Top Expo Tips

One way to grow your Shelf Reliance business is through Expos / Home show type events. I've had a few people as questions about these recently, so here are some of my top tips: Here are my tips for expos / fairs:

• Try to find shows that are highly targeted to the Shelf Reliance market. Don't do shows that are only slightly related. You will have more success at preparedness expos or cooking shows. This is especially true for expensive shows: don't invest heavily in a show you aren't sure will have a good return.
• Split costs and work load with other consultants. At every event I"ve been to (even smaller ones), I couldn't talk to everyone there. There is always enough work to go around. Preferablly, bring those in your downline, but bring someone! You won't be able to do it all and will end up frazzled and frustrated if you try. You will still talk to the same number of people, it will just cost you less!
• Be sure you understand all associated costs before committing to an event. Often there is much more than just the entrance fee. Is there a fee for electricity, parking, a table, tableclothes, internet etc?
• Attend as many free events as you can. Talk to businesses, the library, farmers markets etc to see if they are interested in having you provide and emergency preparedness demo. Many companies provide such expos (health expos, preparedness expos, cooking expos) for their employees. Many times, you can attend for little to nothing.
• Have your website address and blog address (if you have one), along with other contact info on everything you hand out. You won't be able to talk to everyone in detail, but you will be able to hand most everyone you see a card / brochure. My online sales always increase for a week or two after an expo.
• Do all you can to get people to commit to hosting an event on a certain day (I call it a "cooking demonstration" or "preparedness demo" depending on the market) while actually talking to you at the expo. I've been far more successful with this than trying to contact them later from a sign up sheet.
• HOWEVER, you won't be able to talk to every in a lot of detail, so have a sign up sheet available where people can sign up for more info.
• Bring order forms. People may want to order right then. If you have internet access, bring a computer so you can place orders on the spot.
• Bring the three brochures available from SR. They are attractive, simple and well done. You can view them online in the back office under "consultant materials," then "marketing" (opportunity, Q, and thrive brochure), and learn how to order them here.
• For inexpensive table decorations, get some cheap easels if you can (I use these) and have 1 of each ad/brochure on an easel with a stack in front of them. The colors of the cans are awesome: they make a great table decoration themselves. Cookbooks are also great.
• If you have a bit of a budget, Vistaprint is a great place to get banners for a great price.
• Bring price lists, highlighters (to highlight things on price lists for people), a calculator, a clipboard or two, business cards, a few catalogs (2-3 with COPY written on them and a few more (keep them under the table) to give to those who seem truly interested.
• Bring a few emergency supplies if you've got them. The water filtration bottle is always fun to show people.
• Don't followup the day after as everyone else will be calling them that day. Try 2-3 days after the event.
• For samples, I ALWAYS serve the freeze dried pineapple (everyone loves it) and usually strawberries and corn. I recently had some success serving freeze dried ice cream at an even I did with Lindsey Gordon. It was a great conversation starter. I"ve tried serving things like chicken salad (in a cooler) or corn chowder (in a crockpot), but found it too complicated.
• You can find lots of great images you can use to create your own stuff in the back office. Go to "consultant materials," then "marketing" and "marketing kit" Download it and un-zip it to use the images.

What I do once there: I walk around with 20-30 sample cups on a tray and come up with a quick line: something 5-10 seconds or less to get people interested. Something like:

"Would you like to try some freeze dried fruit? It is different than dehydrated in so many ways."

I hand them a sample cup and a business card.

Then, if they stop long enough I continue with something more (about 20-30 seconds):

"Freeze dried food is different from dehydrated food in three main ways: (1) It retains nearly 100% of the original nutrition instead of just 50%-70%. (2) It has a much longer shelf life: about 25 years, without any additives or preservatives and (3) it is much more like the fresh product. You can't turn beef jerky back into roast beef (or grapes into raisins), but freeze dried meats, cheeses, yogurt, and produce taste just like the fresh product when hydrated."

I walk them back to the table while talking about the possibility of learning more and earning free product by hosting an event. I then let them sign the list or give them a brochure.

I know some of you are more experienced than I at this type of marketing. What tips do you have?