When I bring my husband to Farmers’ Markets or craft shows
that will have food vendors, I know we better have full wallets. Just the other
day we made a quick trip to our local Farmers’ Market for 2 things and 2 things only. Just as we were about to head out, a question came
from behind a table selling salsa and we immediately stopped and headed over.
Although we weren’t in the market for salsa, we ended up buying some anyways.
So what was that question you ask?
Would you like to try
some of my salsa?
(Food is a little easier to apply "would you like to try _______" to than something like jewelry, however you can still find an appropriate question to get shoppers to stop in their tracks and head over. Keep reading for some tips!)
If we weren’t big salsa eaters, we would have politely
declined and kept walking. However, my husband loves chips and salsa as a snack
so he gave it a try. It was of course delicious and we walked away with a
jar, regardless of the fact that we have 2 full jars at home. She didn’t even have any “spicy” jars left, which is my husband’s favorite.
She had sold the majority of her stock and only had 3 lonely jars of mild salsa
left sitting on her table….and she still made a customer out of us!
While he was taste testing, she didn't get overly salesy, she just told us a bit about the ingredients she uses and how she makes it. We could have easily said "it's really good but we don't need any salsa today", however after tasting the difference between hers and our store bought brand at home and making a bit of a personal connection with her, we were sold. We'd much rather support her than Tostitos ;)
Why does this question work so well at turning passerby’s
into customers? A few reasons:
Who turns down free stuff?
The first step
to getting a sale at a craft show is getting them to stop at your table. If you
don’t have free food to offer, think of another question you can ask that will
pique their interest. Can you give away something small like a pin or bookmark?
Maybe you can show them something interesting like how one of your products is
made, or even how it works. If you can’t give an item away to each customer,
consider holding a draw for 1 larger prize and ask shoppers if they’d like to
stop and enter their name. Once they’re at your table, take a second to tell
them about the product they’ll be winning or what it is you’re selling. (*side note* it should be something unique that won't have people entering the draw instead of purchasing. Think outside the box for the prize.)
It’s an easy question
It doesn’t take a whole lot of courage to ask the question and if
people aren’t interested, they’ll just keep walking. The first few that turn
you down may be a bit harder pill to swallow but it will get easier as the day
goes on. The majority of people are not going to turn down the chance to try
something for free, get something for free or gain some knowledge.
Once people try it,
they’re more likely to buy it.
This is the whole reason large companies are
willing to send out free samples. Once you get the product into the consumer’s
hands, they have more confidence in their purchasing decisions. Homemade and handmade products have qualities you just can't beat when comparing them to mass produced. When you can
show people the difference and they experience it firsthand, it encourages
them to purchase because you’ve lowered the risk of them buying something
they’re not going to like.
If you want to learn some more simple questions to ask that will break the ice with shoppers and lead to more sales (perfect for introverts like myself) check out our e-book MAKE MORE MONEY AT CRAFT FAIRS.
You can download the sample chapter on this page to learn some seriously valuable tips when it comes to improving your products and check out the Chapter outline to see how much valuable info is packed into this guide.
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