Low sales? Be a salesman!

[kmmcrafts]

Over the past few years I've went to several craft shows as a spectator.. just to see peoples set ups etc.. One thing I've really noticed over the years especially now that we have all the cell phones etc.. I'd say 70-80% of the vendors set in a chair playing on their phones or reading a book.. how does one expect to sell something if they are't going to be a salesperson? I don't get it.. 

Those that try selling online.. same thing.. they set up a site to display their product.. then think the shoppers are just going to come rolling in.. NOT the case.. you have to go out and promote your site / items.. through social media ( facebook, pinterest twitter etc.. ).. your items just don't magically appear on peoples computers by themselves..  

Here is a youtube video of a door to door salesman... I'll bet he'd sell all your items in the first half of the show, LOL 

https://www.youtube.com/watch?v=LAo-DmzdvK0      

[Iguanadon]

You're exactly right Kevin.  I mentioned it in my booklet that I wrote... Don't look like you're camping... You're there to sell.  It doesn't mean you can't sit, rest and check your phone periodically, but don't be lounging in a low, comfy chair staring at your phone. Be attentive, be aware of when people are coming up to your booth and greet them.  Don't jump at 'em with a sales pitch, just say Hi and let it go forward from there.  

Then pounce on them with the hard sell.  

Edited October 15, 2017 by Iguanadon

[ike]

You are right i don't use my phone unless I have an incomeing call. I meet every one with a smile( no matter how bad I feel) I don't have big sale days but I don't go to big sales, I useally have a $150 to $225 days . that's good for a small sale.My sister in law went to a sale yesterday i couldn't go because of my wifes health conditio but I know I would have has a $100 in sales just by being there and being friendly and informative.

IKE

[Scrappile]

I do not sell at shows, but I agree 100%.  I love to go to craft shows, if I see something I might purchase, but the vendor is to busy with their phone, or doesn't seem real interested in selling, I walk on.

[crupiea]

1 hour ago, kmmcrafts said:

I dont sell but i shop a lot and this is true for me. If they seemed disinterested in their own products, why would I be interested in them?  Thats why the guys with the microphones and demonstrations sell so much stuff. How many time have we all bought the sham wows or the salsa grinding machine even though we have 2 in the cupboard already?  its because the sales pitch was fun and effective.

 

[WayneMahler]

The Mrs. and I do a lot of crafts shows. When someone walks up you stand and greet them with a smile. Many times we have heard other vendors complain about low or poor sales. Seeing them at other shows , they sit on their phone or with a friend just talking the day away. At the end they complain again. I read a very good article I found on Pinterest a few years ago that addressed just what Kevin is talking about. If you put in the effort the results will show.

[JTTHECLOCKMAN]

There are many factors that go into being successful at peddling your wares. Of course the first and foremost is location location location, then is the product you are selling and the quality. Then there is the presentation and the choice presented to customers. Finally there is the salesperson. He or she can make or break sales. I have done many craft shows over the years and have downsized considerably due to getting older and mostly because the shows ran their course. But when dealing face to face with potential customers is the most gratifying and easiest way to make sales. Not every looker is a sale but treat it as such. Be engaged at all times. Do not be pushy. After a while you get to know how to read customers. There are some that still may surprise you in one way or other but for the most part you learn quickly. Always offer assistance or make suggestions. Smile and have a good time. promote your product and yourself. Look at it this way, you took the time to make the stuff, took the time to get it to the show and set it up, so why not take the time and effort to sell it. Have fun and make the best of things. Good luck to all as the main selling season is fast approaching.  

[ike]

I learmt my selling from my father in law a person came to his booth he greeted them very politely and when he saw what they were looking at he sold it to them if at all posible just watch an old manselling  at a booth and you will learn a lot

IKE

[don in brooklin on]

My wife and I frequent a lot of Craft Shows US and Canada and find most vendors are very friendly.

A few years ago we went to a show early and as we approached a booth we were greeted with a friendly "Hello and since you are our first customer it is 20% off any item".  My wife went and bought a stuffed goose that acts a door stop.  Real cute and not cheap.  We continued around the show and were going back past the same vendor when I heard him say "Hello and since you are an early customer it is 15% off any item".  Cute sales pitch.

The next year our first stop was his booth and it was the same pitch.

Must have been effective.

 

 

 

[DWSUDEKUM]

Kevin you are so very right.  One HAS to engage the customer if you expect decent to fantastic business to happen.   Just because your products are of outstanding quality and or unique does not necessarily mean that you will have great sales.  People love to window show, especially at craft fairs, arts n crafts shows, etc. and they get shell shocked, information overloaded while going from booth to booth and after just a short while they all tend to blend together.  By not sitting there in your chair, on your stool, reading a book, texting but engaging the potential customer you are doing several things.  One: you are showing the potential customer that they are worthy of attention.  Now this is a subtle thing and most do not realize it.  Two: You are talking to them thereby showing the OTHER potential customers that people are interested in your wares.  Three: You establish a rapport with the potential customer and they may talk to friends and family and have them stop by because they remember you.  Four: People tend to remember being talked to and this can lead to later / repeat sales.  And above all, and to me at least it is fun to talk to all the different folks and show them my wares and answer their questions.  One of the best draws I have seen to date is to have a small team were one is the actual sales person and the other is doing a demonstration of the craft by making something small and easy.  Five:  The longer the customer is there being engaged the more likely it will be that you will get a sale, perhaps more than one.  Six: Have a variety of products.  I have seen on more than one occasion where someone has had a ton of one item and nothing else and they get a couple of sales and that is it for the day.  I have seen and do myself at my shows have a variety of different wares.  For instance I would have boxes, bowls, portraits, ornaments, unique items like a couple of wooden seashells, those always are a conversation starter.  All these points are great and fantastic and all but if you are grumpy and come over to the customer as not wanting them to be there, they will not be there.  Don't ignore the customer or potential customer, they may be a future or referral sale for after the show is over.

 

DW

[amazingkevin]

On 10/15/2017 at 10:00 AM, Scrappile said:

I do not sell at shows, but I agree 100%.  I love to go to craft shows, if I see something I might purchase, but the vendor is to busy with their phone, or doesn't seem real interested in selling, I walk on.

I agree and at a store if I'm ordering something to eat and they stop to pour a coffee to a regular while making my food and check them out at the register ,I ll wait till they are just about finish making my lunch and walk out.Stand in line please.

[allpurpose]

I have to admit that I hated sales when I did it for a living and still hate it today, but do occasionally get the fantasy that my stuff will just magically sell itself..

Poof!  seems to be lacking in my business model..lol

I guess there's a reason they call it old and retired. I don't mind the work involved in making things, but selling?  Uhhg!