It`s crucial that you capture the attention of show-goers in just a couple seconds. As they`re browsing by various booths at the show, attendees look and right, left and right, until something catches their attention. I don`t think a small home show booth is the ideal setting to sell your furniture, but I do think you can have an impact if you be selective about what you show.
In my opinion, you should show your best selling piece in person (or maybe two). What you will want to do is capture attention with those one or two pieces, and hope that some buy or come into your booth to see what else you have. You simply don`t have enough room to show the full breadth of your line, so I think you`ve got to focus, focus, focus. Too many vendors at shows try to do too much in too little space with too little time, and in my experience, that is not a winning strategy.
I agree with Jennifer about showing pictures, but I also think that you should try to sell a hundred adirondack chairs (if that`s your best seller, for example) and hope that you get some spillover into other product areas rather than trying to make your small booth look like a catalog.
Take a cue from those kitchen gadget demo salespeople: they sell the heck out of one item. They do it by capturing the attention of show-goers, and then doing a dynamite presentation that sucks them in. They would all be far less successful if they tried to sell a full catalog of kitchen gadgets at a show like that.
You might want to consider having a drawing for a free adirondack chair (or whatever). This would potentially draw people to your booth, but then you must verbally engage them while they fill out the entry form.
So, here`s my recommendation: (1) have a clear focus; and (2) sell at the show.
The best to you!
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