Let me first be clear about a couple of things....I am no craft show expert. Nor do I claim to have a corner on marketing, displays, or organization. I have done (I think...) eleven or so different shows - so while I am not a professional craft fair vendor (I definitely just do this for funsies) I have formed my own methods and learned some things over the last 3 years.
Also, let me tell you - I learn something new and do different things at every single show I do. So these aren't rules. They aren't even guidelines...just some things that work for me and make the process easier each time. Spoiler Alert: This post gets a little deep at some point. If you can't handle it, skip from #4 straight on to #6.
1.
Be organized. (Ha!) I am so disorganized in general. But I will be honest, I attempt to be fairly together when it comes to my crafty things. Otherwise I think Adam would run away from our house. He is way neater than I am and if I didn't have the craftiness organized, that might be the last straw :-)
Have a box and a place for everything when you are packing up for a show. Have an idea (at least a loose one) of how you want to set up your booth, what will go where, and have a way to remember those things (I make lists and diagrams...if that's too anal for ya, try labels...I use those in conjunction with the lists and diagrams!) Being organized, having a place for all your product, display pieces, linens, price tags, pens...maybe I'll blog a craft show checklist...will help the process be so much more fun.
My number one tip on organization...take advantage of the night before setup times. Go set up (at the very least) your tables, linens, signs, and display pieces. Sometimes I will then set up some of the product just to see what it looks like...but then I personally take it down and never leave my product somewhere over night. Two reasons: even at a place I trust very much, it would be devastating to lose anything due to theft or some other unforeseen event (My nightmare: sprinkler system going off in middle of the night. Irrational? Yes. Will I ever leave product somewhere over night? Not a chance - the sprinkler system would go off!!!) Second reason - (confession time) - I rarely have all my pricing done until the night before. Even if I did...you know...sprinklers....anyway....
2.
Be creative with your display. I try to make one new change at each new show (until its perfect...perfection is not real at craft shows...the end) - I feel like this helps me feel more sane, makes my booth a little easier to navigate, and if you want the God's honest truth, I sell more when the display is pretty.
Creative/pretty display does not equal expensive. One element of my display is literally dowel rods of different heights stuck into styrofoam blocks (and then I wiggle fabric around the rods and over the styrofoam to hide the ugly styrofoam)....that was cheap. Another (new this time) element of my display is a backdrop made with $10 worth of PVC pipe from the Home Depot and $20 worth of curtains from the Walmart.
Go to stores and look at how they display items (especially at little boutiquey type places). Google "craft fair/show display." Turn to Pinterest and search the same. Then browse the home organization aisles at hardware stores/walmart/target/etc. Hit up the dollar stores, thrift stores, and don't forget HobbyLobby/Michaels. Use fabric or paint to dress up inexpensive and potentially ugly/industrial finds. Play. Have fun.
3.
Learn to edit. You don't have to take every single item you have "in stock" with you. Even if you do, you don't have to display ever single item you bring with you. This would make your booth space look way too cluttered. You want a clean and easy appearance or shoppers get overwhelmed. The first show I did, there was literally no "white space" on my table....every hat, scarf, and hair clip lay out on the table in layers. God forbid someone not buy something because they don't see the one thing they had in mind to buy. That's not real. If that thought gives you anxiety, have a shelf or a box under one of your tables with extra product, and if someone asks about something they don't see or looks lost, kindly remind them that you have additional product you can pull for them or ask what they might be looking for.
4.
Price fairly. This means for your potential customers. But it also means for you. Don't feel like you have to price your handmade items unfairly low in order to move them. As an artist/crafter - your time and your product is valuable. This is what Etsy has to say about pricing on their blog: "Materials + Labor + Expenses + Profit = Wholesale x 2 = Retail" This may result in prices that even sometimes I am uncomfortable with. In some cases it is then appropriate to drop the number a smidge. But in some cases...like the case of a beautiful and painstakingly handcrafted afghan...it is okay to cringe a little. Someone might fall in love and not blink an eye. Be careful when it comes to pricing. Don't let it intimidate you. Etsy is an awesome resource to me when it comes to pricing. No matter what you are selling, hop on Etsy and search - "handmade soap" "lamps" "woodworking" etc. and see how other artists price their product that is similar to yours.
Have a "sale" section at your booth. Or if what you are selling is "out of season" at the particular show you are at - have a discount on those items (for example, at Spring Shows, I have a Clearance Sale for all of my heavily wintery items...like Earflap hats and thick scarves). And have sections or items that represent three different price points - low, medium, and high. Research shows that when people see items of different prices - they will be more comfortable looking and comparing and eventually buying - maybe not the most expensive item you have - but something. I read once to have an item at your booth that is priced (fairly) way higher than other items. Example: I have a crocheted apron in my stock. Made with all vintage yarn. And it is way too cute. And it took days...weeks!...to construct and finish. I price it very high. Most people look at the tag, widen their eyes, and turn their attention to the $15 hat that doesn't seem so expensive anymore and they can't live without now. Hallelujah. (and someday I might actually sell that apron)
Pricing is hard but be fair to you and your precious customers.
(Here is where it gets deep)
5.
Be confident. This. One. Is. Hard. For me - my creations become very personal. My handiwork is very special to me and sometimes (especially the first couple of times...but I'll be honest...I still feel the sting at each show I go to and each item I post online) it is hard to put yourself "out there" like that. I will speak for myself, for me it is a mixture of pride and insecurity. I have a hard time selling something that I make. Period. Because sometimes I don't feel good enough. I know my product is quality...but I let my insecurity and pride get in the way and I start downplaying what I do and create. The comparison game comes into play big time for me - especially at shows. I think this is normal. But at each show it gets a little easier. For the first few shows you do, choose easy environments that are more laid back and potentially not as intimidating. Now that I have done some shows...my best bet will always be a juried show (which means they only let a few, and sometimes only one, of a specific craft in to the show). When I am the only crochet/knitting booth (or one of two) my confidence is higher and my sales are better.
Be confident in what you sell. Be confident that your booth is lovely. And for Peter's sake, be confident in yourself. Learn to take the compliments that people walking in and by your booth make with grace: "Why, your work is just beautiful!" ... "Thank you so much, I appreciate that!"
Getting feedback is so incredibly valuable to me that even if I sell very little, the time spent at the show was totally worth it. At every show someone gives me ideas about a new product or a new color combo or a new design. It is about growing.
(This is where it stops being so deep)
6.
Talk. To other vendors. To whoever is running the show. To. Your. Customers.
Talking to other vendors is a beautiful way to meet new people, find about other local fabulous shows, and it cuts the competitive tension bull that can sometimes hang in the air at shows that do tend to be a bit more "serious" than others. I hate tense competitive bull.
Talking to the director of the show will give you the opportunity to thank the person that made this venture possible. It is also helpful to put a face with a name. And it is nice for them to able to put a face with your name. Be nice to these people, I do not envy their job.
I used to be afraid to talk to the people who were walking by my booth. Because I didn't want them to feel like I was trying to be all sales pitchy. But then I realized...if I don't talk to them, they will just walk right by sometimes. And that just won't do! So say "Hi, how are you today!?" Smile. Make eye contact. No need to tell them about anything or sell them anything...just say hi. You will be amazed to see how much more comfortable they are to actually approach your booth. Then...if and when they actually step towards your booth and look at product...I usually say something like, "Feel free to look and touch and try on and let me know of you have any questions". Simple enough.
7.
Have a drawing at your booth. Draws people in. Gets them excited about your product. Make it for something good! Add a "social media element" - such as, "Enter this drawing by liking our Facebook Page." I still recommend having a way for them to enter without social media...that way it doesn't exclude someone who doesn't get into Facebook/Twitter/etc.
8.
Have an email sign up list...for people who want to subscribe to your blog or get additional information later. Clipboards work wonders for this.
9.
Have business cards. People like your stuff. They want your info. If you don't have them, 4 million people will ask for a business card ... and you won't have them. It makes you and your adventures in crafting look more legit. They are cheap. I get them at Vistaprint online (which is where I also got my banner for shows). Have business cards. Amen.
...well that was fun. Do you have any tips or ideas that you use when you go to craft fairs? Any questions?
Happy Crafting!
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