Webinar 8
How To Sell At Markets
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Webinars
1. Welcome webinar – Run though resources and program
2. Refining your idea
3. Selling to people and getting paid
4. Understanding sales and numbers
5. Perfecting Your Pitch
6. Sell it before you build it
7. Goal Setting
What you’ve done so far
Webinar 8
How To Sell At Markets
Why Markets are great!!!
• Instant feedback about your business idea
• Perfect way to sell it before you build it
• You can pre sell items – and take custom
orders
• Helps you understand your
target market
Why Markets are great!!
• Gives you practice selling yourself
and your business
• Helps develop and practice your sales pitch
• This allows you to see how customers respond to what
you are selling
• Lets you know which item/s are going to be a hit.
Where to find them • Write down a list of the ones you
already know
• Then Google your
suburb/city/state with the word
‘market’
• You can also call councils, or
local groups like Rotary –
church fates or school
fundraisers
Here is a good reference
https://www.marketsandfairs.com.au/
What are the requirements? • Different markets have
different legal requirements
• They will also have set guidelines
• http://www.craftmarkets.com.au/general-
info/rules-and-regulations.aspx
• You May need public liability insurance - prices
vary but start from $40 upwards - Just google it
What are the requirements?
• If you are selling food products
• You may need a food licence
• Food licence – call council
• Each council is different
• Usually they will inspect your kitchen and
charge you a licence fee
What should I pay?
• Prices vary on the type of market
• Any where from free to a few hundred dollars
• Recommend for your first market to be as
cheap as possible
• Always try to negotiate a discount
Preparation
The Five P’s
1. Prior
2. Preparation
3. Prevents
4. Poor
5. Performance
Preparation• Be early – the early bird gets the worm
• Pre prepare everything
• do you need power?
• Ice or refrigerators
• Food heaters or cookers
• Get a great location
• Near entry or exit
• Or near the food or cafes
Preparation• Bring extra stock – if possible
• Bring drinks and snacks
• Consider weather conditions –
sunscreen or a jacket?
• Notepad and pen
(measure everything)
• Big Calculator
• Folding chairs
Displaying your merch • You don’t need to spend much
• Don’t waste resources - be resourceful
• Your stall should be
welcoming and inviting
• Sometimes less is more
• Make it eye catching and easy for customers to
see all of your products
Displaying Your Merch • Balance your displays out at height levels
• eye level,
• Above eye level
• And below eye level.
• Add some furniture or
props to show how the
product is used or worn
• Make it easy for customers to see and
understand your product
Displaying Your Merch
• If your product isn’t worn, think about creative
ways to show its uses e.g. demo.
• For night markets – have good lighting
• Have visible signage and labels
• Demonstrations can be a great
way to draw in a crowd & show
them your skills and quality of
the product.
Outstanding Case study • Be outstanding. Think about:
• Lighting
• Music/sound
Diane Keng - My Weboo – 2.0 Conference
Download Interview
Setting your Prices
• Usually you would have $5-$30 dollar price
range
• Most people are buying on impulse
• Vary your prices –
Go to multiple markets
and try different prices.
Test & measure.
Setting your Prices
• Display your prices so big that grandma
can see it without her glasses
• Most customers are too shy or reluctant to
start a conversation
• They would rather know the cost of an item
by glance than approach.
Displaying yourself
• First impressions last
• Smile and be nice
• Be approachable and
have a good attitude
• Customers can spread the word about your
business and help you gain more sales
Displaying yourself • Wear/use your products if you can
• Look for ways to be helpful
to your customers
• Customers like to feel special and are much
more likely to buy if they do.
• Be open to feedback – can be a great
opportunity to learn what customers want.
Acknowledge your Neighbours
• Be respectful of other peoples space
• Get your networking on
• Learn from the success of others
• Develop relationships that last
• See if you can find opportunity to mutually help
each other
• Be kind and see if you can offer some help –
they may just return the favour
Marketing your stall Before you get there
• Tell everyone you know – Get your pitch on!!!
• Create flyers and deliver them to houses near by
• Use social media
• Post on Facebook
• Take images and put them
on Instagram and Pinterest
• Email out to your list
Marketing the stallOnce you are set up
• Create flyers and hand them out on the street –
or the entrance to the markets
• Attach business cards or contact details to every
product sold
• Offer discounts to them
if they buy more
• Give thankyou gifts e.g. 20% next purchase
Marketing your stall • Have market specials
• Think about ways you can have unique offers to
new customers
• For example buy a product and receive
something complimentary or buy 2 get 3rd half
price.
• Make sure you are covering
your costs with your incentives.
• Do demonstrations and
taste tests e.g Olivia’s sugar free lemonade
Making the sale
• Don’t just sit there and expect customers to interact
with you – stand up and greet people-
• Greet people with an ice breaker – do you like hot
chocolate?
1. Ask a general question e.g. is this your first time at
the market?
2. Give compliment – I like your shirt, where did you
get it?
3. Ask specific question.
Making the sale
• Get ready to negotiate
• Know your prices
• Over come objections – be able to
answer their main 5-6 objections with ease.
Making the sale
• Have enough cash for a ‘float’
• E.g. Have a lot of small notes and coins to
change money
• Make sure you are giving out receipts
Multiple Payment Options
• Have an ‘Eftpos Available Here’ sign
• Square reader
• $19 For the swipe
• $59 For the tap
• Office Works
Capture Customer Details
• Keep good records
• Write every sale down include:
• What the customer bought
• What the time was
• Gender
• Age
• Any other interesting facts
Capture Customer Details
• Offer something for free in exchange for
customers details
• For example -
• You could give away
• How to videos
• Offer extra product
• Offer a discount
• Get creative – provide value
Importance of Following UpYou must Follow up!
• Make sure you remember to get your
customers details and put them on your
list.
• Follow up with customers after the market
to say ‘Hi’ and ‘Thank You’
• Get as much feed back as you can and
stay in contact with them regularly
Overview • Why markets are great
• Where to find them
• What are the rules
• What should I pay
• Preparation
• Displaying your merch
• Set your prices right
• Displaying your self
• Acknowledging neighbours
• Marketing your stall
• Making the sale
• Capture Customer details
• Importance of following up
Quick Win Challenges
• They are all designed around a business
concept to help you quickly learn
• Most of these challenges will include things where you
make quick money, others are longer term concepts
which will build a foundation for you to make more
money later on.
• Either way you will make money and learn business
concepts to build your business on.
Quick Win Challenge
October…
• The aim is to contact (in as many ways as you can) “famous people”
• They could be high profile business owners, media people,
celebrities, etc.
• To prove that you contacted them you must get a personal
response from them. For example, an email, letter, text or
FB message or recorded skype call
• You don’t have to ask them for anything, just let them know
“You’ve inspired me. I’m setting up my own business and
I’m only 12. Here’s what I’ve achieved so far.” sort of thing.
Grab the Attention of Someone Famous!
• The winner would need to be judged by us as “most impressive”, e.g.
most famous person, or most number of famous people who
responded, best response from a famous person, etc.
• This will help you to expand your network of people and could even
open some serious business opportunities for you
• Questions to consider
– How will you contact them?
– How will you get past their gatekeepers?
– What are some out of the box strategies you could use?
– How can you make your contact request outstanding?
Grab the Attention of Someone Famous!
Previous
Challenge Results
Contact Someone Famous- Results
• Kira
• Angela Fayth - second best
ballroom dancer in the
world
• Deligracy - Youtube
gamer with over half a
million subscribers
• Florentina Mumteanu -
famous painter
Contact Someone Famous- Results
• Evans Family
• Response from the white
house
• Kyle and Jackie O - Kiis 106.5
• Jason Pilgram – Entrepreneur
• Personalised Response from
Bindi Irwin
Contact Someone Famous- Results
• Sassy • Photo with the Mayor
• Photo with Chloe miller – Australian
youth paint horse champion
• Evelyn Bury – Golden Guitar winner
• Noel Cavanagh – Footy Legend
• Kyle Laybut – QLD Cowboys Rugby
Leage
• Radio Interview with Trace and Matt
from Hitz 939
• FB Message – Rheed McCracken
Challenge results • Smit Family
• Stephane Rice
Challenge results • Howitt Family
• Natalie Cook and Kerri Pottharst (2000
Olympics Beach Volleyball)
Challenge results
Josh and Pete
• Letter From The Prime Minster!!!
Cool Prizes Recap…
• Bragging rights and a place on the leader board
• Entrepreneur of the month Certificate
• Family Pass Movie tickets
• Go in the running to win the Kids Biz Cup!
Challenge Leader Board
Will It Be You???