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If you have been selling your handmade goods at craft shows for a while now, then you may be wondering what you can do to increase sales. After all, aren’t we small business owners always looking to push a little harder? There’s never too much advice when it comes to craft fairs and selling your handmade goods! Keep reading for some things you might want think about trying in order to increase sales at a craft fair.
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How to Sell MORE at a Craft Fair
- Always keep your display up and open for business until the very end of the show. And be sure to arrive a bit early! You never know when the early bird will just be hanging around waiting for someone to open. And I’ve had plenty of decent-sized sales at the very last minute too.
- Do some of your own marketing before you even get to the show. Create a list of shows where you will be vending for the season and be sure to include it with every purchase. You never know when that repeat buyer will attend a show just because they want more of your goods.
- Be friendly. Don’t be a fake kind of friendly because shoppers can spot a fake a mile away. Be genuinely interested in your shoppers. Strike up a conversation, even if it is just about the weather. If a shopper can’t decide between the purple scarf in your booth and the purple scarf in another. then the chances are pretty good that she or he will buy from the nice vendor.
- Let your charitable works work for you. Place a sign that says that 5% (or any percentage) of your sales goes to Habitat for Humanity, SPCA, or another good charity. People feel better about spending if they know their dollars go to a good cause. Plus, it gives you the opportunity to get involved and give back to your community as well!
- Do your research and make sure your prices aren’t too high or too low. Prices that are too low are cutting into your profit margin, but prices set too high will turn shoppers off. Remember to keep in mind how much your local market will bear. Research takes quite a bit of time, but it’s totally worth it in the end.
- Sign up for shows super early. On occasion there is an early bird price and a higher price for those who sign up later. Also, if you’ve been attending a show for several years and the price of the booth suddenly jumps, then you might be able to work with the show coordinators to keep the original price. It’s one of those things where it never hurts to ask.
- Wear your creations. Whether it’s jewelry, scarves, aprons, or another wearable item–wear them! People love to see how items look on a real person. They want to see how fabric drapes and how large a big pair of hoops are on a real head.
- Along the lines of number seven – be sure to keep a mirror available. Shoppers might pass up an item if they can’t see how wonderful it looks on them.
- Be professional. Dress nicely and keep advertising, political, or off-color humor to a minimum on your clothing, buttons, etc. Unless it’s that kind of show. Dressing nicely lends an air of quality to the items you sell.
- Perfect the packaging. Do what you can to make price tags, booth signage, and all product packaging look professional and pleasing. While it may not seem like it makes much difference to you, studies have shown that shoppers will pay a bit more for items that look like they are WORTH more. It’s called perceived value. Make it look like it is worth more.
What are your tips for selling more at a craft fair?
Vicki O'Dell
Blogger at Vicki O'Dell
Vicki is a happy-go-lucky creative whirlwind, mom, midlifer, empty-nester (almost), tea drinker, seeker of JOY and world class hugger. She shares share craft and home decor projects as well as recipes, inspiration and my own brand of Creative Goddess wisdom on her blog each week.
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These are wonderful suggestions! I am doing most of these and would like to add a few more:
1. Don’t be just sitting there as customers walk by. I try not to be seen sitting down; I bring a barstool to lean on and give my feet a break without getting totally seated low to the ground. Eye-level contact, smiling and engaging people is important. While dozens of people may pass by all day long, it’s their first time seeing YOU; likely you only have few seconds to make a good first impression.
2. People like to watch artisans do their craft, especially if it’s not something with which they are familiar. If you can do any portion of your creative process while customers walk by, or show off some of the process steps, it’s fun to engage people in that way. People not only want to shop, they want to enjoy the experience of attending a market or fair, learn something new or have fun and interesting encounters. Give them a reason to stop and look.
3. Wear an easy-to-read name tag, introduce yourself to anyone who lingers for a moment and ask his/her name. Once names have been exchanged, and relationship has begun, and you can build from there. Be sure to repeat the person’s name back to them within the first few sentences of the conversation. The sound of one’s own name is the sweetest sound to hear.
4. Ask if they do any crafting themselves, or what interests them in handcrafted items. Finding common ground builds a good rapport, and it’s easy to have something to talk about at that point. Don’t “hound” them, though. That’s a turn off!
5. Deep down, people are always want to know “what’s in it for me?” With so many things to choose from, people will stop and browse if they think there may be something there for them. If you can, offer something pleasing, beautiful or useful. I always ask if people have tried knitting, used to knit, want to learn, or never thought they could. I offer a card with a few helpful websites that have been good for me. It also gives me a reason to hand them my contact information. I especially pay attention to young people with their parents who might want to learn–instilling in them the encouragement to try a skill that they may enjoy for the rest of their lives.
6. Last one–I promise! You’re going to get hungry. I have found that most people are quite understanding if they see you pop something in your mouth, as long as it’s not gross or messy. Avoid the saucy barbeque sandwich and never, ever let them see you licking your fingers and struggling to unfold a napkin. Pretend you are fixing lunch for a two-year old and plan a few quick finger foods in bite-sized pieces.You can grab a few bites behind the table without appearing out of control.
In short, a craft fair is work. You have to be on your feet, you have to go without sit-down meal, you have to be working the crowd at all times. It helps if you have a partner or at least someone to give you short breaks. You cannot sit there and just wait for people to walk over and hand you money. It doesn’t work that way! Good luck!
LOOOVE your response…so spot on! Great tips for people that want to actually make selling at craft shows a profitable business.
Stay off your cell phone whether it’s talking, texting or browsing. I will walk past a booth where sellers are so into their phones and do not seem interested in their buyers.
Me as well…If they are on that phone, forget it, I figure that call or game is more important than earning my money!
Your post was GREAT! Ivana. Most of all have fun and enjoy the people and if you don’t sale to them they will remember how you made them feel. Welcome.
Just don’t chew gum and try to talk to them. You look like a cow….chewing. We had one next to us at the last show. We laugh most of the time at her but still (look like one of my dad’s dairy cows). lol
Thank you to Vicki for a great post and to Ivana for a great follow up!