Hi there.
It's Sue.
And thanks for joining me for tips and talk day.
These are bite-sized topics that I pull from community questions and
things that I'm observing in the world of handmade small business.
If you'd like to submit a topic,
DME over on Instagram at gift biz unwrapped,
before we get into the show today,
I want to make sure that you know about the newest
thing happening over here.
It's called the gift biz bash a zoom party that turns
into a podcast episode.
Several weeks later,
the party consists of a short training with Q and a
from yours truly.
And then an opportunity for you to give a shout out
about your business.
You can tell us about a promotion you currently have going
on or share a collaboration that you're considering so that you
can find a perfect partner for the event.
A little bit of learning and visibility for your business.
What could be better?
There is a catch though spots are limited to keep the
party to about 45 minutes or so.
That means you should grab your spot right away.
It's totally free to make sure you're included.
Why not do that right now?
Pause this episode,
go to gift biz,
unwrapped.com forward slash bash to sign up and then come back
and listen to the show.
I'll see you at the bash craft shows can be the
lifeblood of a handmade business.
It's the easiest way to find an interact with people.
Get feedback on your products and the most immediate way to
bring in sales plus no shipping time and delivery costs.
We're not going to talk about the basics of participating in
a show today.
Instead I'm addressing some higher level points about exhibiting it's this
extra style and subtle adjustments that can have a huge impact
on your results.
Now, I can't take credit for these points.
A couple of weeks ago,
I attended a virtual presentation with Amy and-or of Andorra productions.
She's been putting on events for 38 years or so multiple
shows a year.
And I think it's safe to say she's hosted over 400
shows. So to say she's a pro is an understatement.
Amy's focus is on upscale product makers and her shows are
juried. Meaning you have to be accepted into this show.
She invests a lot of time into ensuring that exhibitors display
their products and present themselves professionally.
Hence the presentation that I attended,
if you go back to episode 287 of this podcast,
you'll hear lots of display tips and other important points from
Amy that you can apply to your own booth.
And several other guests have been on the show too,
who are also exhibitors at her shows like Kenny and Jennifer
from kudu LA.
That was episode number 2 29,
Marlo Duran,
which was episode 72 and most recently Yulia of Wolf leathers
episode 3 34.
If you're interested in learning more and possibly exhibiting at one
of Amy's shows,
you can find all that information over at the Amador productions
website. Much of the information that Amy covered in her presentation
was intended to educate potential participants on what's behind submitting for
acceptance into a jury show.
Then she advised already accepted exhibitors on best practices to prepare
for the upcoming show season,
which of course now is in full swing.
There were several things that Amy brought up that I'd never
heard before or never heard with the angle that Amy ads.
That's what I want to share with you here.
They apply to any type of in-person event.
You do,
whether it's a farmer's market or neighborhood sidewalk sale,
all the way up to large craft shows and even juried
fine art shows.
Here are five tips that you can use to enhance your
show experience that I bet are new to you too.
First. When someone approaches your display,
welcome them,
say hi,
or acknowledge their presence in some way,
whatever's natural to you.
It's surprising that I even have to say this,
but too often,
there's silence on behalf of the person working the booth.
They're sitting in a chair on the phone or ignoring those
who approach their table as if they were embarrassed or timid
about what they're offering,
not the best way to encourage someone to buy that's for
sure. And I bet you're saying to yourself,
Sue, this is not new advice,
but hold on,
Amy suggest you take it a step further after you say
hi, make sure to tell them that you're the artist or
maker of the products.
It's not always obvious.
Sometimes you have other people working in the booth with you.
How's someone to know that you're the business owner and these
are your creations.
Tell them in a friendly way and watch how that can
open up a dialogue.
Of course,
after that,
and this is moving into tip number two,
let them look around,
but be in a position to answer any questions or continue
the conversation.
If someone is interested in talking,
remember show attendees are there to browse and buy,
but also for the experience and it's up to you to
make it a good one for them.
When they're spending time in your booth,
tell stories about how you started the business or something specific
about a certain product that they're looking at.
Some of this may be off the cuff,
but if you're not good at that,
think ahead and have some stories,
quote unquote,
at the ready.
So you're not fumbling around for something to say,
if they are interested in talking and your silent,
they're just going to leave.
And yes,
there is a fine balance between turning people off by being
too chatty.
But the other side is not having anything to say.
So use your intuition here yet.
Come prepared.
Tip number three is the perfect response to something I know
you struggle with regularly.
When someone comments on how high your prices are,
what do you do?
We've talked about this recently in the breeze and there were
great responses there.
Here's what Amy suggests.
I love it because it makes a strong statement while keeping
the conversation friendly and maintaining the integrity of your brand.
When someone says your prices are too high,
you can say these pieces are all created with glass that
I've blown and painted myself.
Each piece is one of a kind and they aren't for
everyone. Of course,
you'd adjust this to your product,
but your response consists of two parts.
First, something specific that relates to the quality and making of
your product.
And second that it's not for everyone,
which is another way of saying that those they are made
for have no problems,
seeing the value and paying the price.
I love this Amy as spectacular response to something we struggle
with regularly.
Tip number four is for you.
If you sell smaller products.
So jewelry,
candles, small accessories.
And actually,
as I think about it,
I'm going to even suggest that it could be for pretty
much everybody here,
unless you're making super large products like garden statues or huge
paintings or signs.
So here's the tip as part of the backdrop of your
display have one to three high quality single image,
large photos of your products.
So a big product image in the back and then the
actual smaller products on display to purchase in the front.
This is an attention grabber for sure.
And also visually highlight the quality of your work that people
can even see from afar.
It will set you apart from other displays and position you
as a true professional and the final tip.
Oh, this is a good one.
Never say thank you until after the sale is made,
I'll let that settle in for a second.
I didn't get it at first either.
You see,
when you say thank you,
it closes the conversation.
Someone compliments you on the quality of your knitting.
And of course the natural response would be to say,
thank you,
right? But where do you go from there?
Usually at this point,
they turn and walk out of your booth.
It's a polite way for them to say goodbye instead say
something like,
wow, I appreciate that.
You recognize the quality of my shells.
I just created this new stitch and I'm so happy.
It's become such a popular item.
See how the conversation can more easily continue from there.
This is my favorite tip.
So remember,
thank you is reserved for after a purchase has been completed.
Here's the summary of these five tips.
Again, one point out that you're the maker to tell stories
about your company and or specific pieces,
three, your response to the comment about high prices.
You'll say these are,
and then you'll fill in the blank and they aren't for
everyone for have blown up single product images on the back
wall of your booth and five never say thank you until
a sale has been completed.
If you've been with me for any length of time,
you know that I highly endorse in-person shows unless you have
lifestyle or other limitations,
they should play a significant role in your sales strategy.
Particularly as a handmade product business,
That's a wrap.
I'm a get to the point kind of girl.
And this is what you can expect from these quick midweek
sessions. Now it's your turn go out and fulfill that dream
of yours.
Share your handmade products with us.
We want them and they bring us both so much happiness.