#55 Converting Looky Loos Into Buyers at Live Events
Curious, have you ever heard about how Robin & I met?
Well, you might have heard this story before but we met at a trade show in 2006 called the ENK Accessories Circuit Show.
You could even say that Flourish & Thrive Academy was born at a Trade Show.
My booth was right across the aisle from the Dogeared, and I was excited to meet their new Director of Sales……Robin Kramer.
Robin came up to me as a total stranger with some incredible ideas to tweak my booth which helped turn more of the lookie loos into buyers.
It was the start of a fast friendship…
An increase in trade show (and all live events for that matter) sales for me…
And this amazing community, F&TA!
On today’s episode I am going to share some of our best tips for turning lookie loos into buyers at live selling events including Trade Shows, Trunk Shows, Home Parties or any Event where you might be selling face to face.
Robin and I have done Hundreds of LIVE events between the two of us.
And we have seen (and probably done) it all when it comes to selling right to our customers, in the flesh.
We’ve tested a lot of tactics and have a pretty good handle on what works and what doesn’t…and if you implement the tips on today’s episode, trust me, you’ll start to get more of those browsers buying your jewelry right then and there!
Can you say increase in sales?
Let’s jump in!
What Not To Do
The biggest turn off to buyers? Jumping directly into a sales pitch. Relax!
Instead, say hello, compliment their outfit, get to know a little about them before you even mention your jewelry.
Another big no-no: don’t sit in your booth, play with your cell phone, eat lunch or EVER complain about the show.
These things make a buyer uncomfortable…they don’t want to disturb you…and if you aren’t engaging they’ll easily walk right by you.
Now that we have the what not to do’s out of they way, this is probably the most important thing that you should do at a show. Start conversations with Everybody! Make sure that you are chatting up every single person that walks into your booth to the best of your ability.
The trick is to make the conversation flow naturally. Try just saying “hi” or “how are you”. You can ask a question about something that they are wearing, compliment them or make a tasteful joke. You want to get their attention and engage them before you ever start trying to sell to them.
Have Your Pitch Down
Once you’ve engaged a shopper through conversation, it’s perfectly acceptable (and necessary) to share more about your collection. The key here is that you Must have your “pitch” down pat. You need to be able to talk effortlessly about your collection, the materials that go into it, your inspiration, and anything else that makes you unique.
Having a simple 3 sentence elevator pitch prepped and practicing it over and over again will help it flow naturally when you’re talking one on one with a potential customer, and give you the confidence you need to sell yourself!
These are just a few ideas, I have a lot more to share with you on the episode.
And speaking of Live events…Flourish & Thrive Academy is hosting our 2nd annual event, Flourish & Thrive Live on September 22nd and 23rd, 2016 in NYC!
Check out the link for more details. We have just a few tickets left so if you’re interested in joining us get yours today!