How to Maximize Sales at Your Next Market | And how to engage with Customers!

Markets are a crucial part of my bottom line and it's so much more than just showing up. You have to bring your best sales game to the table and today I'm sharing all the ways in which I engage with clients, put products in their hands and show up and out against others selling similar products. It's okay to lead with your best foot forward and today I'm sharing how I maximize my time, energy and sales when working a farmers market, pop up event or any event for my small business candle company
00:00 Welcome
02:40 How I initiate conversations
04:20 Engage the senses
05:10 Find your talking points
06:15 A bit about us!
07:00 Keep engaging with the products!
07:48 But I'm an Introvert!
09:30 "We just got here, so we're going to take a look around"
10:18 Suggest, then suggest some more!
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[@BassPotter46]

Thanks Ashley!😀

[@UpsideGoodsCo]

You’re welcome!

[@civilizeddiva]

Introvert here: For our first pop-up in August, we are hiring a young person who is outgoing and chatty😅 If that person cannot work, we are bringing a gimmick to help draw people in and divert some of the awkward energy from the sales process. A gimmick depends on your business, region, and event guidelines. For example, one of our local hardware stores had a popcorn machine at the front of the store. Folks would walk in, self-serve a bag of popcorn, and shop.

[@suzannemoak6394]

I am very shy, but when it comes to markets I open up more because I am proud of my business and feel confident. I even got my first wholesale account at a market because the business owner liked my personality and products!

[@UpsideGoodsCo]

Oh I’m so happy to hear this! Yes, the ability to get more business is so great at these events!

[@Omayra2212]

Thank you soooo much for sharing

[@UpsideGoodsCo]

You are so welcome

[@winningrabbit9843]

I have a very soft approach and it’s mainly because I don’t care for it when people suggestive sell to me. We are all different 🤷🏼‍♀️. My booth is an open space (U shaped) because all of the research I did prior to launching said it’s nice to make it like a small shop where people can browse. When someone approaches I let them know we are local and always looking for feedback on our scents from our neighbors. This works like a charm because instead of selling with our words, the scents do the selling for us and people love to give their feedback. All the while, they end up falling in love with the candles.

[@UpsideGoodsCo]

That’s awesome! I’m glad you found what works for you! That’s what makes markets so great!

[@MereofallTrades]

I like to mention what town I'm in...by saying everything is handmade right here in (name of town). That way people know that they are supporting local. It works well for me. Love the tips!

[@UpsideGoodsCo]

Thanks for sharing!

[@littlebullfallssoapworks]

Wow I wish I had the charm like you! I have to work on my social anxiety. Thanks for the tips...I would love to see a video of you at a show dazzling your customers!

[@UpsideGoodsCo]

Oh man! That would be an interesting video. I tell ya, I can get in the groove at these events and who knows what we end up talking about. I should probably have my team do a reenactment of me at markets. That would be great 🤣

[@candlesbyty]

We do so many of these but there’s so many little things you’ve shared that I’m excited to take back to my husband who does markets with me! We’re always one of the friendliest/liveliest team at our events 😂 my husband loves practicing his sales pitch and begs me to step back haha I think the best tip was definitely putting a product in their hand. We’ve never tried that so I’ll definitely report back!! My question for you: do you ever step back when a customer wants to shop without you interfering? I’ll frequently get shy customers who don’t respond to me but will whisper to their shopping partner and then in turn they still end up purchasing. It’s a weird thing we experience because we have a method for them: invite, greet, share our 1 sentence pitch, step back into the booth at our agreed space point as a team, and wait 😂

[@UpsideGoodsCo]

Oh I always read the room and let them lead. I know pretty quickly by the first question/response if they just want to browse and respect that. But if they are open or acting shy with the interaction to the product I always get involved. And sometimes I will just engage about other topics and not the candles to interact on an even playing field. I did sales for so long that while I’m sure there’s always someone who I’m too much for, there’s always a larger % where it works out really well!

[@jenniferohjennie]

Great info. I started putting a sign right in front of my booth that let's them know they can purchase online later or anything that may be out of stock in person. Even offering a free shipping code if they order that day at the market.

[@UpsideGoodsCo]

That’s a great idea!