Selling products in person at trade shows and special events can be intimidating at first, but with practice, effort and technique, anyone can become a top seller. Items that are often sold at these types of in-person events include:
– crafts and special creations
Use the following sales tips as a starting point for success when selling in face-to-face scenarios.
Use Your “Best Stuff” to Get Their Attention
One of the first senses that a potential customer will use when evaluating your product (with the exception of food maybe) is his sight. You must get the customer’s attention by first enticing him visually. The way you display the items is very important — make sure that the area is clean, tidy and well-organized. Put your best or most eye-catching stuff front and center on the table to force them to take a look, then you can present your other items as his interest grows.
Make It Easy for Them
Make it as easy as possible for a potential customer to find what he needs when he comes to your selling table. For instance, if you’re selling clothing at a fair or fashion show, separate your clothing into style, color and size order. This is also a way of showing that you take pride in your inventory, which makes it seem more valuable.
How to Greet a Potential Buyer
The way you greet your potential customer in a face-to-face selling situation is extremely important. A genuine greeting shows that you are polite and courteous. Start by first making direct eye contact and offering a warm smile. Say “Hello or Good Morning” — whichever fits the situation. Follow your greeting by simply asking, “Is there anything in particular you are looking for?” Give the potential customer time to respond. If the customer responds “yes” or “maybe,” then you know that you can further assist them. If his response is no, then smile and simply tell him, “Okay, just let me know if you need any assistance.” When you follow these simple tips you are making the buyer feel at ease to browse.
Be Willing to Negotiate – To an Extent
Negotiating can be a slippery slope and a bit intimidating, but with time and practice you can master this skill. Obviously, your goal is to make a sale but your ultimate objective is to make a profit for your business. In a negotiation, you have the upper hand because you are the only one who knows what you actually paid for the item. Use this information to determine the best price you would be able to offer on each of your items for sale. If you have a customer who is suggesting a price that undercuts your cost for an item, just remain calm and make a different offer, which may include throwing in another low-cost item for free. This shows the customer that you are willing to work with her and also that the item is valuable (worth having).
There’s one last bit of advice to add to this list of sales tips that you should always keep in mind when selling in face-to-face scenarios at special events, trade shows, flea markets and community fairs: treat everyone with respect, whether they buy or not. You never know if a non-buyer might one day become your biggest customer.