How do you transform a crowd focused on funnel cakes and fun houses into a line of eager mattress buyers?

This week on The FAM Podcast, host Mark Kinsley sits down with Jason Goodman, the head of business development for City Mattress, to discuss the art of selling at high-traffic events like state fairs and rodeos.

Goodman shares how to sell outside traditional retail environments. Learn how to convert high foot traffic events into lucrative sales opportunities and discover the essential elements of successful business development.

[00:01] - Introduction: Turning funnel cake crowds into customers

[01:02] - Meet Jason Goodman: From Michigan to City Mattress

[06:00] - The Event Selling Blueprint: Finding the right place, product, and people

[09:47] - The Best Events for Selling: Why rodeos and state fairs work

[13:19] - Sales Tactics: Quick qualifying and the art of the close

[20:08] - Product Matters: The importance of differentiation

[26:43] - Business Development Strategy: Identifying and solving the right problems

[33:16] - Avoiding Problem Hunting: Focus on high-value solutions

[37:24] - Creating a Wow Factor: How to stand out at events

[41:23] - Closing Thoughts: Jason's passion for the mattress industry