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Sales & Selling Advice

Sales Tips: Selling Products In Person

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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:

–          clothes

–          electronics

–          books

–          jewelry

–          antiques

–          food

–          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.

Retail Sales

Face-to-Face Sales Tips (Trade Shows, Retail Stores & Festivals)

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Selling online or over the phone requires a lot less pressure compared to selling in face-to-face scenarios. Online you simply present your pitch in written words and wait for someone who needs that solution to grab a hold of your message and make a purchase. When selling over the phone, you don’t have to be self-conscious about your appearance or gestures. But in a face-to-face selling situation, you have the potential buyer right there, in your face, waiting to see if you have something that they need or want.

Come Armed with Visuals

When you put yourself in any face-to-face selling opportunity, always come armed with some type of printed or visual media. The media should either attract the attention of potential buyers or educate them on features. It assists your pitch. For instance, if you are selling an invention at a trade show, make sure that you have a video playing that demonstrates how it works, or an educational leaflet to give to passersby. Either one attracts the attention of potential buyers and puts you in a better position to convert the face-to-face sale.

Let Them Touch It

If you sell a physical product, put it in the potential buyer’s hand. When a customer holds an item in his hands, the chance of a sale increases. The potential customer takes “ownership” of the item when she holds it in her hands, feels it and plays around with it. Some people will find it hard to let the item go. So as soon as someone comes up to your table or booth, pick up one of your products and offer it to them—then start talking to them about it.

Ask Questions

Some sales people make one common mistake when selling in face-to-face scenarios—they talk too much. They are so eager to sell the product or nervous that they talk themselves right of the sale. Let the customer talk to you—ask her questions related to her needs or desires. Listen intently and show her that you care about her needs and issues. Then present your product as a potential solution.

When selling in a face-to-face situation it is important to be aware of yourself, but you must also be aware of the potential customer’s needs, desires and behaviors. Relax, be prepared, put the customer first and watch as the rest of the pieces fall into place.