How One Demo Lost Money This Weekend

I had an interesting experience this weekend with a local Demo.

Actually, it would be more accurate to say that I DID NOT have an interesting experience with a local Demo.  And although she doesn't know it, she lost money because of it.

As many of you know, I live in the Adirondack Mountains of upstate New York.  Well, September and October is "Craft Fair Season."  There are one or two craft fairs each weekend and Liz, the baby and I will usually go to check them out.

As Liz and the baby were watching the clown show, I was walking around, looking at the exhibitors.  I was pleasantly surprised to find a Stampin' Up! Demo exhibiting.  Surprised because I had never met a local demo up here.  She had a basket of finished cards on her table and I was flipping through them.  She also had some really nice cards that were finished with birch bark (very popular with rustic design up here).  I was going to ask her about them when I realized I was in her booth for about five minutes and she still hadn't said anything to me.  Not even a hello.

So, I decided to do a little experiment.  After flipping through her card basket, I picked up a copy of the catalog (which she was selling for $10) and began to slowly look through it.  Still, nothing from her.  Then, I picked up the Holiday Mini and began to look at that.  I made sure to go thorugh it very slowly and show lots of interest.  Again... nothing.

I was about to say something to her when another person came into the booth.  This person, a woman, was immediately acknowledged.  The woman left as quickly as she came and we were alone once again.  Now, I figured, she would have to say something, if only because she said something to the other person!

Wrong!  I left without her ever having said a word... or spending a dime.

I watched her booth for another 15 minutes or so.  Although there was a decent crowd at this event, I noticed the SU booth wasn't getting a lot of business, and I wasn't surprised.

When you do a craft fair or trade show, if you want to make money, please follow these simple rules:

1. Be active. Not passive. - Don't just sit behind your table and barely acknowledge the people who visit.  Engage them in conversation.  Ask questions.  Start to build the relationship.

2. Don't pre-judge anyone.  Men or women. - You never know who's going to spend money with you.

3. Try to get everyone to sign up for your mailing list - you'll make more money after the event than during it

Comments

[Sue Farrant]

t my multiple vendor gargae sale this year a couple came in...and everyone was chatting to the wife...I chatted to the husband and he bought a big stamp set from the catalogue after I found out he needed some stamps for his office and showed him some suitable sets for what his needs. he is on my mailing list now :-)

[Kevin Theesen]

Hi!
This reminds me of TWO things: 1. A recent visit that "I" had at a stamp/scrap store.
2. The movie "Pretty Woman"!
I am a male and have been with SU! for almost 13 years! I was the first MAN!... anyway... I always get treated like you did when I go to stamp stores... I think women think, we are not able to stamp or not sure WHY we are there! I had just cashed my pay check, so I had MONEY to spend and was planning on it when I went into the store.... when I was treated like I was, I thought about going up to the store clerk and quoting Julia Roberts... "BIG MISTAKE!" I think women AND SU! are missing a HUGE market... MEN!!! OK...I will get off my little soap box and go...just my thoughts!
Kevin Theesen in Nebraksa

[Martha]

Thank you for addressing this. Last year I went to a craft fair and was very excited to see a scrapbooking and a Stampin' Up booth. I had just signed on as a Stampin' Up demo.
I'm very passionate about Stampin' Up and scrapbooking, but neither of these vendors ever found out because they never even bothered to acknowledge my presence. I promised myself then and there that if I ever became a vendor at a fair I would speak to everyone who came by.

[Annlee Jones]

Thanks for that! I'm quilty of doing the same thing! So, next time....I open my mouth! You're right! Men are looking for a hobby and need a push in the right direction some time, just like women!

[Martie]

John,
I recently was asked to be a vendor at a trade fair for my 8-5 job - and was with 3 other individuals from other states - while they passively stood back, waiting for individuals to "find" us and ask questions, I took charge and soon was "tabbed" ask the "hawker" - and rightfully so - was the organization paying me to be there paying me to sit back, waiting for people to find me? NO - I felt it was my DUTY to pull people into my booth, to give them info and to solicit their help. Why pay for my expenses (over $1000) to be there to sit back and not do my job? Yes, you have to be the extrovert, even when you don't feel like doing so. This is what we need to do as business owners. Take charge, go for the business, engage individuals. Make contact. You never know who will be interested unless you talk! You CANNOT sit back and *hope* someone will come find you!

[Terry Molineux]

John...funny this should be mentioned. I just finished doing a craft fair in the next town over from me....and you are 100% right. I am not a very outgoing person...to a point! I feel embarrassed and pushy sometimes...but when I didn't say anything they walked right out....when I did I made sales. I have done several craft fairs this past year and have found that I am not too successful with them. Do you have any other suggestions how I might get new customers??? Your help is appreciated.

[Lynda]

Active vs. Passive - YES! And we have a *very* easy way to be active; we have things to DEMONSTRATE! And as to finished cards, I have sold more finished cards at my booths to MEN than I ever have to women! Go figure!

Thanks for sharing your experience, John!

[Debi Costello]

Makes me wonder about her workshop style as well. I have a craft fair coming in 3 weeks and I can't wait!

[Lois Folla]

Wow, she so wrongly stero-typed you as a 'man' not interested in stamping! Her loss, not saying Hello to you or others men or women!

Thanks for sharing John! I talk to all, the men are so cute, so how do you do that, they ask? It's really fun. If they are with their wives, they do bring them back over...

If you have a passion for what you do, you share it with all...

Lois Folla

[Selene Kempton]

Absolutely! Will you come to my craft fair in October? I live just north of Boston. ;-) Thanks for a great article.