Selling More at Your Shows

Shows abound - pick the right one for you, set up then sell your work with a smile.

Show season is upon us!

Here are a few quick tips to help you be more successful selling at shows.

Stand UP! Sitting at your booth may be more comfortable, but it forces the customer to look down at you. To see “eye to eye,”stand when greeting customers, and take a seat to rest when no one is around.
Make general eye contact when there are several people at the booth. If just one person asks a question, look around as you answer it to engage others who are there. It will make them feel included and shows your interest in them.
Offer a “show-only special.” Limited-time offers create a sense of scarcity, and scarcity is a prime persuasion lever. Even offering specials that end at a speci c time during the show can encourage buying.
Take photos of you with customers. Then post them to Facebook, Twitter and elsewhere. It gives immediacy to your selling and shows others that you are a fun person to buy from!
From one of our readers, Barbara McCoy, owner of the Gift Box: “I always keep a mirror on hand so that customers are able to actually see and feel how the jewelry will look once they get it home. In this case, a mirror is worth a thousand words!” Thank you Barbara!

Have a show or exhibitor tip to share? Please leave a comment below!

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Comments

Sue 15th March 2016 at 07:57

This article is just in time for me since I will be working a craft show in a couple of weeks. My first in a long time. I have learned something new from each of your articles.
Thanks,
Sue
http://www.thebeadedpathway.etsy.com
http://www.onthebeadedpathwayjourney.blogspot.com
Instagram.com/thebeadedpathway or #thebeadedpathway

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- Tammy 15th March 2016 at 12:56
  
  So glad you found this helpful – and that it came at a good time for you. Good luck with your shows! Tammy
  
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Gayle 15th March 2016 at 08:37

I strongly identify with point #5. I go step further–picking up the mirror (or simply gesturing toward it), I will ask the customer if they’d like to try it on. Very often, actually wearing it, turns an fascinated customer into a confirmed buyer.

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- Tammy 15th March 2016 at 12:57
  
  Thanks for your comment and support on this thought. Good luck with your upcoming shows!
  
  Reply
Teena Stewart 15th March 2016 at 09:33

Thanks for the helpful feedback

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- David Weiman 15th March 2016 at 14:16
  
  No problem and thanks for the comment!
  
  Reply
Teresa Dalton 15th March 2016 at 23:36

I have been following your blog for years! I just want to say thank you for sharing all your wonderful ideas and recommendations! I am finally getting close to “Getting Out There”, and DO “something great”. So many thanks to you for so generously giving us a good start!
Happy regards,
Teresa D.

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- David Weiman 23rd March 2016 at 20:09
  
  Thanks so much for your note, Teresa, and it’s our pleasure to do it. Comments like yours and the others make it worthwhile! 🙂
  
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Mary Ann. 18th March 2016 at 11:21

Morning!

I have a disability that keeps me seated a lot at my booth … and I’m kind of shy; I can usually wish someone a “good morning” or a “happy wandering”, but my awkwardness gets the better of me beyond that …

… I overcome these issues by doing creative work, actually building jewelry, during the show … I bring all of my tools and most of my materials to every market, and it often encourages discussion, repair jobs and custom design orders, often to be built or done on-the-spot … the most fun kind of impulse purchase, in my opinion …

Hope this helps! Thanks!
Mary Ann.
http://www.about.me/herartofstone

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- David Weiman 18th March 2016 at 12:05
  
  Hi, Mary Ann — thanks so much for sharing your experience! It is OUTSTANDING to make jewelry during a show — it stops people as they almost always will stop to watch someone doing something. This is why many stores along boardwalks at the beach make things in the window, such as fudge, popcorn, lemonade and more. A jeweler in the Philadelphia area has the repair person working in a window that people can see from the sidewalk. I’m glad that technique is working for you in the way you described!
  
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Betty R 2nd April 2016 at 13:11

I am unable to be on my feet all day, so I elevate my display tables about 6″ and use bar stools behind the rear table. It puts me and my helper at eye-level with customers. If someone seems interested in something on another table, wants to try on, or needs extra attention, one of us can get up and give personal attention. We do this quite often during the day. We also explain details of a piece that someone is looking at to raise their interest and add a more personal touch.

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- David Weiman 2nd April 2016 at 13:35
  
  Thank you, Betty R and that’s an excellent strategy! Also, having higher level displays keeps things easier for customers to see instead of bending over/blocking the view of others.
  
  Reply

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