1. Bundle your inexpensive items to justify a higher price. People will always buy the cheapest thing at your table. If it is $5, they will buy it. If it is $25 they will buy it. They will feel better with a package of 4 items for $30-$50, than 4 $5 gifts. Back of the room sales are effective when it will works out better for both parties.
2. Always leave them wanting more. Craft your content so that the audience wants to take a piece of you home. Since they can’t physically take you home, make your goal to want to continue to hear you later.
3. Mail your product to them. Tell them that they can purchase now, and their products will be waiting for them when they get home from the event. Who wants to lug a 12-Disc CD series around the air port? This is a win, win.
4. Refer to your sales table as your autograph table. Who wants to go to the place where they are going to be sold something? Everyone likes to get autographs. Since you are not signing books & CD’s to put back in the box, they have to purchase them to take them home.
5. Make it so they must see you on the way out. Place your table between the exit, bathroom, and refreshment area. Figure out where your audience will be going next and conveniently be available to them.
6. Don’t sell the last of anything. You can use it to take orders to be shipped to them. See tip # 3.
7. Give a copy of your best product to the introducer. It is truly appropriate to give your host a gift. It also gives you an opportunity to mention your product. Who knows, they might give you a plug on stage.
Even though our clients are the companies who book you, we want our speakers to have as much success as possible. Stay tuned for more great tips. Now that’s enough reading, get back to speaking.
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