How to Sell More at Brunches, Markets, and Expos
In-person events are back — and for female entrepreneurs who sell products or services, they represent one of the highest-ROI opportunities in your marketing mix.
But there’s a difference between showing up and showing up prepared. Most vendors at markets and expos make the same avoidable mistakes. Here’s how to be the one who sells out.
Your Table Is a First Impression
Before anyone hears a word you say, they’ve already formed an opinion. Your display, your signage, your packaging, your presence — all of it communicates something before the conversation starts.
Three things your setup must do:
- Be readable from three metres away. What do you sell? If a passing customer can’t answer that question at a glance, your signage needs work.
- Create a price anchor. Show your most premium item prominently. It reframes everything else as accessible by comparison.
- Have a clear call to action. Whether it’s a QR code for your website, a sign-up form for your mailing list, or a “try before you buy” sample — people need a next step.
How to Start a Conversation Without Feeling Pushy
The worst thing you can say to someone who pauses at your table: “Can I help you?” It’s vague, it invites a “no thanks,” and it puts the burden on them.
Try this instead: make an observation or offer information they can use immediately.
“That one sells out every time — people love the way it [benefit].”
“This is great if you’re looking for something for [occasion] — it’s become one of our bestsellers.”
You’re not selling. You’re being helpful. That’s the shift.
The Bundle Strategy
The fastest way to increase your average transaction at an in-person event is to create bundles. Not just “buy 2 get 1 free” — thoughtful combinations that make the customer’s decision easier.
A gift bundle. A starter kit. A “treat yourself” set. These work for product businesses of almost every kind, and they work even better when you give them names that communicate the experience.
Bundles also create natural conversation starters: “We put together this set specifically for [occasion] — it’s been really popular today.”
Taking Payment Without Friction
Every second of delay at the payment stage costs you money. Have your card reader charged and tested before the event starts. Display your payment options visibly. If you accept Klarna, buy-now-pay-later, or bank transfer — say so. The easier you make it to pay, the more people pay.
Always have change. Yes, even today. You will encounter customers with cash.
Building the List That Keeps Selling After the Event
The sale you make on the day is not the most valuable thing that comes from a market or expo. The most valuable thing is the contact who buys again, refers others, and becomes part of your community.
Have a simple way to capture email addresses — a tablet with a sign-up form, a physical list, a QR code. Offer something in return: a discount, early access, a freebie.
Follow up within 48 hours. One email. Warm, brief, with a clear next step back to your store or website.
The One Thing Most Vendors Miss
Energy. It’s contagious and it’s free.
Your body language, your enthusiasm, the way you speak about your products — customers feel it. They’re not just buying your product. They’re buying from you. Show up like you’re proud of what you’ve built. Because you should be.
