It’s unlikely your line will be a match made in heaven for every buyer you see, however according to Melanie Wood the Director of Sales Training for MAGIC show producer Advanstar you should always begin by fully engaging the prospect.

Engaging the prospect is simply doing a quick overview of why your line is different or special…capturing the prospects attention and drawing them in….

Of course you’ll have to qualify them as a real potential customer very soon after your initial pitch…but pending a match it will only help if you’ve already gotten them hooked!

I just love beautiful hangtags.

At a tradeshow hangtags should work as eye-catching and extremely helpful sales tools. Hangtags or stickers on the product should contain enough info to help buyers decide a potential buy as they peruse your line.

Tradeshow Hangtag Content…

Style #

Product Name:

Wholesale Price:

Suggested Retail Price:

Colors Available:

Delivery Date:

If it’s your first time out don’t be afraid of suggestions….welcome them!

Maybe a buyer thinks your sassy off the shoulder sweater would sell better as a crew. Don’t take it personally….if it makes any sense at all just take it and run.

Present the idea to other buyers to see how it may effect their buying decision.

Bottom Line…If buyers suggestions can help you make a profit without ruing your vision…don’t be afraid to give them some thought they’ll respect you for it.

It may feel like spring but for the fashion world it’s all about Fall 08′

Even if you’re not participating in a formal show it should feel like it..

You’ll need your fresh samples, hangtags, marketing materials and sales spiel revved up and ready to go.This week I’ll be sharing a few last minute tips from my favorite sources to help you along. Also take a refresher on trade show sales strategy with our Get the Most out of MAGIC! interview for that unstoppable feeling.

Happy Selling….

Looking for an indy rep willing to hit the road? Try advertising in industry related publications such as green-sheet.com.