TIPS: On how to make sales at Belleabeau exhibition

Why You Should Book A Stall At Belleabeau
18th July 2019
Belleabeau Presents: Octobazaar 2019
1st September 2019

TIPS: On how to make sales at Belleabeau exhibition

What Should You Carry out?

Just before the beginning of the fair get there on time and choose the best location of your choice, its important you are happy with your stall so BE EARLY and make sure your product stand out as one-of-a-kind item

Things a sell out vendor must possess:

  • Create a trade show display that’s going to draw customers to your booth

Think visibility first, before anything else. Before you can sell anyone anything, you have to get them to your stall.

  • Price your products appropriately

Before you start slapping stickers on anything, read and memorize this first rule of pricing:

Price is not about what it’s worth; it’s about what it will sell for.
Got that?
  • Actively engage visitors to your display

Just standing there and letting people look at things is not going to engender the number of sales you’re dreaming of. Sure, if your products or services are enticing enough, some people will buy. But most won’t. Here’s another secret for you- most people are running a loop of reasons ​not to buy through their heads when they’re looking at your wares. Your job as a salesperson is to counter those reasons and give them a reason to buy instead. One reason that works for many people is the reason explained in the nest point below. But there are all kinds of other reasons that lookers will turn into buyers, from the quality of a product through how easy a product would be to send to someone as a gift – all reasons that will never get activated unless you actively engage with the people that visit your stall.

  • Give customers and Incentive to market your products

Take a moment to think about your typical sales transaction. Does it go like this?

  • The customer says they would like to buy an item.
  • You charge their cash/debit card/credit card for the amount of the sale.
  • You wrap/bag the item and give it to them or make arrangements to deliver the service.
  • They leave and you never see them again.
Now how much would your sales increase if you could change that last part to “they come back and buy something else” or even “they come back with a friend and they both buy something?” Lots, right?
The last secret I’m going to share with you in this article:
The money is the return customer, not the new one.
So anything you can do to encourage someone who has bought something from you to return and buy something else from you is a great thing.
That’s why so many businesses have jumped on the loyalty program bandwagon.
And there’s no reason why you can’t run some version of a customer loyalty program yourself. Straight punch card types where customers can buy x number of items and then get one free are popular, but I think programs that encourage customers to bring in other potential customers are even better – such as giving customers a discount card they can pass along to someone and then get a discount themselves when that card is turned in.
  • Create and play up the back story

Another secret you’ll want to apply as much as you possibly can when you’re chatting to potential customers: (almost) every person loves a story. So give them one. How was it made? Where is it from? Who else owns one? Or even sometimes Who else owned that one? These are all questions that prospective buyers might ask about a piece or a service if they were interested in it. So turn it around. Stimulate their interest by giving them the answers to the questions they might not have even thought of. Sometimes things come with their own provenance. Think antiques. Or things that celebrities have used. But if not, it’s not that hard to create one. It’s not just a necklace. It’s a necklace crafted from sea glass that you personally harvested from Canada’s rugged West Coast Trail.

An appealing story can provide the added value that will clinch the sale

  • Engage first then sell

If you’ve ever had the experience of being at a show or fair and watching people stream past your booth headed elsewhere, you know how depressing such an experience can be to both your pocketbook and your ego. But it doesn’t have to be that way. Use the advice I’ve given above to get people to stop at your booth and engage their interest – and watch your sales soar.

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