Richard Barker BOR Sales

Before the show

1. In the contract, make a section giving you permission to make sales after the show.
2. Allow time to set up BOR table before the show along with other setup procedures.
3. Make announcement during introduction (or five minute call announcement) about what will be
available at the table.
4. Connect a DVD recorder to the camera that will automatically burn a disc as the show is being
recorded. This disc will later be used as the master copy in a DVD duplicator. (As a side note, the
person running the camera will have to pause recording and restart it to cut out the induction)
5. You will need a 5 or more bay duplicator to copy several DVDs on the spot and enough blank
discs to meet demand.
6. DVDs and CDs should be printed with a good label containing promotional and contact
information. Also, the cases for the discs should be professional cases with promotional and
contact information in the sleeve.
7. Also in the contract, request a 6-8 table to display BOR. Alternatively, bring one with you. In
case the table is less than aesthetically appealing, be prepared with a table cloth to cover it.
Position the table where there will be the most foot traffic after the show.
8. Be prepared with a money bag containing enough money to break several $100 bills and a way
to accept credit cards (Square, Amazon Swipe, Et Cetera)
9. Advertise BOR products on flyers beforehand to make sure they come with cash in hand.

Making the sale

1. Tell them what you are going to tell them, tell them, and then tell them what you told them.
2. Make the sales pitch at the very beginning of the show as a favor to the audience so that you
wont bother them with a pitch at the end (Which of course, you do)
3. Tell them that the reason you are telling them this now is that you dont want them to miss out
on the opportunity to get what they want from the table because it is often already gone by the
end of the show. You are helping them by getting your sales pitch out of the way and not hiding
the fact that you are selling product to slam them with at the end.
4. Create demand by telling them you may not have enough product.
5. Point out the location of the BOR table.
6. Mention that you accept both cash and credit cards.
7. Use routines at the end of the show to promote the product.
At The Table
1. Get to the table as quickly as possible after the show ends.
2. Display the product to make it look larger than it actually is. Make sure that everything is visible.
3. Be willing to make product bundles. (If you buy the DVD, you can have a CD at half price)
4. Control the traffic of people who have already made a purchase to allow room for other
customers.
5. Upsell other products.
6. Keep the microphone on while you are at the table to allow you to make announcements about
the products, deals, et cetera.
7. Make sure you focus primarily on having the products that are most pertinent to your
demographic at each show.