The past two weeks we talked about the first 2 parts of how to prepare a market stall. This week we are continuing to explore the last part of the series.
Develop a script.
Build relationships with attendees.
Know how to ask questions. Most people at the show push their products on people. But when you sit back and ask questions, you learn a great deal about the customer.” That leads to a long relationship, rather than a one-off sale. Use the opportunity to do market research on your customers and ask them a series of questions regarding your products or services. Collective their responses and use them to improve or enhance your products.
How will your customers be paying?
An eftpos (debit/credit) terminal might be something to look into if you think that might be how the majority of people will be paying. Consult your bank about that and see what they have to offer, and what rates they charge. Other option is to share with a stall holder who is happy for you to share their machines. This is a cost saving for you particularly when you are a new starter. Also it is a good idea to show people that you are ready to accept different types of payments e.g. eftpos, Visa or Master card or Paypal. “Paypal Here“has a mobile device where you can connect it you your smart phone like Iphone. The minute you connect it to your Iphone you can start taking payments.
Don’t forget to charge your machine the night before the show also to bring along the charger and extension cord.
Calculator & Lap top:
You might also want to bring along a calculator so you can make sure to get the right amount of money. If you can have a lap top available and have additional information such as new designs or products you can show to potential customers at you stall. Make sure you bring along your lap top charge and extension cord in case you might need to recharge your battery.
Float & Receipt book:
Don’t forget to bring a float of at least $100, have different denomination of change so you can give change to people and have a receipt book handy to record sales.
You also need to buy Public Liability insurance for your market stall, this is very important to cover any customer who might have an accident in your stall. This is a monetary for most of the market event. You must show your insurance certificate to your event organiser before the market event. You should cover up to 10 Million for Public Liability.
Have a Plan B:
As you know all too well, shipments are often lost and travel arrangements go awry. Do not assume the box of stall materials you ship will arrive on time. Make sure there’s a backup plan for staff, marketing and anything else you’ll need. This point s particular important for inter state stall holders you need to have a contingency plan in place.
Send advance introductions:
Don’t wait until the market to contact your customers. Develop a flyer for the purpose of the market that include a teaser or offer to attract traffic to your stall, or that makes your product distinctive. Such messages, whether via e-mail newsletters or direct mail, can easily be created with Microsoft Office Publisher with little expense or you can sign up free to Mailchimp to create your own newsletters.
Set specific goals for the market:
Here are the areas you can set goal for the day in the market event:
- Have a sales target in mind work out your breakeven point for the market. For example if your break even per day is $500 you know that you need to hit the $500 before you are making any profit.
- Set a goal of meeting three new customers on each day in order to generate a specified volume of post-show sales. By setting such as goal you will find opportunity to have meaning conversations with your customers. Some of the people who visit your stall could be a retailer who is looking for new designers and new product for their stores.
- Opportunity for you to grow your mailing list, so set a target of how many new mailing list of customer you want to have for the show.
Know your ways around the market:
Once all your market materials are at your stall and your car is safely parked. This is the time for you to get familiarise with the market, take a walk around the place to get oriented. Find the market office and introduce yourself to the staff that will providing direct services to the stall holders and find out how to contact them during the event. Find the food areas and check out what they offer. You might want to bring your own lunch or find a deli outside the venue where you can buy and brunch it along to the stall. Locate the toilets nearest to your stall and arrange someone to cover you so you can have a breather. After taking your orientation walks, you will feel more relax and you will ready to begin to setting up your stall.
Your first day is the hardest; the uncertainty about sales and the reception your product will receive is sure to create extra tension. The key here is to take care yourself, have an early night and get up early enough to dress and have a leisurely breakfast. Arrive at the market at least half to an hour before the opening to give yourself time to settle in. You may want to do a final inspection of your stand such as dusting since other people have moving in and stir up the dust over night. Freshen up your flower arrangement, get your float and eftpos machine ready and finally put a big welcome smile for your first customer of the day, this will set you up nicely for the day.
Drink lots of water if you are in a hall where the recycle air you’re breathing is probably very dry. Also make sure you wear comfy shoes and you will stand most of the time as we all know sore feet can make us grumpy and although you might not notice it, however your customers will.
As you resume back to your daily routine in your studio, know that you did your best at the market stall and then promise yourself that you continue to grow and keep doing your best. Commit yourself to the three key elements in an Artist and Designer business
1. LifeStyle is to keep “Create”
2. Promote is to keep your business SHINE!
3. Refresh is to keep your passion a live!
Lastly you need time to “Refresh” spend quality time away from your work and connect with family and friend and be inspired everyday so you can create and promote the things you love doing.This will keep your passion a live with in you.
Well Plan! +Well Prepare! +Well Execute! => Success Market
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