To Sell Soap At A Festival - Case Study
I end up at a lot of festivals, and different events
like that, and most of the time I either am selling
something, or I'm helping one of my family members with
a craft booth. In other words, I'm there as an exhibitor
or a vendor. Otherwise I wouldn't be there!!! From all
these experiences I've formed some opinions about how to sell soap.
This particular event was the old time fiddler
convention in Athens, Alabama. This event is about 50
years old. It attracts participants and spectators from
many states, many thousands of people are here for the
There are a lot of craft
displays as part of the festivities.
No offense, but the "craft show" is far from a high-end
event. There are political booths. There are some of,
what I would call, flea market booths. There are a lot
of vendors with items they are just reselling. This is
not a high-level juried show in other words.
There was a lot of soap at this event.
There were at least 5 booths, of the 150 or so total,
that were mostly about soap. Maybe another booth or two
had soap as well.
Here are where I think all these soap vendors were
missing out on sales.
- None of the soap booths had any pictures of the soap
- None of them had any pictures of their place.
Nothing to show anything about who they are.
- Most of the soap was mostly just alike. It was white
soap with some colors here and there.
- All the vendors were using standard tents with
little to set the displays apart.
- Soap was mostly priced at high end levels.
- Only one vendor really had a volume discount to
encourage buying multiple bars.
- A lot of people really make little tiny bars of
soap. How much more does it cost to make a really hand
sized 4 1/2 ounce bar of soap, as compared to the
little barely 4 ounce bars? Not much... Give people
their money's worth...
In addition, one of the vendors forces anybody who
wants to look at the soap to come into the booth. I
guess the idea is to present the set-up like a store, so
you come into a store. This drives many people away.
Looking at crafts should be simple and non-threatening.
Browsers buy too.
This is a huge deal. Make it easy to look at your craft
and you get more sales.
Now one lady had a really nice display of goat milk
soap. She had no pictures of her place though. That's a
mistake. Where are the goat pictures? Nothing is much
cuter that a baby goat doeling. No pictures.
She also was singing the praises of her products for
curing various ills. Really? This is likely illegal, and
not necessary to sell soap.
So I could see all sorts of ways that one or more of
these soap vendors could have really "cleaned up," but I
got the word that at least one didn't do so well at all.
To turn that around would have taken a little different
approach, but not a lot of extra time or money.
What it takes to sell
a lot of soap is great products, clean
packaging, and the right approach to displaying and
presenting those products. Then you must make it easy
for buyers to follow up and buy more.
sales make the soap business a real winner. Soap
down the drain is an opportunity to sell more. For more
tips on how to sell soap, check out the first page of
this site. It's
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