Vendor event, craft show, state/county fair, expo or shopping days – doesn’t matter what you call it, it’s an event where your direct sales business is represented. In many cases, direct sellers are permitted to have inventory on hand for cash and carry. If you’re going to invest the time in setting up and manning a booth, make wise business decisions to make your time spent worthwhile.

The five tips below are extra steps you can take to help ensure more traffic and more sales to your table or booth.

1. Free: Have lots of FREE signs. People love the word FREE. Many will take something just because it’s free, even if they don’t initially think they are interested in it. This can work both for and against you. It can work against you if you are far too liberal with costly marketing collateral and product samples. But it can also work in your favor if you have a take-away that they can put in their hands and later visit your website. Most customers won’t ask “Is this free?” No one wants to look like a cheapskate. So if you have samples that you want them to take, make sure you have signage on your table that reads FREE samples, please help yourself.

2. Call to action: Do you have a product you want them to try? Have signs that are professionally designed, not handwritten scribbles, that read: Open and Sniff. Or Try it Before You Buy It. I saw a beautiful wickless candle display that had candles packaged in plastic clamshell cases. Her intent was to have the customers pop open the cases to smell them. Yet without the instruction to do so, no one did. They viewed it as opening a package that they may not purchase. Be clear how you want your customers to behave.

3. Forms of payment” If you accept credit cards make sure you clearly display that you do. Many craft show vendors are small home businesses or hobbyist and customers do not expect them to have the ability to accept credit/debit cards. I’ve heard customers walk past tables saying to their shopping partner “I should have brought more cash.” If they had known plastic payment was an option, the vendors likely would have sold much more.

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