GETTING ON THE PREFERRED VENDOR'S LIST

By Guest Blogger - Melanie Snare

Gene's Note: Melanie is the Atlanta Studio Magnager for Gene Ho Photography. She's also an accomplished model featured in music videos and several national commercials. Her article here will help wedding photographers who know the value of gettng a venue's preferred vendor's list. Also... it's interesting that Melanie is NOT a photographer - but a studio marketing agent, manager and photographer rep.

What is the Preferred Vendors List? Many companies, especially venues, have a list of vendors and contact info that they share with their Brides.  They normally have a select few in each category who they recommend to their Brides and its often given to the Bride as soon as she books their venue which is typically the first thing she does in the planning process.   Many provide a “preferred vendor packet” which would also include your business card and rate card if you provide materials to the venue.

Why it’s important: Most Brides are NOT in the event planning business so they are open to any suggestions possible to relieve some of the pressure and stress of planning their Big Day.  They have no clue who the best photographer or florist is in town nor do they want to start their search blindly.  Recommendations go a long way! Many Brides will ONLY interview the preferred vendors provided to her from the venue or people her friends suggest. So – you better be on that list! It’s all about getting prospects calling you without you having to really go after them – the venue is like your own little sales team.  It’s important because it’s your best leads list – the preferred vendors list is given to Brides who are actively planning their wedding and looking for a photographer. They have already picked their venue and their date and are looking for a photographer next – its perfect timing.

How to get on it: You can go about getting on the preferred vendors list in a lot of different ways but I think there is one way that is most effective – to use a wedding at their venue as your ticket to getting on the list.  It all starts with the wedding itself. Make sure you introduce yourself to the main people at the venue and interact with them during the reception.  Ask them if there’s any specific shots they would like for you to try and get and if so – get them!  If at all possible, always stop by the venue before the guests arrive and after the venue is decorated and get “empty room” shots.  (Or send your assistant photographer). Think like a Marketing Director for their venue – they want shots of their venue – not just of the Bride & Groom and guests in their venue. They want future Brides to be able to easily visualize their own wedding at their place – its easiest to do that when it’s a gorgeous, stunning picture of their venue only so the Bride can imagine her own wedding in there – not someone else’s. Remember that shots for the Bride & Groom are not going to have the same goal as shots for the Marketing & Sales teams for the venues. 

Once your Bride has received her proofs, ask her for permission to share images with her venue as a thank you gift on her behalf.  At that point, reach out to the main contact as well as the people you met at the wedding and share a link of the images. Ask if they would like to provide a list of images they want to be able to use for their own portfolio and for marketing materials (brochures, web sites, newsletters, etc).  Once you have created a disc for the venue, schedule a meeting to deliver it in person and take the disc plus marketing materials with you as well as your portfolio and sample albums to show.

During the meeting, ask if they have a preferred vendors list and what their process is in selecting vendors.  Tell them you are very interested in being added to the list so that you can work with them on other weddings and so you can continue to provide them with marketing images during the other weddings free of charge.  You scratch my back, I’ll scratch yours type thing.  If they are willing, give them your rate cards, business cards, etc to be included in future vendor packets. Make sure you stay in contact with anyone who has you on their preferred vendors list – every couple of months touch base, remind them you want to work with them, make sure they don’t need more rate cards, see if they have any photography needs, etc.  Just stay in front of them basically so they don’t forget about you – but don’t be annoying and obnoxious either. Now, sit back and wait on the referrals . . .

Bonus:  If you have done a few weddings at a venue and you feel like their Brides match your package budgets and clientele – it is worth investing in a “venue book” to provide to them as a gift.  This is basically your best work from several weddings at their venue (or one AMAZING wedding) that really shows off 1) the venue and 2) your work.   If they love it, they WILL use this book to show to their prospects to help get them to book the venue and in turn they are showing off your portfolio which should help get you booked.  Make sure there is a cover page or back page in the show book design that lists credits including you as the photographer as well as contact information.  This really adds extra value for the venue and should make a bigger impact in getting you booked too!

Start networking – get on the lists!