I've received a lot of questions lately about Vendor Events and In-Person Selling through various outlets and I wanted to take a minute to answer some of them and give some feed back with what my experience has been and what I personally do that helps me have a successful event. Now, every single one of us has our own "goals" and definition of what success would be for us. So let me start there. As long as I make back what I've paid to attend the event, I'm happy. BUT this isn't always required. Networking and getting your work/brand/name out there is often times more rewarding than selling someone 1 thing. I've gotten emails and messages days after an event for people wanting multiples of items made. Be it Starbucks Cups, Keychains, Pouches, etc. I also network with out business owners there and exchange cards with them. Every single one of them that I've networked with has either passed my info onto other event planners who've invited me to other events or they've gotten me into events that were otherwise "full." NETWORKING is almost as good as cash sales in my book.
Should I do it and what do I bring?
Research the event. Research the venue. Ask questions to the organizer/planner of the event to see if it's the right fit for you. If you sell mostly items geared towards a female clientele and the event is a Skeet Shoot at a Gun Range - you MIGHT make a couple sales, but if your goal is to go and sell out every time, that might not be the event for you.
Is this a 1 time/first time event, or is this something that happens regularly?
Events that happen quarterly, twice a year or once a year are often looked forward to. They bring people from the community out every year just to have fun! Getting out into your own community to get your name out there and get your brand/business out there will help people see your name and recognize you! Make sure the crowd it's drawing is going to draw your tribe! You want to make sure you're doing events that draw people that would be attracted to your brand, what you make/sell and what you offer! This may also mean that you leave items out (or make less of them to bring) to specific events because while a few may sell, a lot wont and you make another item that you feel will be a HUGE hit and you want to ramp up that item more.
Ask how the event will be advertised. It shouldn't be up to the vendors to do the promoting.
While you can post on your page "Hey come see me on this date at this place and see what new goodies I've made for THIS event only" that's fine. But it should not fall onto the vendors to do all the promoting of the event. (Often times this is where part of the fee goes that is paid by the vendor, to promotion via radio, print and other forms of ads to get the word out and pay for the space where the event will be held)
If the event happens regularly, see if you can find images (research either the Facebook of the venue or even the name of the event and see if you can bring up photos of the event from past times it was held - pictures are worth 1000 words) or see if you can contact previous vendors that have done the event (this is also why networking is important, talk to your fellow business owners. Many will say I didn't do well at the event, but you may. Some will say poor planning/poor advertising/no turnout etc) Ask them how they liked it, how it went for them and how the turn out was. You can even ask the event organizer if they happen to know what attendance was the last time the event was held. This helps you a couple ways. Shows you people KNOW about it, and shows you how much product you need to make. Events drawing 3,000 people vs events drawing 20,000 need a bit of different planning for stock wise.
Location location location.
Events that are held off the beaten path are not an automatic no. As long as advertising goes well (for events that happen regularly, people will come regardless) - but for pop up/first time events you want to see how the grounds are laid out, traffic patterns, parking etc. I highly recommend doing a test "drive" to do a drive by of wherever the event will be held so you can see what the grounds looks like, what parking looks like etc. This will let you know if the event setup works for what you need. If you're someone that needs electricity etc make sure you ask about that AHEAD of time. Not all shows have access to it. Some offer limited spaces with outlets (they usually are a little bit more per spot as well)
What to bring:
Fit your items to the crowd you think will come and then add in some of your best sellers - also bring images of work you've done in the past so people can flip through them and look at what you've done. It's almost impossible to show all of what you can make on a 10' table (some events limit the size and number of tables you can have. Most are a 10'x10' space for your "tent" or area, some are 12'x12' so be sure to read all the information about the event before you agree to being a vendor. Pictures will be your FRIENDS! Signage to let people know you do custom items (if applicable), SIGNAGE. BRAND YOURSELF (I'm still working on this, I don't have a sign, but I have plaid table cloths and plaid wreaths EVERYWHERE) - you can tell where I am.
Also ask for rules of the vents. Some events will not allow certain things so make sure you know of them ahead of time. Ask if there are other vendors there that will be selling the same thing as you. Most shows I've done, it's a one and done. There's been times I was asked to not bring my faux leather earrings because they had a jewelry business as well as a MLM doing jewelry already.
DO NOT LEAVE EARLY (unless there's an emergency) people often walk around and view EVERYONE before making purchases. No one wants to carry around a ton of things for the entire event. On average most events I've done are half day but some can be all day and even multiple days! So be sure you account for this in your inventory stock as well! Bring enough but not too much!
Chances are if you do, you won't be invited back - also if you have to cancel, please let the organizer know. Don't just not show up. This reflects poorly on you and your business and again you may not be asked back and event planners talk, so you may not be able to get into other shows.
I take a small bank of change to make change for people and I process payments via PayPal card reader. (Sometimes credit cards are not available because of cell phone reception/WiFi access and it happens I try to be accommodating as best I can. I have plaid bags I put purchases in and I include a business card and care card if the item they buy gets a care card. I also have business cards on the table, so people can take one should they want to!
If you have any specific questions, let me know I'll be happy to give you what I've experienced doing events!