Victorious Vending without Dropping Your Prices
You're a small business owner working the event and market circuit to build your brand awareness and product boost sales. Your products are top notch and you've got a great reputation in the community- so why aren't these events bringing buyers in DROVES to your booth?
This is THE season for gifts, self care and supporting small biz... but the struggle is real. Even when you do everything "THEY" said to do to have a successful event- sometimes the day can STILL fall flat on visitors and revenue through no fault of your own.
Before you resort to offering ridiculous discounts that might move product, but will leave little to no profit at the end of the day- know THIS: It doesn't have to be that way.
Lowering your price can cheapen your brand and discourage online or future sales at your actual rates. There's a better way to show that your products are worth what you charge for them, AND encourage a higher dollar purchase instead of a bargain basement sale. Two tips- just for you!
Buyer Behavior- Don't Trash Trends
TikTok isn't just for tweens- plenty of 40 and 50 somethings have
"TikTok Made Me Buy It" Syndrome, or are buying for someone who does!
The audience will change year over year, along with the hot buys of the season- an event that CRUSHED it for you last year might be totally lame this year.
While you don't want to change your brand to fit today's trend that becomes tomorrow's trash, there ARE ways to use trends to your advantage. If your products CAN weave in a trend without compromising your brand- LOOK for it, GO for it!
PRO TIP: For example, you are make up and skin care product artisan.
1) USE AI for ideas. I asked AI to "list current ten trends in make up and skin care"
2) Add those buzzwords to your display. Those popular phrases "stop the stroll" just like they "stop the scroll"! They want your products will give them that "dewy skin glow" or the "bold, deep hues" that they crave and YOU offer.
3) ABC- Always Be Curious. Now that they've stopped- fit your products into their life to stuff their bag with your goodies. Don't know how...? Keep reading my friend....
SELL the SIZZLE, NOT the PAN
What makes Japanese Hibachi restaurants exciting- the grill,
or the sizzling sounds and succulent smells?
Your mouth waters, the anticipation builds- do I get to catch the shrimp?? Pick ME, pick ME! It's not the food- it's the experience that makes this a meal to remember.
Shoppers know they want gifts, but why choose YOU over the other 5 vendors selling the gifts around the same price point...? Two words: EMOTIONAL CONNECTION.
PRO TIP: We will stick with the make up and skin care artisan.
1) Share the Story, don't Push the Product. Instead of "Organic Lip Balm just $2.99" try
"Your smile deserves to be Chemical Free!" or better yet- a picture showing chapped lips vs. smooth and soft with the caption- WHICH LIPS DO YOU WANT TO KISS? If all YOU focus on is price, then so will they. What's the experience behind your product?
2) The PRICE is the PRICE. You don't have to haggle like you are carny barking at a flea market! Get comfortable saying "The price is the price, but I do offer bundle specials!" Be creative about bundling offers and watch visitors see the value and spend more.
3) Be Attractive. I'm not saying lower the neckline and raise the hemline- that is SOOO 1980s... bring something fun and original (LITERALLY) to the table to grab interest and create opportunities for conversations that convert to cash!
I successfully ran vendor tables for years for multiple companies to rake in revenue and new clients because I made our brand POP with great displays, irresistible offers and magnets to draw them over to our booth. This blog would be 5 pages long if I spilled all my secrets, but there IS a way to get my roadmap to a successful season!
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