Post by walkersstics on Aug 31, 2011 11:34:52 GMT -5
We meet and greet a lot of people at these events, and that “meet and greet” is actually the first impression for most. The patrons are seeing you for the first time, and you want this to be a good lasting impression in a pleasant way, even if you don’t make the initial sale, you want that patron to have your business card, so have them available….more on that in a moment. “First Impressions” are everything!
If we all approach the visitors to our booth’s as if they are potential buyers and provide them with a nice introduction (hello, good morning, good afternoon, how are you? etc.) then that “meet and greet” is just the beginning, that casual small talk can lead to what we are at the event to do, make that sale, either at that very moment, or quite possibly in the future.
At one recent show, an old fellow, who has it turned out, was a buyer from last year. He approached me, and shook my hand. He preceded to tell me how well he liked the cane I had sold him last year, and that he wanted another, and some of my business card’s to hand out to the people who ask him where he got it. He then stepped out into the crowd and begin yelling “Walker, Has The Best Canes In The World” over and over again, and pointing at my booth…that put a big smile on my face, and he enjoyed a nice discount for his efforts. It was truly great advertisement for me, and a moment in time I will never forget.
I do believe that we vendors, must also pick the event that is going to be appropriate for our wares, I have found I personally like the larger shows, I also like the juried events, and I can proudly say too this date have never been denied. Juried event’s seem to be better promoted. If the event is being promoted well, it will usually be a success for all involved.
Even if you don’t make that initial sale to that person, hand out that business card. I have found that if a person is semi interested in your wares, that business card could very well become a future sale. So make sure they have your name, addy, phone number, websites, email addy etc. and have plenty of them on hand.
I have handed out so many business cards and have learned they lead to what I call “Residual Sales” …..Residual Sales to me, is the person who saw you at a certain event, and took one of your cards, when that special occasion arrives (Christmas, Birthdays, etc) for that person approaches, they will look you up. I have had so many people contact and state to me “I saw you at this or that event and took one of your cards” or a “Promoter“, or city “Chamber of Commerce” member took one of your cards and want you at their event in the future…..Business Card’s lead to sales, and so does those “First Impressions”
At a two day event earlier this year, my better half, after seeing my sells struggle somewhat, insisted I get up off that chair and visit with the crowd...I normally do this anyway, but I was a bit tired that day and was certainly being lazy....I took her advice and the sell's did indeed intensify and we begin to turn profit. So make an effort, drink that pot of coffee, and make new friends.
Yes, this economy sucks, and yes, quite a few are out of work with no extra spending monies, for the most part, no fault of their own. At a recent show, two ladies walked up and one asked if her Elderly mother could try out my canes. I said yes, and she began to hand her mother a cane and then watch as he mother took a few steps with it. I noticed the elderly woman had a big sterile gauze patch on her neck, and I asked why was that there, What had happen? The daughter stated that her mom has cancer, and has become very unstable on her feet, and she wanted her mom to have a fancy cane to assist her. The elderly lady found the cane she wanted and the daughter presented it to me. I then stated if she was sure that was the one she wanted, "Are you Absolutely Sure?" I said. At that time I told her that was a great choice, because that cane was on sale today, and offered a very substantial discount. The daughter gave me one great big hug, and a kiss on the cheek, and stated they would pass it forward...and turned to her mother and stated what had happen....the elderly lady then did the same thing as the daughter did moments before with a heart felt tear in her eyes causing me to have the same feeling. I got a few thumbs up from my neighbor vendors, and a few smiles from passerbys.
After they left, my better half proclaimed..."Well, you gave another one away, didn't you?" and then "How are you going to buy me our new furniture if you keep doing that?". We know each other very well, hehe.
I do these events not just for the sales (I do like to make a buck or two) but I also do these events has a way to get out and about, take the family, and let them see a town or city we may have never seem before….I truly enjoy visiting with people, and have found and made many a friend. So much so, that I sometime’s have a hard time in answering all the emails I get from my new found friends. It is also these new found friend's that bring in more residual sales.
I consider myself blessed
If we all approach the visitors to our booth’s as if they are potential buyers and provide them with a nice introduction (hello, good morning, good afternoon, how are you? etc.) then that “meet and greet” is just the beginning, that casual small talk can lead to what we are at the event to do, make that sale, either at that very moment, or quite possibly in the future.
At one recent show, an old fellow, who has it turned out, was a buyer from last year. He approached me, and shook my hand. He preceded to tell me how well he liked the cane I had sold him last year, and that he wanted another, and some of my business card’s to hand out to the people who ask him where he got it. He then stepped out into the crowd and begin yelling “Walker, Has The Best Canes In The World” over and over again, and pointing at my booth…that put a big smile on my face, and he enjoyed a nice discount for his efforts. It was truly great advertisement for me, and a moment in time I will never forget.
I do believe that we vendors, must also pick the event that is going to be appropriate for our wares, I have found I personally like the larger shows, I also like the juried events, and I can proudly say too this date have never been denied. Juried event’s seem to be better promoted. If the event is being promoted well, it will usually be a success for all involved.
Even if you don’t make that initial sale to that person, hand out that business card. I have found that if a person is semi interested in your wares, that business card could very well become a future sale. So make sure they have your name, addy, phone number, websites, email addy etc. and have plenty of them on hand.
I have handed out so many business cards and have learned they lead to what I call “Residual Sales” …..Residual Sales to me, is the person who saw you at a certain event, and took one of your cards, when that special occasion arrives (Christmas, Birthdays, etc) for that person approaches, they will look you up. I have had so many people contact and state to me “I saw you at this or that event and took one of your cards” or a “Promoter“, or city “Chamber of Commerce” member took one of your cards and want you at their event in the future…..Business Card’s lead to sales, and so does those “First Impressions”
At a two day event earlier this year, my better half, after seeing my sells struggle somewhat, insisted I get up off that chair and visit with the crowd...I normally do this anyway, but I was a bit tired that day and was certainly being lazy....I took her advice and the sell's did indeed intensify and we begin to turn profit. So make an effort, drink that pot of coffee, and make new friends.
Yes, this economy sucks, and yes, quite a few are out of work with no extra spending monies, for the most part, no fault of their own. At a recent show, two ladies walked up and one asked if her Elderly mother could try out my canes. I said yes, and she began to hand her mother a cane and then watch as he mother took a few steps with it. I noticed the elderly woman had a big sterile gauze patch on her neck, and I asked why was that there, What had happen? The daughter stated that her mom has cancer, and has become very unstable on her feet, and she wanted her mom to have a fancy cane to assist her. The elderly lady found the cane she wanted and the daughter presented it to me. I then stated if she was sure that was the one she wanted, "Are you Absolutely Sure?" I said. At that time I told her that was a great choice, because that cane was on sale today, and offered a very substantial discount. The daughter gave me one great big hug, and a kiss on the cheek, and stated they would pass it forward...and turned to her mother and stated what had happen....the elderly lady then did the same thing as the daughter did moments before with a heart felt tear in her eyes causing me to have the same feeling. I got a few thumbs up from my neighbor vendors, and a few smiles from passerbys.
After they left, my better half proclaimed..."Well, you gave another one away, didn't you?" and then "How are you going to buy me our new furniture if you keep doing that?". We know each other very well, hehe.
I do these events not just for the sales (I do like to make a buck or two) but I also do these events has a way to get out and about, take the family, and let them see a town or city we may have never seem before….I truly enjoy visiting with people, and have found and made many a friend. So much so, that I sometime’s have a hard time in answering all the emails I get from my new found friends. It is also these new found friend's that bring in more residual sales.
I consider myself blessed
