Show Booth Sales Secrets

You only have 30 seconds. That’s your window of opportunity to capture the attention of passersby your show or event booth and draw them in so you can determine where they are in the alpaca buying process.

What are some things you can do to capture potential buyers’ attention in that brief time it takes them to pass by your booth? With the first eye contact you make, the communication you – not they – initiate will determine whether or not they stay and continue a conversation that could lead to a sale. How can you make the most of those first few seconds?

Be there. Shows and events are one of the primary ways prospective buyers learn about alpacas and meet breeders from whom they eventually buy. If you are not in your booth, you will not be one of those breeders. If you must be absent to show or volunteer, be sure someone knowledgeable and confident covers for you while you’re gone.

Initiate conversation. “If you build it, they will come,” might have worked in the movies, but it does not work to maximize lead generation from your show or event booth. Many more prospects will be drawn into your booth if you start a conversation with a question the second you lock eyes. Use an open question that generates a more detailed response. For instance, “What can I tell you about our alpacas?” generates a response that qualifies the passerby’s interest in buying far more quickly than asking, “How are you doing?” If you want to make the most of the first ten minutes with a prospect at your booth, start out with a good question and then keep on asking!

Use a qualifying guest book. Have a guest book page open and ready for each interested passerby to sign. Make sure it asks them to answer a few questions that will help you determine their level of interest and readiness to buy. Give prospects a reason to sign your book, such as your willingness to send them further information or a personal invitation to an upcoming farm event.

For more show booth sales tips and a sample guest book page, check page 50 – 55 of the book, 101 Ways to Market and Sell Your Alpacas. Need a copy? Click on the link below or call our office at 303-693-2306 today!

Read about more sales opportunities in my article on Memorable Marketing – Making the First Ten minutes Count in the Spring 2008 issue of Alpacas Magazine.

Julie Wassom
“The Speaker Whose Message Means Business”
Marketing and Sales Speaker/Consultant/Author

“The thing always happens that you really believe in;
and the belief in a thing makes it happen.”

Frank Lloyd Wright

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