Approaching other wedding vendors

Kinkajou

How do you guys approach other vendors, for example a florist or a gown shop, and say, "Hi, I am a wedding photographer and I want to leave my cards/info here so brides will chose me! Thanks!"

I have some materials ready, but I am just not sure how to go about getting in touch with other vendors and asking them if I can leave some information in their store (next to 50 other wedding photographers' info). I feel that I am fairly friendly and would be comfortable striking up a conversation, but I guess I don't know how to start or what to say.

- I assume you do this in person... but what do you say?
- Do you call ahead to ask permission from the owner/manager?
- I assume that over time you need to build relationships with these folks by making sure you stop by their booth at shows and just checking in from time to time, etc., but should I start by doing building that relationship and then later ask whether I can leave something at their store?
- Do you look around the store as well to be polite?
- What about chain stores vs locally owned?

Has anyone else done this, and if so, how did you go about it? Well, and while we're on the topic, have you found that it was helpful for your business?

Thanks!

tenoverthenose

Here's what I did, may not be the best, may not work for everyone, but here goes...

A few premises:
#1 - Not everyones service will work well with all clients.
#2 - I have a specific ideal client that I like to work with.
#3 - Clients trust me when I make good recommendations (the converse is very true).
#4 - I wanted my potential clients to here from everyone that they should hire me.

Step One
I started with the vendors that I worked with on jobs that I thought did good work. After working with them and getting to know them on the job, I started to make sure they received any photos I shot that would be useful for their advertising. I gave them non watermarked prints that show off their product/service. If you do this, and your work is above average (both service and product) they will start to recommend you because of premises #3 & 4 and they also enjoy the images that you give them.

Step Two
Once I had a few good local vendors that I was comfortable with and served the same type of ideal client that I have, I reached out to them to recommend other vendors that I might not know about. If they like working with you, they will be more than happy to introduce you. In fact, many times vendors will not even wait for me to ask, they will make introductions for me. Remember, if you treat your vendors with love and help them succeed, they will do the same for you. Soon, you will have a solid network of vendors that will talk you up to potential clients. Nothing is better than getting the phone call that says "the makeup artist, florists, caterer all said I have to hire you and we love your work."

Step Three
Nurture and stay with the relationship. It takes lots and lots of time to stick with it, but this is a huge business investment.

Step Four
Rinse and repeat.

Now this doesn't address all of your questions, this is just what I have done. I feel like it has built invaluable relationships but it is not the quick and easy way. I don't recommend someone (or expect them to recommend me) unless I am familiar with their work and service. It has worked well in my local market, which is quite an odd wedding market. I stay in constant contact with my vendors and need to produce samples for them (something I need to refresh right now, thanks for the reminder!).

Here's a great book that has lots and lots of good ideas in it (I wish I had read this a while ago)
http://www.amazon.com/Referral-Engine-Teaching-Business-Market/dp/1591843111

Weisel

I'm still new at this tactic as well, but I will tell you my recent experience.

I did just this yesterday for a few hours. I drove around looking for vendors. (probably best to look them up first and map out a route)
I ended up at 3-4 shops. Tux, bridal, floral. I walked in with a single folder in my hand, with some 8x10s in it, just to have something to quickly show them. I also have always been a strong believer in having HIGH quality, thick, clear coated business cards. They really make a strong impression, rather than a little generic, flimsy, boring card.

So, I walked in, was very friendly, yet sincere with the people I spoke with. I generally told them I'm a wedding photographer and I am out to do some networking, and I wanted to know what I could do to help you guys (them), in exchange for some referrals. After some engaging conversation, which helps them remember me and like me, I was able to really feel free to talk biz, without seeming like I just want to drop off cards and get free referrals. I showed interest in them and their biz! (and yes, while sometimes waiting for the owner to come available, I would walk around the shop and admire, and see what they are about)

It went over very well, and two of the shops were very willing to take a bunch of my business cards, and they will be passing them out. Another shop was too busy at the time, and wanted me to call to make further plans. I left the clerk a biz card, which seemed to really grab his attention before I left.

One bridal shop that took my cards also invited me back as often as I want, so I can bring more cards.

Overall, I felt like it was a super successful 3 hours. So...that's my take on things. Of course I'm no expert for sure, so I hope several more folks will chime in.

Kinkajou

Thanks for your thoughts, guys.

I ordered that book (thanks for the recommendation!) and am making a plan of attack to visit a couple vendors in town tomorrow. I have already worked with a caterer and have a pretty good relationship with her, so I'll start there and hopefully get some more suggestions about other vendors she works with.

Wish me luck and I'll report back afterwards...

MammaPaparazza

Have you tried to set up a table at a wedding expo?
I'd just start talking to people, a lot of people respond to friendliness

Kinkajou

Ugh, so I tried this today with a few vendors and it was super-awkward and weird. I knew the catering vendor that I visited pretty well; I'd done photos for her restaurant and I had lunch at the restaurant today, so that was fine. But other vendors... it was just uncomfortable. They asked whether we'd worked on any weddings together before... and all I could say was 'no'. All of the weddings that I've been the prime on were either really small and without many other vendors or out of town, and as second, I didn't really get information on who the other vendors were. :-/

I guess I've learned that I will just have to wait until I've worked a few more weddings and meet vendors that way before I try this again. How I'm going to get those weddings... well, that's another story!