How to Take Orders at Craft Shows

We've discussed how important it is to have stock on hand, and how you want to sell off the table rather than take orders. However, if you are just getting started and your stock is low, there's several ways you can increase the number of orders you take in at an offline show.

1. Display Order Forms
If you have products which must be custom ordered, display those next to your order forms. It's an extra visual for the customer and understanding of how your ordering process works. They also know they can quickly put in their order if the forms are already on the table. Remember your customers don't have a lot of time!

2. Display All Products
While you may not have a large stock, you'll want to put out as many products as possible. Let the customers see and touch all products. Use those products if possible - such as placing food in a dish which holds food. I once saw a Pampered Chef rep use cookie cutters on meat and cheese samples which were placed on a serving dish. They displayed what could be done with the cookie cutters, as well as the use for the dish.

3. Don't Hide Catalogs
Catalogs can be expensive, but don't hide them. If you don't want just anyone walking away with them, place pages in a binder which can be set out on the table. Shoppers at craft shows want to see prices. Don't hide it from them or they may loose interest! You shouldn't be ashamed of your prices if the product is of high quality.

4. Talk to Customers
This is important no matter how your are selling. Get to know your customers and their needs. Don't assume your display will sell your products alone. Even the worst display will sell hundreds of products if the person behind it is talking. With so much to look at, it's easy for your customer to miss an item they may be truly interested in. Also it's possible you don't have a certain item on your table they would like, and they may not take the time to flip through your catalog.

These are the basic ways to make sure you sell the most products if you are taking orders. Mostly it takes a lot of trial and error, so don't give up after only a few shows.

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Anita DeFrank & Kara Kelso, authors of Direct Sales Success, specialize in coaching direct sales representatives to reach their goal of becoming successful in their field. Visit http://www.directsaleshelpers.com for free weekly tips.

Is Inventory Important?

One of the hot questions when it comes to direct sales and offline shows is this:

"Do I need a large inventory, or can I just take orders?"

Honestly, this is no easy answer and it's going to mostly depend on what products you are selling. Some items (such as custom products) are near impossible to have on stock and must be ordered. Other items (such as candles), the shopper wants to have in hand before they leave. Candles are one of those items which are NOT unique (no matter if you have a great product), and a shopper knows they can easily pick it up at just about any store.

For the most part, you are going to want a large display of products to sell right off the table. When shoppers are roaming around craft shows, they are looking to shop. If they wanted to have items shipped to them, they would probably be shopping online. I'm sure they do, but only because they have no other option when shopping online or at a home party. People LOVE to walk out with something in hand.

I know one of the benefits of a direct sales company is not to have large amounts of stock on hand. However, if you plan to have tables at offline events, stock is a must. Even when taking orders, you must have some type of display. This way the customer can see and touch, knowing exactly what they will be getting should they order.

Be warned though, even with large amounts of stock on the table, it's like pulling teeth to get orders. For example, occasionally we'll have a 12oz Jelly Jar in a scent they really like but no 8oz Jelly Jar. We'll suggest they put in an order and have it delivered (no shipping for local orders since we deliver). Almost always they'll go with a different candle or none at all.

In over a year, we've taken in a total of 3 orders. The reason for each order was as follows:

Order #1: Previous customer who had purchased a candle at another show. She smelled a candle she liked and bought it, but wanted 2 more in a larger size. So she not only already knew the candles, but wanted more than what we had on the table.

Order #2: A customer wanted 4 of the same candle while we only had 2 in stock. Because it was a gift for a special occasion, she decided to order.

Order #3: Another previous customer. This one had smelled each scent on the table and wanted different colored votives all in the same scent. Again, she knew what the product was like and wanted more than what was on the table.

In conclusion, while you can get away with taking orders only, it's better to sell outright. Shoppers are ready to impulse buy, and you don't want to miss out on it!

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Anita DeFrank & Kara Kelso, authors of Direct Sales Success, specialize in coaching direct sales representatives to reach their goal of becoming successful in their field. Visit http://www.directsaleshelpers.com for free weekly tips.