No matter what market you choose for setting up your booth, there is bound to be at least one resistant customer in the crowd looking to “shop around,” “think about it,” “come back later” or take any number or exit routes. Contrary to popular belief, there are ways that vendors can meet such objections and turn a profit as a result. By making these adjustments to your conversations with customers, you can seal more deals and go home with heavier pockets.
First and foremost, be sure that you know every item in your booth thoroughly. The broader your range of product knowledge, the more easily you will be able to attest to its benefits and backstory. Be sure to speak to a customer about what your product means to them, rather than what that product is or does. Functions are secondary to overall impact on a customer’s life. Consider a walking stick, for example. It’s better to demonstrate its long-term ability to make life easier than it is to talk about its sturdy construction. The details are important, but remember that you have higher cards to play. Keep the list of benefits short so as not to seem insincere.
Being genuine with your customers is a key factor in earning trust. When pointing out the facts about your product, speak clearly and get to the point. Shoppers will appreciate that a product will charge a cell phone in half the typically required time, but they may not care to hear about its 5.3-ounce weight or the fact that its spare battery is 2100 milliamperes strong. Use simple language and make the product accessible to your customers to win their confidence.
Feed customers facts. Solid nuggets of information that are memorable and easily understood go a long way to promote your product. Mention what other customers have told you about their positive experiences with your products. Remind a hesitant buyer that your linens, for example, are 20 percent more breathable than any others on the market, and made from 100 percent organic, sustainable fibers. By bringing the facts to light, you take advantage of the type of information that makes a customer want to rely on you. When your pitch is reliable, your profits will follow suit.