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Now that we've got our merchant table set up it's time to do some business. The first
thing that's going to happen is people are going to walk by your table. They're not going
to stop. They're just going to walk by your table. It's important that if you're at the
table you don't take a position sitting back here by the table looking down, never making
eye contact. Occasionally that works. But the thing is, the important thing to remember
is that you'll always have to keep an eye on who's coming by your table and what they're
doing. If they're looking at your table chances are they're interested in it. It's more important
for you to make contact with them and care about them than you actually care about your
product here. So when people arrive say, "Hey, how's it going? Nice to meet you. What's going
on?" And they'll say something right and then you come back, you establish some sort of
friendship with them and then they'll start to ask you about your stuff on the table.
When they start to ask you about your stuff or you could say are you interested in some
of the CD's or have you heard of us before? Something like that. Well then you can start
telling them about what they want. Most of the times when you have a good number of products
out here the big question that everybody asks is which one do I want to buy? Which one is
your favorite? Right? I always just tell them this one, these two right here are going to
be a good example of what Paul and I, the acoustic portion of the spoken group, we just
played. This one right here, these are my two solo CD's. These are here with the band.
I like them all. If you want to get one get this one. This is our newest one, it's really
great. From there you let them decide. You always put the decision in their hands. When
they have decided and made the plunge to buy one of your things on their own and you didn't
tell them "you get this one", it's a much better experience for them. They actually
take ownership in what you've just sold them.