Recently went to an indoor craft show (not a woodworking show), and here’s what I learned.
• Woman are easily 80% of the customers – gear your stuff towards them.
• Jewelry is easily…80% of the displayed merchandise.
• Unique, outdoor decorative stuff is usually a good bet, as long as it’s in the $15 to $35 range.
• God please, no more knit stuff!
• If you have a food product to sell, you MUST provide a sample.
• Traffic usually follows a pattern in these places; being the first vendor with cutting boards (jewelry, garden items, etc) is definitely a plus – someone might buy from you before buying from the guy with similar stuff another 100 feet down the path.
• Displays are everything.
• Interact with customers, just say “hello” even. Saw a lot of people just sitting there doing something else – reading a paper, playing with their Blackberry, etc. Talking to passersby gets their attention, they might see something they want on your table.
• Dress the part. Selling wood stuff? How about wearing a nice white shirt, with the sleeves rolled up, and a new leather apron – act and look the part. No NASCAR shirts, or one that says “BUSH SUCKS.” Play the role. YOU can be part of the product, in a sense.
• Business cards! Several bunches all over your table. You might be busy talking at length with a customer, and I wanted to ask a question. Oh, you have a business card with your email on it – I’ll contact you that way.
• Consider putting out something that catches people’s eyes – food. Candies, crackers, whatever. Will draw attention to your table.
• Give your customer every opportunity to buy from you; don’t make barriers to being able to take their credit card, check or cash.
• If you have some good friends, here might be a trick worth trying: have them crowd around your booth. Nothing draws a crowd like…a crowd. People think something is going on, something to look at, so they come over too.
• Trick #2. Have your friends walk around the show with some of your product, like they just bought it. If people see a few people with that product, they are going to think it’s worth buying, for some reason or other, and will look for your product. It’s a group-think mentality. What would you think if you saw 5 people, here and there, with a wrought iron Sheppard’s crook to hang plants from? It’s got to be a hot item!
So there are some of my observations…I’d like to hear yours!
-- Have a blessed day!