for me, comes in the form of weddings. At these wedding fairs, I have a 4-foot table, and display my business cards and brochures, and perform parts of my close up act for people who are passing by. It is almost an informal trade show.
While the other exhibitors (florists, dress makers, limo services) all fight for business, and try different sales and marketing ploys, I take pleasure in just turning up and doing my act, and getting a fair crowd. I never fail to get a crowd, but I'm getting the feeling a lot of people think I'm just there to entertain at the wedding fair...and I'm not actually selling my services for their wedding. Whilst I am getting enough work to cover my expenses (sometimes, a stand can set you back £300!) I think there is a lot more I can get out, if I was to perhaps have a sales pitch. I have no experience in trade shows other than the wedding fairs I have done. Does anyone have any tips or links to places that teach you how to make a sales pitch? My idea would be to have a routine and constantly remind the audience that on their wedding day they can use a magician like me! I have a checklist of things I need to do. I know I have to raise some issues which the audience wont be aware of. I.E. during the photos, a lot of guests can get bored if they are not involved (hence the magician). During the wedding breakfast, between courses....family members sat opposite each other on the table may not know each other too well. if I can raise the issues, in an entertaining sales pitch, I think I would go down a lot better than if I just stood there doing my ambitious card routine. Any ideas? |
Jim Snack Inner circle 1338 Posts |
I have a few suggestions based upon my past experiences doing weddings.
1) There is often a time delay of an hour or more between a ceremony at the church and the bride and groom's arrival at the reception hall because they are delayed by the taking of photos. Emphasize that this is a great time for you to be at the reception area to entertain guests who are waiting for their arrival. 2) Suggest your magic for the rehearsal dinner. I have been hired several times to entertain at the rehearsal dinner the night before the wedding. You could even offer a package deal, combining the rehearsal dinner show with the strolling magic at the reception. Be sure to perform at least one special routine for the bride and groom at the rehearsal dinner. 3) Before you pay for a booth at the wedding fair, offer to entertain as a magician in exchange for a booth. It won't work every time, but there is no harm in asking. The first wedding fair I exhibited at was just such a barter. They called me and asked me to entertain in exchange for the booth. Not only did I get a free booth, but I was mentioned in the advertising for the wedding fair. Jim |
Flec Special user UK 585 Posts |
Jim, thanks for your reply. I know when I'm going to perform, I have done nearly lots of weddings. And I have my different times of the day that I offer. My problem comes with the sales pitch.
I wanted to know if there was any literature out there that gives advice on how to construct perfect pitches, like when to add humour, when to use props, etc etc. I will take your advice about exchanging entertainment for a free booth tho! |
Jim Snack Inner circle 1338 Posts |
Flec,
Don't worry about constructing the "perfect pitch." Instead, think about the outcome you can provide for the bride and groom. Write down all the features of the services you provide, followed by the benefits to your client. For example, strolling magic...no complicated show requirements...one less thing for them to worry about. Ask yourself: What is it that they really want? Why should someone hire you? What is the outcome they really want? That can vary from client to client, and if you've done a number of weddings, you should have an idea what was important to different clients. One client may want a special customized routine, another may only want you to entertain the guests and not be involved in any formal ceremony. Then lead with the benefit, explain with the feature and prove with a testimonial. That's pretty standard sales communication. Work on writing several 30-second "elevator speeches" that capture attention and highlight the different benefits and outcomes you can provide. Jim |
icentertainment Inner circle 1429 Posts |
Have a system to get their contact details for follow up.- This is important.
You don't have to be too salesy, but you do have to get their contact details. At large trade shows they ussually have a name badge that you can scan (scanner cost extra), but at smaller shows they have to write down their details. I would suggest getting a book called- How to persuade people who don't want to be persuaded by Joel Bauer- this explains in detail and how to create quick pitches, opening lines etc to get people attention and to quickly deliver your message. which is great so you can consentrate on the performance. Simply put- in between each effect say you are a vailable for a wedding cocktail function. or just before the end of a trick- say for example doing a card to wallet- you pull out the wallet- slowly unzip the zipper and then pause- say "did you know Magic is the perfect way of getting your two families socialising at your wedding reception" and then pull out the card. You use magic to get their attention and right before you get to the closer you have everyones attention and they will listen to a quick sales point. They are enjoying the show which is very important- now you must implant suggestions about hiring you into the performance. another example is to use props that come in 3's Professors nightmare 3 shell game. As your introducing the props each one of the three props represents a certain feature or benefit of the product your pitching.- Keep it to 3 or 4 features or benefits- anything more is overload. This piece of rope represents Socialising, this piece of rope represents cost effective. Or with the 3 shells- a gambling routine works- as you introduce the props-= you say this reminds me of the time my brother got married- I remember is for a bad reason- none of the guests knew each other and they just stood around, none of the famileis mingled.- Unfortunatly I was the best man so I couldn't perform my Socialising magic. or with gambling- one false descision and your wedding is ruined- always bet on the ace of entertainment----Flec the wedding magician. Write down on paper the reasons why a magician should be at a wedding- "just entertaining" is not enough----write down, break the ice, stimulate conversation- all the added benefits of a wedding magician.>>this is what you are actually selling----not a wedding magician |
Flec Special user UK 585 Posts |
Icedentertainment - you're a legend...I like your thinking!
Cheers, mate. I will update you. The wedding fair in Sunday! |
matt.magicman Inner circle Mars 1524 Posts |
How did it go?
We got one on March, 4th and been having the same problems! |
Flec Special user UK 585 Posts |
It's going well. I've used icedentertainment's advice, if I have three objects (three ropes, shells, card monte, etc) is give three reasons about why they should hire me. Don't gamble with entertainment....etc.
If in doubt, get a kid up. I used this tip from Pete Wardell (Crowdpuller), and it works. I am not a kid's magician, but you have to make sacrifices. People stop to watch me showing the kid a trick. I usually do 3D bunnies, cause the adults love it as well. Another tip, I have Tell's Bells (the bell that rings when you want it to, and not when the spectator rings it) and just me ringing the bell stops a lot of people in their tracks. I still haven't found a sure-fire way of pulling people into a crowd...its more formal than a street show, but less formal than a trade show. Make sure you have plenty of water on stand, lots of talking/shouting and your voice is gone by lunchtime! |
matt.magicman Inner circle Mars 1524 Posts |
Here's one for you.......
I have been tipped not to give any prices or quotes on the day at a wedding fair. At the last one I did, I had a few people ask the obvious question, "How much do you charge," "How much per hour," etc... So I said to them, "A lot depends on the size of venue, time, how many people, etc. If you could please fill out one of my enquiry forms, I'll get back to you..." For a few people, this was OK to go along with, but also a few awkward ones replied with the exact number of people, location, all the things I needed to know, and said, "So, how much then?" This forced me into giving an estimate off the top of my head, which I wasn't comfortable with. I felt it got to the point where, if I didn't give a rough figure, it was looking like I was trying to hide something (a high rate per hour possibly?). I have thought this over and, if I get pushed into a corner again, saying: "The average price for a wedding is £xxx", as opposed to, "I charge £xxx per hour". Any ideas or tips on this one, chaps? |
icentertainment Inner circle 1429 Posts |
Generally speaking, once you get a small group, you ask them to come closer so as to not block up the walkways.
You also get the crowd involved, such as saying something or, better still, getting people to raise their hands. I use (and it's not mine, and I don't know who's it is, but thanks very much)... I get people to raise their hands and say that they are tuning into WII FM "What's In It For Me", and then I get a sales plug as to why they should do business with me. This serves two purposes- it gets a sales plug, and it looks interesting from those walking past who aren't watching as yet. You do have to be prepared to quote on the day---but before you do, you must get info from them, such as what they want and where the event is. Size of venue shouldn't really matter. You are there to do business. You are either going to scare them off, now or later, with a high price, so it's better to know now if they don't want to do business and move onto the next customer. Before you do quote, make sure you're talking to the decision maker (the bride to be); the guy might be paying, but the girl decides. But for a price quote, ask them what their budget is; if they don't know, then give them an info pack, get their contact details, and send them an official proposal by either email or through the post. If they know their budget, and it sounds good, then quote; if it sounds small, then quote and move on. How do I stop the initial people? I wave money in their faces ($1000 in 50s, which looks like a lot of cash) and offer them a chance to win it; I force a card and tell them what they are thinking, with a bit of presentation as well. It's very simple, but it attracts people and they stop. Then, later, give someone else a chance to win $1000. Or later in the show, you could give someone a chance to win a free wedding entertainment pack. Then, before the demo, you give a brief description of the package (of course, they don't win). With your sales presentation, you have to know what you are going to say. Now, it should sound not rehearsed, but it should flow out of you without gaps or ums or aaahs. Find out what wedding magazines are going to cover the fair and call them up. Some exhibition organisers offer media support, and some don't. But you will want to chat with the wedding magazines that come along, and try and get them to write stories about you---- PR, they call it. You'll want to write a press release about your company. And the great news is, these wedding expos usually have the same old wedding services year after year, so a wedding magician is a good change for a write up. |
magic113 New user 30 Posts |
Icentertainment,
I couldn't agree with you more... "How to Persuade People Who Don't Want to be Persuaded" by Joel Bauer is a awesome book!!! If you don't have this, I highly suggest getting it! It changed the way I perform and has helped me increase my bookings! Great book! Ted Peterson |
matt.magicman Inner circle Mars 1524 Posts |
Quote:
Before you do quote, make sure you're talking to the decision maker (the bride to be); the guy might be paying, but the girl decides. So are you asking for a budget for their whole wedding, or a budget for just the "entertainment"? I guess if they ask for 2 hours of your time, you aren't going to lower the quote just to get within their budget. I thought I may sound better to say, "My charge for table magic during the breakfast would be £xxx," based on their numbers, etc., rather than say, "My charge for 2 hours during the breakfast would be £xxx." With the latter, I imagine then thinking in the head, working out how much I am charging per hour, then comparing it to their hourly rate at work, and thinking, blimey *^/@~!! |
icentertainment Inner circle 1429 Posts |
Budget for their entertainment.
Asking for the budget puts them onto the back foot instead of you being on the back foot by not wanting to quote a price there and then. Plus, it cuts through a lot of time wasting. As to comparing to their job, don't go there; put it out of your mind. But if you have to, think of yourself as a $500 per hour lawyer. A band costs $4000 for 4 members. Do you think they compare a band to their day job? No, they don't. |
matt.magicman Inner circle Mars 1524 Posts |
Yeah, you've got a good point there. Thanks for that.
I just felt a bit rude asking what their budget is.... I wondered if they will be thinking: "If we say too high, then he will quote high?" Maybe I'm reading into it too much! |
matt.magicman Inner circle Mars 1524 Posts |
Is "How to Persuade People Who Don't Want to be Persuaded" worth a read to improve my general magic performance, not just a sales situation?
The fair is tomorrow, so I'll let you all know how it goes....... Any last minute pointers....??? |
matt.magicman Inner circle Mars 1524 Posts |
Back again!
Same season, different question this year........... I wondered if anyone had some ideas about this....... When arriving, everyone gets given a "goodie bag" and most exhibitors have put in them a leaflet offering discounts and promotions, etc... i.e.: a photographer 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 just, say, 10% off. Any ideas, chaps.....? Thanks in advance, matt |
Blair Marshall Inner circle Montreal, Canada 3660 Posts |
RE: your promotion. I would give an ACTUAL dollar amount and, if your are comfortable with it, your ACTUAL price. After turning full time, I was able to fix prices for many of my various markets. I only ask where the event will be. If for a wedding, where I am quoting a limited time, i.e. 90 minutes at the dinner cocktail, I have a relatively set price. I do not look at the venue, I do not look to see if they can cough up more money, and I do not worry how many folks are there. I have one fee....the fee I am happy/satisfied to perform for. I do inquire as to how many and make suggestions on how the maximum number of folks can enjoy my work, or if they indicate it is a very large group, I will suggest a second or third performer, giving you an additional stream of income.
With set fees, you never have to worry about conflicting quotes, remembering what you quoted someone, and it also makes referrals easy to give you as potential customers KNOW what your price will be. They only have to call to confirm the date. Back to your promo, so if you are able to give a price, then you can make an offer such as (example only) "book your event 90 days in advance and save 25 pounds". The amount should be significant, and they should know what you charge. In other words, it is a LEGITIMATE savings!! You can also do a follow-up, ask for the registry of brides at the event. There may be a thousand folks visiting the show, but only 80 - 100 brides with set dates. These should get your follow-up immediately! Also, a gift basket draw at your table, collecting info, also would be good, as these folks have already met you, and perhaps seen your work; first group to follow-up with, then the registry. You may also need more than 1 follow-up (mailing). Blair Marshall "ShaZzam!" P.S. Jim's mention of service exchange for booth was similar to what I have been doing. I EVEN suggest to them they may want to mention my name in their P.R., as folks know of me and it adds something to the event.
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