No matter what activity you are involved in – trade show, home party, recruiting session – it’s important to set goals for the event. Its part of how you evaluate how you did as well as set your goals and plans for the next one. Of course, not every event is going to be the same but it will give you some ideas. You can always adjust your goals.
You should always have a goal of having enough sales to qualify for a party. If your company calls a party $150, then you should be setting that as your sales goal, at a minimum. Personally, I prefer to set my goal to $200 to $300. If you know what the average order size is, you know how many people need to be in attendance for that to work.
I always set a goal of booking 1 party and having one person talk to me about the opportunity. It could be from someone who is not in attendance; I have had people tell me a friend is interested and I have left information to be passed along.
When I attend trade shows, I have a goal of at least 2 party bookings and 1 recruit. I typically have a sales goal which is enough to cover the cost of my table. If I can get the bookings and they hold though, that is a success as the parties should easily cover what my table cost and it should net me future sales in the future due to bookings.
Now, adjusting your goals may not be a good thing unless you are adjusting them up. But do not set them too high or you may end up disappointed.
If you arrive at a party and see 20 attendees, it can be tempting to upgrade your goals to $500. Unfortunately, that may not work as maybe a lot of the attendees just came to see the new baby the hostess had or her new house. On the other hand, if only three people show up, you could still get a $500 show as the three attendees need to restock their supplies.
Trade shows are so unpredictable that I don’t think it is wise to adjust these goals no matter what. A lot of people come out just to see what is going on or to visit a friend who has a display.
Ultimately, what you get out of an event is up to you. If you sit back, and don’t interact, you are not likely to get anything. But if you engage, you should make your goals and more.