Tips For Selling At Shows...

[triplefreak]

Here's some info for you guys/gals. Feel free to gather & use it if you want to.
I used to sell my leather work at different shows to make a little extra pocket money, and my wife sold her stitchery work.

Here goes:
Most of the shows I've been to have some vertical height to them as an eye catcher. It's easier to see something if it's at eye level.

Make yourself a "pen tree" out of some attractively painted wood.
Maybe a barber pole striped piece of 2" X 2" or something like that.
Something that puts it at eye level will be long enough.
Drill holes at a 45* angle, and stick your pens in there.
You could even use a piece of square Lexan so they can see the tips too.

Use lights. Even old Christmas lights are better than nothing.
Blinking lights always attract attention. The best pen display I ever saw was a 3 foot tall Lexan arch, with color changing fiber optic lights that lit up the arch & changed color every 30 seconds or so. It had holes drilled so the pens were standing straight up. (Think a peacock's tail feathers.)

Dress up your display. Get some nice black fabric to cover the table with, so your items "pop" out at the customer. Stick a trash can next to your display. This little trick has brought me a lot of customers. Sometimes, they sell food at these places, but there's not enough trash cans, or they are overflowing, etc. People walk over to use your trash can & that gives you a chance to catch their eye with your display.

Have announcements made on the PA system, if they have one.
Something like "Attention shoppers, make sure to stop by booth #xzy to see the display of hand crafted wood items. We have bottle stoppers, duck calls, & pens", whatever you're selling. Advertise your products!

Take your lathe with you, if you have a portable one. Do some demonstrations, strike up a conversation, give pointers, etc.
If you show the customer how much work it takes to make these objects, they're more likely to buy something.

Offer a "show only discount". Nothing grabs a wallet or purse like the words "Sale" or "Discount". Mark a few items $3-5 higher than usual, then sell them for $3-5 off, for this show only.

Have a well lit display. Use those adjustable arm lights to spotlight certain items. A spotlight will bring attention to items that may be overlooked otherwise.

Have a clean display. Dust everything off as you set up your display. Nothing turns off a shopper like dirty or dusty merchandise.

Make sure to have some business cards printed up & keep them where the customers can get to them. You never know when you'll get a call from someone who wants some custom work done. I had lots of leads from doing shows where someone got my business card & then called me months later for some custom made leather work.

Keep your personal appearance appropriate for the surroundings.
In other words, don't wear a tuxedo to a gun show. Don't dress like a bum either. Comb your hair, etc. Be nice to your customers, even if you're having a chitty day. I've seen many a sell dumped because the guy was nasty or short with his customers.

That's just a few little tips & tricks of the trade for you. I hope it will help someone out there.

[Doug B]

Thanks for the tips TF. Some of those are very interesting ideas. Some of them would not work for me, but that's because of my personal preference to offer my work as artwork rather than as retail items.

This one below is one I have given serious thought to:

Take your lathe with you, if you have a portable one. Do some demonstrations, strike up a conversation, give pointers, etc.
If you show the customer how much work it takes to make these objects, they're more likely to buy something.

I think that is a great idea and I would love to be able to set up a lathe for demonstration purposes. I am sure that it would draw a crowd, but, there are several issues that would have to be resolved first...still, it's something I want to try to pursue.

[Ruffnek]

Feb 22, 2010 7:51:56 GMT -6 triplefreak said:

Here's some info for you guys/gals. Feel free to gather & use it if you want to.
I used to sell my leather work at different shows to make a little extra pocket money, and my wife sold her stitchery work.

Here goes:
Most of the shows I've been to have some vertical height to them as an eye catcher. It's easier to see something if it's at eye level.

Make yourself a "pen tree" out of some attractively painted wood.
Maybe a barber pole striped piece of 2" X 2" or something like that.
Something that puts it at eye level will be long enough.
Drill holes at a 45* angle, and stick your pens in there.
You could even use a piece of square Lexan so they can see the tips too.

Use lights. Even old Christmas lights are better than nothing.
Blinking lights always attract attention. The best pen display I ever saw was a 3 foot tall Lexan arch, with color changing fiber optic lights that lit up the arch & changed color every 30 seconds or so. It had holes drilled so the pens were standing straight up. (Think a peacock's tail feathers.)

Dress up your display. Get some nice black fabric to cover the table with, so your items "pop" out at the customer. Stick a trash can next to your display. This little trick has brought me a lot of customers. Sometimes, they sell food at these places, but there's not enough trash cans, or they are overflowing, etc. People walk over to use your trash can & that gives you a chance to catch their eye with your display.

Have announcements made on the PA system, if they have one.
Something like "Attention shoppers, make sure to stop by booth #xzy to see the display of hand crafted wood items. We have bottle stoppers, duck calls, & pens", whatever you're selling. Advertise your products!

Take your lathe with you, if you have a portable one. Do some demonstrations, strike up a conversation, give pointers, etc.
If you show the customer how much work it takes to make these objects, they're more likely to buy something.

Offer a "show only discount". Nothing grabs a wallet or purse like the words "Sale" or "Discount". Mark a few items $3-5 higher than usual, then sell them for $3-5 off, for this show only.

Have a well lit display. Use those adjustable arm lights to spotlight certain items. A spotlight will bring attention to items that may be overlooked otherwise.

Have a clean display. Dust everything off as you set up your display. Nothing turns off a shopper like dirty or dusty merchandise.

Make sure to have some business cards printed up & keep them where the customers can get to them. You never know when you'll get a call from someone who wants some custom work done. I had lots of leads from doing shows where someone got my business card & then called me months later for some custom made leather work.

Keep your personal appearance appropriate for the surroundings.
In other words, don't wear a tuxedo to a gun show. Don't dress like a bum either. Comb your hair, etc. Be nice to your customers, even if you're having a chitty day. I've seen many a sell dumped because the guy was nasty or short with his customers.

That's just a few little tips & tricks of the trade for you. I hope it will help someone out there.

Good tips, Herb and ones I've read before. The only one I don't agree with is the one to take a lathe and demonstrate crafting a pen.

I think it would attract onlookers but, liability issues aside, I also think it would make the pen crafting process look too easy compared to the prices.

[maverick31]

thanks for the tips tf, I have my first show coming up on 3-6 and 3-7. Any advise given to a rookie is much appreciated. and by rookie I mean me.

[triplefreak]

Feb 22, 2010 19:14:21 GMT -6 maverick31 said:

thanks for the tips tf, I have my first show coming up on 3-6 and 3-7. Any advise given to a rookie is much appreciated. and by rookie I mean me.

Follow whatever advice seems good to you posted above, and be friendly.
Be yourself, and remember the golden rule.
You'll be fine if you follow these words of advice.

[sdb777]

From my life behind the counter at a retail level.

#1: Add-on sales. These sales are made by selling one item that is useful to the item you have sold. Example: You have a cigar pen sale ready to happen, tell the customer that you have 5-packs of refills for such-n-such amount.
{You can state that, 'Refills are easily available at most stores, but to save the trip and hassle of running around getting the things you'll need later, you can just get them here.'}

#2: Couples/friends.
Type #1: I've noticed that the couples/friends are harder to 'sell', be friendly but don't spend your entire day trying to sell what isn't going to be sold. Pass the time with them but be ready to jump on someone that is cruising by themshelves(this is your sale).
Type #2: Friends will try talk each other out of purchases, the same goes for husband and wife couples. Although the woman will be the buyer....probably as a gift for the other. So be more friendly towards the wife without looking like your trying to take her home.

#3: The loan customer. This person is the one that will impulse buy! A woman will be looking for a gift. A guy will be looking for something to show-off to his buddies.

#4: Food and drinks. I know we all have to eat, but don't do it in front of the possible customers....it makes you look like your to busy to help or answer questions.

#5: Pricing. Have everything priced and ready to sell. You don't want to look like your making prices up on the fly. And no one wants to ask how much something costs, they are just as likely to not ask and keep walking...

#6: Eye contact and greetings. Make eye contact and smile, then greet them with anything that requires an answer..."How are you today?", "Is there something I can help you with?", or even "Are you looking for a unique gift that can't be found at [insert store name here]?"




These are just some of the things I noticed while working retail. Take the advise for what it is, nothing is set in stone on a sales floor.


Scott (this is all I know) B

[Ruffnek]

Those are some more great tips and I can relate to the "try to talk them out of a purchase" part.

Last fall at an art show, I had a man really wanting to buy one of my higher priced HF vessels. He told me he wanted it and that he would be back later.

Well, I didn't believe he would return but sure enough, he came back only with his wife along this time. He told me he still wanted the vessel but wanted to show it to his wife first. She talked him out of buying it. I could have choked the wench but instead, I smiled and told them thanks for looking. Bummer.

[triplefreak]

Hey Cody- I can relate to that. I had a completely hand made & hand stamped satchel (or portfolio, if you prefer) on display, in a glass case at a show once. It was made of calfskin, with a Moroccan goatskin liner.
I had over $300 in materials alone in it, & I quit counting the hours of labor after 350 or so. All hand stitched, with white kangaroo leather buckstitching along the strap. A very fancy satchel indeed.

Anyway, this was about 25 years ago, so add for inflation, etc.
I had at least $4000 invested in this item back then, counting my material & labor. That's why it was in a glass case.
I had a sign on the case saying "Display Only, Not For Sale".
I had lots of people look at it, admire my workmanship, etc.

This one old bag kept passing by, looking at it several times.
Finally, she asked me what something like that would cost to have made.
I told her I could make that exact satchel for her for $4500. You should have seen her jaw drop. She tells me she can buy one just like it at store XYZ for $150. I told her she could not buy anything like that at any store whatsoever. She was looking for an argument, I could tell.

So, I ended it by telling her if she could buy something like that at any store for that price, it was for 1 of 2 reasons.
It was either stolen, of made in China by a machine.
She turned & walked away & didn't say another word.

[Mark]

Herb and Scott, and any of you other experienced "sellers",

The tips about the display, and interaction with prospects are great for me as a noob to these things. What about dealing with the money side of the equation? Cash box techniques? Checks? Credit Cards? Bartering? Shop Lifting?

I'm considering trying my first ever show this spring, with bowls, stoppers, scoops, finger-tops, mini-pens, keychains, etc kinds of items. I've got all the materials and kits, and love making things, but don't have room to keep them all.

Thanks,
Mark

[sachbvn]

Mark,

Foldable banquet tables are awesome....if you have them or would have a future use for them - I'd get one or two.

Use a nice table cloth. I actually got some Robin Egg Blue from Hobby Lobby real cheap. I like the color for my display.

On the money side of things - I would be real careful with having your money in a box - especially if it is at all within reach of customers. It's not real likely to happen at a craft show, but at a show that my band was playing at - one time the cash box got taken right off the table by the door....someone just grabbed it and ran like hell.

I kept most of my money in my pocket or well hidden in a supplies box. I kept enough to make change. Price your things so they are real easy to make change on. $5 increments when possible works great.

I don't do credit cards - depending on the place, I'd do personal checks. BUT be warned.... a personal check can really bite you in the arse - if I were to have a check bounce on me from a customer - I'd stop taking checks from anyone that I didn't personally know.

Bartering.... at this point - I will only offer a discount if multiple items are purchased at once, and that is only if they ask.... if someone wants to buy two pens and says nothing - they pay for two pens. If they want a deal or ask if I have a discount. I'd offer $5 off if they want to buy two pens. You could also wrangle peoples towards your more expensive things this way....

You do one show and you'll get a real good idea how you want to do things.


Remember things like....inventory lists - clip boards - writing instruments, etc.... oh - bring some paper towels or a soft cloth to wipe things down.

OH - and MUST.... print yourself some business cards or have them printed for you. This is a must - people will want or expect these. They are real cheap to be honest - almost easier to have them printed for you, especially if you only want black and white and one sided business cards.


Oh, ok - last - shoplifting. Here's a good thought.... don''t display or spread more stuff out than you can personally keep an eye on. Several people will likely be at your table at once - if at all possible, take some help with you. I think it would be a real bad idea to try and manage two tables without some help.

Good luck! It's a lot of fun!

Zac

[Mark]

Thanks Zac, especially helpful from someone who has theirself (?? word ??) just jumped into the fray.

Mark

[Doug B]

The tips about the display, and interaction with prospects are great for me as a noob to these things. What about dealing with the money side of the equation? Cash box techniques? Checks? Credit Cards? Bartering? Shop Lifting?

Mark, I am not that experienced, but as Zac said, you learn a whole lot real quickly once you jump in.

We keep our money in a fanny pack in an envelope - the envelope always starts out with the same amount of cash that I have decided I need to be able to make change. I also keep things simple by having everything priced out in $5.00 increments - I don't want to have to mess with dollar bills.

I accept checks and after many checks including some as far away as Reno, NV and I have not had any issues with any checks yet (knock on wood).

I looked into accepting credit cards and that is just not something I am willing to deal with yet. I know I've lost a couple of sales because of that, but I am willing to accept that. It gets really expensive, really fast, so you need to have some consistent sales before it would pay off.

I am one of those people who enjoy bartering. But I try to keep it reasonable and fun. It is sometimes hard to say "no" to a really nice person, but if what they have to trade is not something I can use (or more usually is something too highly valued) then I have learned to politely but firmly say no. I really enjoy getting some wood and trading a pen to be made from that wood, or trading for some wood I have.

My theory on shoplifting is to keep the least expensive items on the table closest to the customers and the higher end items closer to me. Also, it helps tremendously to have a helper. I am fortunate that LOML is willing to help me out and that she is very knowledgeable about the things I sell.

Good luck! When is your first show?