Know-How Exchange : Advertising/PR

If you make the initial party a success they'll understand the business as profitable. Take that as your responsibility-- make them successful. I won a Mary Kay package at a bridal fair. There were 3 people at our home, and after the event-- she went over with me the nominal purchases made, and how she just put $200 in her pocket. I didn't bite, (I don't like the cosmetics and didn't buy anything) but I was impressed with the business model.

Your biz isn't for everyone, you need someone outgoing, certainly not shy. My nail lady just came from one with a woman who was clearly embarrassed by what she was selling. Not fun

So maybe your theme should be romance and "don't be shy". It'll create some curiosity, and you can get them to review the biz model. I'd also do a raffle of some sorts, capturing those names and numbers for future follow up.

In addition to the parties for sales, offer parties where you're the host and your fellow party planners (that you've signed up) are there with prospective party planners. This is more casual way to have your prospects ask questions, see the success for themselves, and get to know you.

You could set up your booth to be a romantic spot, i.e. bathtub with spa stuff around or fake bed with stuff on it. The setting will get them into you booth, but getting them to book parties is another step.

You could offer teasers of party services at the booth - a great way to both draw people in and sell your services (assuming they are compelling, of course). For example, hand massages with some of your featured creams/oils, or neck/shoulder massages.

Your goal at this event is not to sell product but to sell me on having a party of my own and invite my friends. Secondary is the business model. Trying to add that to your message will be too much. If the conversation in the booth goes there you can of course address it, but you have to stay focused on your goal of people signing up to host parties.

The overwhelming reason people host these events is because it's a fun night with their girlfriends. This is what you are really selling and this is what you booth should focus on. I think the current economy is working for you as you can promote having a night out with the girls by staying home. What I'd really like to see in your booth is a living room setting. You're not going to be able to load in a couch but you can still make it comfortable.

First and most important...no table and drape across the front of your booth...set up your booth with a two or three folding chairs and get covers for them from somewhere like Bed Bath and Beyond. Make a makeshift coffee table...it can be two little plastic lawn end tables with fabric draped over them. Put all this on top of a throw rug...for props use wine bottles and wine glasses and a couple martini glasses and shakers...you are recreating the event in your booth. Setting the stage so to speak.

For graphics I would want to see blown up photos of women having fun and laughing over cocktails. Hopefully your company can send you some of these (professionally done) if not go to istockphoto.com and purchase three or four high res good stock photos of this theme and have Kinko's print them on at least 11 x 17 paper to hang in your booth.

You'll also want to have some sort of hospitality in your booth. A food or drink you give away when someone comes into your booth. I don't know if there are regulations around what you can offer...sometimes there are restrictions...ask show management. I would go for food vs. beverage as it's easier to serve and keep your theme in the booth. For example, your not going to be able to keep serving juice or water in a wine glass because how are you going to wash them or even store them. Whereas you can serve little brownie squares and little paper plates (there are some really beautiful patterned paper plates these days). Having something edible in their hand on a plate will help give them the sense they are at a party.

Good luck and have fun!