BETTER YOUR SALES OPTIONS...
by Dean W Schlosser
Some people start selling a craft or art item or items without ever taking into consideration several factors that will have a definite bearing on their success or failure! You can take steps to better the odds of being a success, especially if you ask yourself a 4 good questions before beginning.
1. IS THIS AN ITEM THAT PEOPLE WILL WANT TO BUY?
A careful evaluation as well as asking questions of other vendors, might guide you right from the start about the saleability of your item.
Q1: Does the public have a need for, or want what I have?
Q2: Will a carefully crafted and memorized sales pitch help?
Q3: Will people pay for this item that I think is worth buying?
Q4: Will this item weather recessions or slow buying times?
Q5: Do I have a wide variety in price range?
Many people have an item that they think is worthy of others buying, but if it hasn't been thought through, tested, or evaluated in the light of real possibilities, it probably will fail. It might be unique, clever, artsy, or even functional, but if its not what I call, a must have item that you have convinced them that they should buy... it probably will not make you the profit you want or think is possible!
The economy at any given time can be a real stress test of your item that you are selling, as well as the community or area, as to economic times, and wishing to make a profit from. Its got to weather the tough times! In economics its called 'disposable income' availability. The more varied price range of items will also help sales.
Making the sale is what its all about. Its your chief end! You have to work at it... it just doesn't happen!
2. AM I GREETING THE PUBLIC, AND CONVERSING ABOUT MY CRAFT OR ITEM AS THEY SHOW AN INTEREST?
This is one reason that you just can't sit at the rear of your booth and expect the sale to come to you. Every show I have a new vendor or one not having done much selling, complain that the show produced few sales for them! The majority of times I have observed the same person, sitting back and reading or knitting, or talking with other vendors, and not paying attention to the persons showing an interest in what they produce. No greeting, or conversation, or "can I show you something?" is even utterred, and they then feel the show was the problem!
3. IS THE ITEM PRICED RIGHT, THAT WILL ACHIEVE SALES?
You have to meet people where they are... and begin there! You must converse and relate why they need the item and why the price is right! It took you time and inspiration to create it... What's it worth? Relate why its worth the price! You must determine just what people want bad enough to pay for it! You can help them deciding by saying... "can I wrap that up for you today.?"
4. IS MY BOOTH AND ITEM ATTRACTIVELY AND APPROPRIATELY DISPLAYED?
Appearance and eye appeal are all important to attracting the sale... Look and see how successful sellers have things set up and arranged. Is your display cluttered? Is the product displayed to get the best result? Does the booth arrangement allow ease of viewing movement and touching? Can they get it home with ease? These all matter and can have a bearing on your success or failure!
dws/2011/CC/marketing tips #12
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