It’s vendor show season and I’m getting lots and lots of questions about vendors shows and how to do them. As you probably noticed if you’ve read enough of my blog posts, I am a Vendor Show Junkie. I personally loathe the concept of “People Shopping” (aka going out in public to prowl for strangers to take business with), so vendor shows are my preferred way of getting fresh business. It’s basically the same thing as people shopping only you’re hanging up a shingle and people KNOW you are looking for new business. If they’re not interested, they just don’t come to your table and you don’t waste time chatting up someone who is going to look at you like a particularly unattractive vulture.
Three Things You MUST Do At Every Vendor Show
I’ve posted information before about how to get into a vendor show (especially in this type of business) and how to host your own vendor show. Today, I’d like to share my top three MUSTS of working a table at a show.
1) Run a giveaway to collect leads
You are at the show to collect fresh leads. Leads meaning little slips of paper with the names and contact information of people who are interested in your business. People don’t like to just throw their details around willy-nilly, but they can be easily bribed. Offer a free giveaway to anyone who fills out a ballot with their contact info. People will tells you all sorts of things if they think they might get something free. This is also a great way to get info from us shy types who don’t like talking to people. They fill out your form and you throw a catalog at them and everyone scurries away to their respective corners. More information on raffle boxes here.
2) Get people to interact with your product
This means sampling. You want people to TRY whatever it is you are selling. You want to set out your table as a neat but enticing buffet of what you have to offer. If you sell food or supplements, be sure to have items out for to taste. Bath and beauty products should be displayed with lids off and possibly even “Try me!” or “Tester” signs to encourage smelling and testing. I even go so far as to offer little Hot Heart massages and what I call “Pure Romance Shots”. The latter goes over well at Sip n Shops. I have the girls who come to the table together all put a dollop of Sensations on the back of their hands and then do the rub, blow, lick sampling all at the same time. Activity and feedback at your booth brings more people to look. Encourage interaction.
3) Play a booking game
This is one I just figured out. I’ve offered booking incentives before but they’ve been rather passive. “You get X if you book today.” This isn’t enough. A vendor show is all about being a life-sized business card. You want a booking incentive that is interesting to look at. People do prize wheels and that sort of thing. You can offer extra tickets in your giveaway if someone books. I’ve heard of one Pure Romance consultant who has girls at bridal shows lined up just to get a free Bachelorette sash for booking a party. Last vendor show, I did this simple Wine Glass Booking Game and it went over really well because people wanted to know what it was. You can take almost any booking game from your parties and turn it into a game for a vendor show. It should also go without saying that you should have catalogs, hostess and business opportunity packets on hand!
Follow up: Follow up
That is not a typo. You need to follow up with your leads. E-mails or texts will do. Nice little thank you notes in the mail work as well. You paid for this show, make the most of it!