Community Events, expos, and farmers markets are great places to get your product or service in front of new people. At these events you are able to talk one-on-one with customers or prospects, demonstrate the benefits of your product or service, sell products, or put your catalogue into a prospects hands that they can review after the show.
To find local events check with your local Chamber of Commerce, local newspapers (classified and community events), other direct sales representatives, or at the following websites:
You can also hold your own open house to celebrate a special event, or just to meet the neighbors or get together with friends. Have a table set up to display your business, and invite other local vendors to come set up a table too. Send out invitations using postcards or email and then follow up to remind everyone a few days before the event.
Typically venues will supply you with a 10ft x 10ft area for your booth. Some venues supply tables, chairs and shelter, but if you plan to participate regularly in shows you may want to invest in a table, chairs and a pop-up canopy. Have samples of each of your products on display so that customers can touch and experience each item. Make your display eye catching by using bright colors, banners, and video displays (remember video or computer displays will require electricity so check to make sure venue can supply).
You should have the following sales aids on your table for handouts and pickups:
Business Cards Flyers Brochures Product Samples
Also if your business provides you the opportunity to get involved in fundraising or recruiting put together some information packages to give to visitors that show interest in these activities to take home and study.
You will also want to bring:
Order Forms Calculator Receipt Book State Resellers License Change Purse with notes and coins
Have a way to collect names of customers and prospects that visit your booth so you can follow up with them after the show. One way of accomplishing this is to hold competition at your booth so that you can collect entries with names and phone numbers of your visitors in a ballet box. Should they win or lose your competition be sure to follow up with all visitors after the event.
Be sure to arrive at the show early to ensure that the booth is set up and you are ready to go when customers begin to arrive. Don’t hide behind your display. Stand in front of the table so that you can welcome passers by and engage them in conversation and show them your product samples. The more people you talk to the more likely your show will be a success!
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