HELP WITH FIRST SHOW

marina replied:

HI,

I am a tough cookie to book, but when i went to a school fete, I did book one show and i surprised myself.

I learnt that you need to acknowledge everyone and not just sit there waiting for the customers to say something.

give something out for free that will encourage conversation about the product..

this is what happened to me and then the conversation peaked my interest and i booked..

i then got a free teddybear in a box and because of that i do not think i will postpone.. the customer service was lovely.

I learnt a lot of this lady. remember you will not nab everyperson , but you will increase your chances for sure.

good luck

SouthernJoe replied:

.. We just finished 11 days straight with The Royal Melbourne Show.

If you have a product that can be demonstrated, find people in your target denographic/type & just ask them to come & have a look. You need to be bright & breezy but not pushy. The one bad thing about where we were was that we were next to a certain company that markets educational software. But their pitch was so forceful that they scared away many more people than they signed up as leads. THEY WEREN'T EVEN SELLING ANYTHING!!! But by the way they were so pushy, it was like being hounded by the old fashioned door to door salesman.

The guy who wholesales to us actually helped us out for 3 hours on the 1st saturday. We Personalise stuff like Cds, books, Growth Charts, MP3 Singing Alarm clocks with the child's name in them. To get more people to visit, he'd see a parent with a little one & he'd ask what the child's name was . When they told him , he'd use a curiousity approach asking them , "Come with me, I'd like to show you something really cool". He'd then find the child's name on the computer & play a demo with their child's name on it.

I believe that this approach can be adapted to any product with tweaking having seen it work & having practiced it myself. For me, it led to other sales as well, as well as other people coming to my stand as they knew they weren't the odd one out.

Golden Rules...

Ask open questions about what your customers needs are in relation to what you have to offer.

Ask leading questions that are still open. Avoid questions with yes/no answers if possible till you have whats known to Salespeople as a "buy in "( ie ... Your customer sees your product/service the same way you do & wishes to do biz with you).

As I said, be friendly, open & honest. Handle objections in a non-defensive way. Many folk like the "feel, felt, found" approach.

Phew ... hope that helps.