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1. GET OUT THERE!

Introducing yourself to wedding vendors is critical since these are the folks who will become an endless source of referrals for you. Get out there and meet everyone, with an emphasis on everyone! Think beyond your typical caterers, florists and photographers. Travel Agents, make-up artists, massage therapists, ballroom dance instructors … you never know where that next referral is coming from.

2. INTRODUCE YOURSELF TO OTHER WEDDING PLANNERS

I know, I know, but instead of thinking of your fellow wedding planners as 'the competition', think of them as an endless source of referrals for your wedding planning business. Yes, referrals!

Imagine that you and I are both wedding planners in the same town. A bride comes to me needing help with just day-of wedding services. The thing is that I recently made the decision to work on full-service weddings only. Rather than turn her away, I call you and ask if you're interested and available to help her. Or depending a bride requests your professional wedding planning services but you've already booked on her wedding day. Imagine how grateful your bride would be if you're able to recommend her to me, another fab wedding consultant.

You get the idea? Untitled (or until) you have an entourage of wedding planners working for you, it's illegally that you can handle all of the wedding planning business in your town. Get to know the other 'professional' wedding planners out there … you'll be so glad that you did.

3. MAKE A LIST OF POTENTIAL VENDORS

Your next step is to make a list of the specific vendors you'd like to meet. A good place to start is the local vendor listing on The Knot. Do not contact anyone just yet. At this stage you're just creating a list. Look at vendor websites, read bride testimonials and you'll soon get a feel of what you'd like to know better.

Local bridal shows are another source for wedding vendors. Typically the show organizers print a program and list wedding vendor names on the bridal show website.

4. SCHEDULE WEDDING VENDOR APPOINTMENTS

Set a goal to meet a certain number of wedding professionals each week. Call each vendor and arrange a 15-minute appointment to introduce yourself. Taking the time to make the call shows them that you're a professional. Do not just 'drop in' unannounced!

I've found that most vendors get busier as the week progresses, so you may want to arrange for your appointment to happen earlier in the week. Of course, that may not always be the case. Each vendor you contact will let you know what time works best for them.

5. RESEARCH EACH VENDOR

Once you have secured an appointment with a wedding vendor, familiarize yourself with their company before your meeting.

• Check out the company website, their blog, Google them, read brochures, etc. Although the point of the meeting is to find out as much as you can about the vendor's line of business, think about how you will answer any questions s / he may have about your wedding planning business.
• Be prepared to answer questions succinctly and with confidence. Nobody wants to hear you ramble on about yourself (except you, perhaps).

6. WIIFM: "What's In It For Me? (The vendor, that is!)

Yes, that's right; think carefully about what you can do for each and every wedding vendor you meet. Do you have a shared interest? Or someone that they would be interested in working with? When you go out of your way for another vendor (or any person for that matter), you increase the likelihood of that person doing the same for you.

7. MASTER THE VENDOR MEETING

For your face-to-face vendor meeting, dress as you would for a client meeting. Remember the adage 'you never get a second chance to make a first impression'. You are representing your business.

• Bring extra business cards just in case your vendor requests to keep a few on hand to share with his / her clients.
• Center your energy and attention on the vendor. Turn off your cell phone and / or BlackBerry! Even if s / he does not extend the same courtesy to you – so do not get flustered if phone calls, clients or staff questions interrupt the flow of your meeting.

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Source by Debbie Quain