There's No Business Like Show Business ...

Selling your jewelry at shows can be like Forrest Gump's box of chocolates -- you never know what you're gonna get!

Whether the show is slow or brisk, there are certain things I recommend that should help you sell more (these apply to almost any face-to-face selling you do):

First, keep a positive frame of mind. Your upbeat attitude will be attractive to buyers, and it will put you in a mindset of expecting success.

This is important because your body language conveys your mood even when you don't realize it. Your enthusiasm starts from within and radiates outward, so be hopeful, no matter what the size of the crowd.

Next, take your time when establishing rapport. Ask questions initially to learn more about your prospects. There are many ways of doing this:

I like noticing something about the jewelry the prospect is wearing as a way to start a conversation. For example, "That's an interesting (fill in the blank) you have on!" Or, "I've never seen a (fill in the blank) like that before!"

You might simply ask them to tell you about something they have on. Or notice how well the jewelry and clothing or accessories they have on go together. These are all excellent ways to begin a conversation.

I also may remark about their apparent mood as a way of beginning a conversation. Just notice how they appear to you. For example, "You look excited!" or "You seem happy right now ..."

Another line of inquiry has to do with their own thoughts or feelings about jewelry. You might ask them what the first piece of jewelry is that they ever received as a gift. This often has exciting and nice memories for the person, and that can warm up the conversation. I may also ask if the jewelry that they have on is typical of what they like. Whether it is or not, it leads to other questions that help you learn more about the prospect.

You may also asked them about their favorite piece of jewelry and why it is so special to them.

A few other tips:

*Keep different types of fabric at your booth that would go well with your jewelry. This allows people to see the potential of your jewelry even if they are not wearing something that would show it off to its best effect.

*In addition to jewelry, you might have small jewelry cleaning kits or small polishing cloths for sale at your table or to offer as gifts with a minimum purchase.

*Always make sure that you have a mirror -- a clean one! -- at your booth so people can see how they look in your jewelry.

*Always maintain welcoming and focused attention toward prospects. Nothing turns a prospect off more than someone who is looking away, reading, or eating at their booth. (I realize that sometimes it's necessary to eat while you're working, but if you must, bring finger food with you that you can neatly eat at your booth.)

There is quite a bit to having a successful show, and I hope that these suggestions help you sell more at the shows, fairs and events you do!

If you want even more suggestions for selling profitably from a booth, check out Rena Klingenberg's outstanding book, Ultimate Guide to Your Profitable Jewelry Booth.

I have read it, I wrote the foreword for it, and it's excellent!

(Okay, I'm biased, but Rena is great!)