How To Sell MHA at a Fair or Market
Anyone can sell MyHomeAssets! MHA home inventory system at a fair or market. It’s even a great “booster” project for your church, troop, or non profit organization. It’s a great way of generating money, no matter how you look at it. It’s easy to sell. Just about everyone needs it -- and more than that, everyone KNOWS they need it.
So how do we sell MHA at fairs, shows, markets and events?
Let’s start by considering your personality:
Kind of quiet and don’t like to talk to people that much:
Well, you probably will make two to three dozen sales at a small to mid sized event. We’re just being honest. To some people, that’s all they need, and it gets them out of the house. If this is you, then think of some way to hook people into your booth or table. Regardless f your personality, you can have a small section of a singed door and door knob that is black and knarley looking. Something that will cause people to ask questions is great. Perhaps it’s a small window with a pry bar attached to it. Or a VCR or camera that has a big sign over it saying “Steal This! Nobody Will Know About It!” (of course you’ll want to bolt it down somehow!<g> There are all kinds of ways to demonstrate the need for people to catalog their belongings with serial numbers.
Love t have products to upsell to your customers:
So you’ve got a booth with nick knack’s, cameras, firearms, antiques... whatever. When the customer pays, show them the CD and tell them “I can’t let you leave without letting you know about this important method of protecting your valuable property. For less than the cost of your insurance deductible, you’ll protect yourself and either get your items back if they are stolen, or the true insurance value if - God forbid - something were to happen to your home.”
MHA is a great up-sell and add-on that you owe your customers to tell them about! You’ll sell about 60% of your customers if you do it right! Easy extra income and you don’t have to do much more than mention it. People need this product!
Can’t wait to get a microphone on and Sell, Sell, Sell!
It’s no secret that the best way to make sales is to have a lot of people at your booth. One technique is to have your family members stand in front of your table or booth when no one is there, because it will bring in a crowd.
So bring a little microphone and small amplifier (not too loud). You don’t have to blast your surroundings, but people are drawn in by showmanship. If you use this technique (and you should), try to turn a crowd every 10 to 15 minutes. Pick people out by saying something interesting, like “Sir, you look like you are a man of means!”, or “Ma’am, you look absolutely lovely. Do you have someone who buys you nice things?”, or “Ma’am, you have exquisite taste. How do you manage to leave home without worrying about burglars or fire?” Be corny! It gets people’s attention, so long as you don’t offend them.
Then go into your pitch, and keep addressing multiple people to bring more into the crowd. Look and point to a passerby while others are in front of you and start: “Sir, I was wondering if you know the serial number of your television set? You know, a recent study found that 85% of home owners and 94% of renters have no idea of the serial number of their TV, let alone the brand or model.”
“I met a fellow the other day who’s home burnt down when a pile of barkdust laying next to the house caught fire while he and his family were away. (Tru story by the way), When he had time to think about the impact of the fire, he took a deep gulp when he realized he had no idea of what he had in each room of his house. What was so obvious when all the walls were in place was totally foreign when he saw his leveled home.”
“He had insurance--that’s the good news, but he knew his policy was way out of date and that he had accumulated so many more items since he last updated his insurance. He couldn’t prove he had 4 television sets, especially without knowing the serial number. He knew the brand of one of them, but the model or serial numbers of none of them. He had no pictures of his wife’s jewelry, his camera equipment, or most of his belongings.”
“He found the replacement cost of everything to be staggering. In the kitchen alone, he had no idea of the thousands of dollars of lost cookware, china, silver, appliances, big and small, that he had lost. He spent every dime of the insurance money he got, and felt he was still missing about 40 percent of his ’things’”.
“So who’s at your home right now? Do you have a list of everything in every room? Could you produce that list and give it to a police officer in the event of a burglary, or the pawn shop down the road who might catch the thief and recover your precious items, if they just had a list of things to look out for? Culd you give your insurance company complete list of all of your belongings? Would you even have a real idea of whether you have enough insurance coverage in the first place?”
[Pick up the CD case for MHA] “MyHomeAssets! does! Folks PLEASE! spend a half day with your family cataloging everything you own in this excellent program. Put in everything in every room. Include make, model and serial number of every item you can. Snap digital images and attach them to every item. Enter you insurance policy info into the program, and just see if you are underinsured like 80 percent of most home owners and renters. For a fraction of the cost of your insurance deductible, buy MyHomeAssets! Software. It’s only $24.95... and folks, you will never sleep so good as you will after you spend that 4 hours cataloging your belongings, and making copies of reports this program will create for you and storing them in a safe place. Your safety deposit box. Your desk at work, or with another relative.”
“The program is only $24.95 (or $34.95, or whatever you want to try selling it for). All that peace of mind for less than the cost of a half a tank of gas. So step on up and get your copy of this amazing program!”
There are so many pitches you can make, but something along these lines works great. You’ll usually sell 4 to 10 copies per 15 minute spiel.
Don’t forget an upsell!
One easy way of dramatically increasing your sales is to offer a special, like three for the cost of two. “Don’t forget about your children and their families. Buy three copies and get one free. They make great, and important, stocking stuffers or presents for the upcoming holidays!”
Be prepared to make money!
This may seem obvious, but I can’t tell you how many people (too many) that went to a show ready to sell, but had no way of taking money--no change, no credit card machine. Most distributors take cash only, but you still need to have a stash of ones and nickels--or the proper change for whatever amount you sell it for.
A word about price
We have found two numbers work especially well: $24.95 or $34.95. We also hear that rounding the number to an even five or ten works great at gun shows or places where people don’t want to mess with change. So $25 or $35 work well. So does $40. Or Two for $45, or three for $60. The point is, play with your price and margins. Test your pricing. What works at one type of show may not at another.
Use props!
As we noted above, Find props that will help draw people in. A fireman’s hat. One guy even wears a mask (like Zorro’s) to demonstrate the criminal element. We’ve used a section of an old door with handle that we singed black with a propane torch, sprayed with a matte lacquer, and mounted in a wood block to keep it upright. Some people have used a full size window (maybe 2’ wide by 2’ high), with a small crow bar mounted under the sill to show it was being pried open. We’ve also seen people use a sign on top of something valuable looking (like an old VCR that doesn’t work), and it said “Steal me! Ask me how!” Be creative and you’ll find people will respond.
Have a stack of CD’s ready to go
It’s good if you have a stack of packaged CD ROMs on the countertop, with one on top of the stack as a viewable copy. We usually put a stack of about 10 on either side of our working area, and a single CD package propped up on top (you can buy a little tripod for CDs. We usually mark this one with a label that says, “Sample Packaging, Contents Empty” just to prevent theft.
Familiarize yourself with the minimal system requirements
You should become familiar with the very minimal system requirements for running MHA software. We suggest you have a printout or two with you so you can refer to them. You will get asked this on occasion. The program is Windows software only, not Apple Macintosh. Click here for the system requirements.
Have fun!
There’s nothing as fun as getting out and meeting and talking with folks. If you don’t want a booth, you can always split your margin with a vendor who wants to buy the software from you and sell it to their customers. You don’t even have to do much work, other than visit the markets and shows.
To get started, go to our order page - click here
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