Something very important to learn with owning a craft business is that you will be the chief salesperson whether you like it or not! You have probably had to learn many skills to get your business set up but sales skills, in my opinion, are the most important.

I find it still a little embarassing talking to people about my business, especially on days when I still think of it as just my hobby but the more i talk to people about it the easier it is becoming. Always smile and make your customers, both potential and existing, feel important, but without being insincere.

Two excellent salesperson traits are being visible and spirited. Staying behind your craft fair table or visibly day-dreaming or reading is a big no-no. Remain alert at all times and ready to attend to needs and answer questions.

It is important to never make an assumption about a buyer if they enter your space at a craft show or even cross into your physical shop door. This is especially important at a tradeshow - don't even contemplate the way someone has dressed and don't ignore an independent buyer to spend more time with department store buyers. Engage with every single person and have a conversation without pushing a sale.

An important lesson to learn as a salesperson is that you never have a second chance to make a first impression. Therefore dress to reflect your brand but be professional at all times.

If you are at a tradeshow, these can be stressful enough if the future of your business rests on its success. Be ready and open for any feedback - both good and bad. You should already know that your products will not appeal to everyone so try not to get discouraged or take comments too personally - yes this is super hard I know! Don't let a negative comment or someone walking on by affect your poise. Be open to all comments as it can only help you develop.

It is enevitable that at some time in your business you will have a bad experience or a bad show but you need to learn from those lessons and enjoy yourself. Once you begin to enjoy talking about your business, others will be more receptive.

Coming on the next Business Tips Blog on Monday 5th April: Fulfilling Orders

Last week we began to look at trade shows in terms of research and planning. Today we will look a little more in to planning how you will take orders. Imagine the week of the show has arrived and you will no doubt be excited - that's completely normal! A word of advice though when at the show - don't get too excited and misplace all of your orders, take a folder with you and keep them in there. Take the folder home every night and keep the orders safe.

Another word of caution over orders, it can be very tempting to accept any order that comes your way but you must consider three things:

1. Realistic lead times,
2. Quantities expected,
3. Who do you want to carry your product line?

There is nothing worse as a seller than not being able to deliver an order on time. Keep a schedule book and enter all of the orders and be realistic - especially if you make your own products.

You may find that you are asked lots of questions about minimum orders and lead times - that's the nature of wholesale. Some buyers will ask you for a catalogue so they can place an order at another time. If this happens, as for a business card in return so that you can track any potential leads.

Unless you are superman/woman (and aren't we all!) you will find a tradeshow exhausting especially if you have no assistance. If you need to book a hotel nearby check with the organisers as they are likely to have a partner hotel that will offer a discount and a shuttle to the venue.

But even superheroes need a sidekick and I could not recomment more bringing someone with you - I would take my mum! Be selective, this sidekick will be representing your company meaning your reputation is at stake. They must know and understand your products, order terms and lead times. But having a show buddy will free up a little time for you to walk around, take a rest break and if you're like me - they will offer reassurance.

Overall, a trade show is a big step for your business. They are costly and tiring but exciting at the same time. If you are ready for the commitement - give it a try!

Coming on the next Business Tips blog on Friday: Being a Salesperson

Earlier this week we started to look at trade shows and how they can be ways to sell your items. today I want to look a little more into what happens once you have secured that booth. Simply put: PLANNING! You will need to start planning at least two months before the show.

You might decide to promote the fact that you will be attending the show so give thought to pre-show promotion. You could head to Vista Print (or other similar places) and create some postcards including the dates, booth number and a photograph. Send these to your stockists and potential future stockists.

If the show is your first one ever, I know you will want to crete as much stock up as possible but this isn't always a great idea. You will not know what product lines will be popular and rather than spend every waking minute creating items, take samples of your entire range and have a production plan for each of them including delivery times.

In your planning you will want to give thought to the booth set up and display, this can often be overlooked but with so many people displaying, yours will need to be memorable so PRACTICE. Remember that your products are the star of the show and the display should highlight this not steal the limelight. It is also an idea not to over clutter the space but have it well lit, easy to assemble, portable and not overly designed.

The next stage in planning it transport - vital really unless the show is quite literally on your doorstep! How will you transport everything to the show? If it is a distance you may need to inlist a haulage company or another car at least. If you are worried about transport, especially if you have booth fixtures and fittings to take, contact the events manager and see if they have a list of reputable companies you can hire from.

Coming on the next business tips blog on the 29th, Trade shows Part 3!