As someone in Direct Sales (DS) I know that we want our product to be in front of as many people as possible. Vendor events are a great way to accomplish this. Here are some tips when signing up to be a vendor and being a vendor at the event.
1. NEVER do an event thinking that you are going to make a lot of sales. Very rarely does this happen. Instead focus on networking with the other vendors and booking parties. Talk to as many people as you can – they are more likely to remember you and think of you in the future if you talk with them.
2. Set a budget for yourself when event season is gearing up. Mine is $50 unless it’s an event where there are 1,000’s of people attending – the price of those event always goes. Don’t think that the more you pay to be in an event – the better your chances of making a sale are – it just doesn’t happen like that. My best vendor event is where I only paid $15 to be a part of.
3. BEFORE signing up for an event – ASK QUESTIONS! For example:
- How many other vendors will be there?
- How will the event be advertised?
- How many of the same type of product are they allowing?
- How big is the space that all the vendors will be in?
- Are there refunds if you’re not able to attend for whatever reason?
- How will communication between vendors and the event planner be done?
- Is there an application for the event? I NEVER do an event that doesn’t have an application!! The application should answer a lot of questions, but if it doesn’t just ask.
- Ask yourself – Is the city/town a place I want to go back to should I get parties booked? Do I want to service clients in that area? If the answer is no – then don’t do the event. Instead you can share the event info. with someone in your downline or someone on your team in that area.
- Now, getting the answers that you want to hear when you ask these questions doesn’t mean it’s going to go off without a glitch. But knowing the answers to these questions will allow you to make a SMART decision about the event. Don’t waste your money upfront and then ask questions just to edge out your competition, in the end you could loose and believe me there are plenty of events to pick and choose from.
4. So you have decided you’re going to do the event! WOO-HOO! Here are some tips for you at the event!
- S-M-I-L-E! Think about it – do you stop at a booth if the person looks miserable or looks like he/she would rather be somewhere else?
- Stand up at your table as much as possible. Standing up and not sitting is more inviting to someone who is looking at your booth. Standing is a way of showing “Hey I’m ready to take care of you!”
- Engage in smart small talk – If you see them picking up a product and thinking about it – ask them how or who they are thinking of when they are holding it. If there is a special on the product let them know that as well…
- Consider having a drawing for a free product. This tends to draw people to your booth!
- Make your booth look nice. I often have a problem with this because my items are bulky. Just make sure your items are displayed in a manner that makes them want to stop. Always take a step back and look at it – is what you’re wanting to showcase up front and center? Does it look inviting? If not, just move things around… add some things or take some things away.
- Thank the event planner for allowing you to be there! A lot of work goes into planning events – more than you will ever see as a vendor. If you have any issues with the event – take it up directly with the event planner. Be professional, courteous and always follow the Golden Rule!
At the end of the day, an event could be great or it could be a bust. Your attitude and how you deal with it will make all the difference in the world. Go in with the mindset of networking and booking parties that way at the end if you have made no sales, you’re not disappointed and frustrated. Think about it… Wouldn’t you rather get a party or two than make 1 $20 or $30 sale? Parties are our bread and butter!!
I hope these tips helped. The more events you do – the more you’ll get better at them and be able to narrow down exactly what people want to see at your booth. It’s a learning process but it can be a lot of fun and a great way to get in front of people!