INVENTORY AND SELLING TACTICS

In the last article we talked about "Recording Sales."

Use the records created from sales to help keep track of inventory. Or use the listings on the copies of the sales receipts to determine what inventory is sold and what is left. Do keep your inventory up to date. As you sell items or make items, note it in your inventory.

One thing about this method is the difficulty in listing each item for a customer if you have very many small items. I use the method of carrying a receipt book and a computer listing of all items taken to the show. My computer listing is great because I just put a hash mark next to the item when I sell something, then do a little multiplication and addition at night to balance the books. This is the advantage of using a computer. Read Using Your Computer for Inventory Control Find a way to keep track of sales that is most comfortable for you.

MAILING LIST

Develop your own mailing list. Make a Sign-up Sheet for people stopping at the booth that might be interested in buying items and would like to know which shows you will be doing in the future or what new product you will have. Many people do go to most of the shows in an area and it is fun to see "old friends" when you do the circuit. We have customers who come back each year to purchase Christmas gifts. If you have a quality product that interests people there are many chances for a return sale.

SELLING TACTICS

Be aware that competition is greater and tougher today than ever. You need to use good marketing techniques and sale tactics. If possible, depending on your product, try to use words and materials that show your products are biodegradable, economically and ecologically sound. This is the way the public is thinking now and you must operate to please the public.

One of the best ways to sell items is to be friendly. Smile when someone walks up to your booth and say, "Hello." You don't have to be pushy and give a hard sell, but let the customers know you are interested in helping them. Get some hints from Responding Positively to "Just Looking."

Nothing turns off customers as quickly as being ignored. For instance, if someone is sitting, slouched down in the chair, reading a book at a show and not even attempting to communicate with a customer, how long do you think that customer will want to stand and look at the products, let alone buy? Don't ignore your customers.

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