Last week we went over a couple different types of vendors I observed at an event. This week we are going to go over a short checklist or questionnaire if you will, that can help you become a “Pro” at vendor events.
A refresher on the “Pro” from last week’s blog post:
‘This is the one that stays at their booth, works to make a connection, and spends their day focused on building their business. You do not hear a complaint from them.. they are positive people, and are there to work and network.”
When did you pack your stuff?
If you tell me ‘duh- 15 minutes before I walked out the door,’ we need to have a chat. Your goal is to have all of your things packed the night before. I like to make myself a short checklist to review the next morning, if I need to get gas, stop at the bank, etc.
*be prepared.
How are you getting leads?
Do you have a lead box? If not, you need to be creative in getting one. One of the best things you can do at your booth is to have some way of collecting leads. Some prefer a sign-up sheet for monthly specials. I personally prefer a lead box and to do a drawing. More on that topic soon!
*get new leads!
Are you socializing or networking?
How much time are you spending talking to your neighbor? Yes, you want to visit and build a friendship. Yes, some of my best friends are consultants for other products. But NO, you do not want to be socializing all day and missing the people coming to your table. Focus on networking, not socializing!
*networking is work.
How many connections are you making?
“Hi! How are you today?” Maybe that’s your approach for everyone that stops at your table, and that’s perfectly fine. The key is to take it one step farther. “Have you ever heard of ____?” they answer Yes, then “Oh that’s wonderful! Can you tell me your experience?”
This does 2 things. 1) This gets your potential client talking and gets you listening. 2) This gives you the opportunity to make a positive impact on whatever situation they had, whether it’s good or bad. If it’s a not-so-great history with the company, this will give you the ability make a difference.
*make a connection.
Do you have a chair at your booth?
Yes? Ok. You aren’t going to use it to sit on. You are going to use it to put your paper materials on. Your chair is a good spot for party packets. Why? Because if you get bored and want to sit down, guess what? You have to move them. The only time we really want to move them is if we are booking a party!
*fill your calendar
What is your goal for the day?
For each event, you should have a number in your head that you want to achieve. This can be a dollar amount, party booking amount, recruiting number, whatever you want. The key is to walk in with a GOAL.
*achieve your ultimate goal = a successful business.
ABOUT THE AUTHOR: Ashley Pratt resides in Northwest Missouri, with her husband and two children. Encouragement is her passion, and direct sales is the vehicle she uses to help others and share her faith. Ashley has several years experience in direct sales. Visit her website at http://workitgirls.myitworks.com.