Good morning fellow direct sales professionals! Tis the season for vendor events! You’ve worked hard to get some good ones on your calendar and now you want to make the most of them! Do you sit there and sell to those who wish to buy? Or should your focus be on collecting names and numbers? If you don’t sell anything, are you successful at the event? If you sell but don’t walk away with names and numbers, is THAT productive? Here are my top five ways to succeed at a vendor event.
1) A vendor event is an opportunity, NOT a guarantee. YOU are the guarantee. Thanks to my facebook friend Lisa Teeter for that quote. She posted about vendor events, giving me the itch to make this blog post about the topic. Invite all of your local contacts to the event! Tell them to bring a friend! YOU can help ensure a crowd!
2) ENGAGE with the crowd. Don’t sit there and wait for sales. Strike up conversations. Encourage people to enter your drawing. Smile and be friendly. Nobody wants to stop by the table where the vendor is sitting and playing candy crush. But if a vendor is smiling and doing something—- having a drawing, passing out samples…. aren’t you likely to want to say hello?
3) Network with the other vendors! Exchange names and numbers. I have had other vendors purchase from me and I’ve purchased from other vendors. Do this before the regular crowd shuffles in (like the Billy Joel reference?) or as everyone is closing up shop. Don’t leave your table in the middle of the action unless you have another consultant with you who is willing to be alone for a few minutes.
4) Help out! If there isn’t enough foot traffic, get on your phone and post on social media! Bribe your friends to bring friends! Make sure all of your current clients know what’s in it for them if they stop by your table! If there is foot traffic but not enough sales, make a sign offering a sale! “Today Only 20% off” or “buy 2 get 3rd Free!”
5) Last but not least: Come home with a next step. If all you do at an event is sell, your event will be successful on that day only. If you come home with names and numbers, it doesn’t matter whether you’ve sold anything on that day—- each of those names can lead to hundreds of dollars in future sales, not to mention wonderful relationships. ALWAYS have a method for collecting names and numbers. A drawing. A survey. Samples (take a sample packet in exchange for your name and number so I can call to follow up). Call everyone SOON after the event. Don’t let the excitement die down. If I enter your drawing today and I didn’t win, call me tomorrow to tell me that I didn’t win the grand prize but I DID win a free skin care pampering session and makeover. If you call me in two weeks I’m going to forget I even went to the event! It’s going to sound like you just want moer people coming over to try your product. But if you call me the next day and I didn’t win the grand prize, I’ll still be excited to win your free ______ (whatever you are doing to get people in the door!).
Happy craft show/ holiday boutique/ wedding fair/ event season! Make the most of your opportunities!
Aside from parenting special needs twins, Heather Price represents three direct sales and network marketing companies. She started with a popular skin care/ cosmetics company in 2000, and added the greeting card and video email companies in 2008 and 2012 specifically to encourage other direct sales professionals to use out of the box tools to promote their businesses. Heather enjoys selling the products and building teams with these companies. Do you need extra income? You can find out more from the “work with Heather” pull down menu at http://heatheramyprice.com In 2012 she added social media services to her portfolio. For a limited number of clients, she tweets, pins, posts, connects, curates content, uploads videos, and generally explodes the social media presence of small businesses. Heather’s businesses can be found at http://shopskincarewithheather.com , http://cardswithheather.com , and http://videoemailswithheather.com . To ask Heather about her social media services, put your info here: http://heatheramyprice.com/social-media-services/