Hello my dears!

Do you sell your handmade items at local craft shows, but aren’t sure how to seal the deal without being pushy or appearing desperate? Well in this post I will be giving you 5 helpful tips on how to make those sales and how to increase the dollars spent from your customers!

Not everyone is a natural salesperson, and sometimes it may feel strange to try to get people to give you their money. But at craft shows, people are looking for the perfect gift or way to splurge and spend their hard earned dollars, and they WANT you to tell them why they should give it to YOU versus the next booth over.

So here are a few simple tips to get those sales, ways you can potentially increase their total, and create a repeat customer:

 

Tip #1 – Create A Booth Space That’s Inviting

Arrange your items, table, or shelves to create an inviting space that potential buyers want to walk into, not walk right by. If you have a table, create dimension and depth within your space to give visual interest. I sell knitwear, so I have a mannequin wearing all the knits, mannequin heads to display my hats, and I also try to wear items so people see it when they are walking by. Crates or smaller table top shelves are also a great way to create height and eye catching interest.

If you have shelves or more than one table, position them to create a nice flow for your guests to walk through. Think of your favorite stores and how they have made a natural flow for you to walk through, shop without missing anything, and circle back to the checkout area. I like to make an L or U shape with my shelves so people have to come in and around my space and see everything, finally ending at my table to checkout. If you are able to get your buyers to walk in to your space, you are increasing your chances of making a sale, rather than setting up a table next to the aisle that they can walk right past without stopping.

Include easy to see price tags or signs, and include other signage that gets people to come in and read what they say. Some examples of this that I use are:

  • “Do you crochet? Ask me about my patterns”
  • “Want to learn a new craft? Ask me about beginner crochet classes”
  • “25 days until Christmas”
  • “Perfect Stocking Stuffers”

 

Tip #2 – Talk to Your Customers

I feel this is the biggest reason why people don’t close a sale. We all know that most craft shows have a table + chair for you to sit on and hide behind during your show. DON’T hide from your customers! If you are hidden or easily avoidable by your customer, they can walk into your booth without saying a word, look around, and walk right out! You have been the customer many times, so you know it’s nice to be greeted, acknowledged, and spoken to. When people don’t do this to you, it’s a natural turn off. You obviously do not want this scenario in your booth or to make people feel negative for their first impression – so stand up and position yourself to be seen. Greet each person that walks by, makes eye contact, or comes into your booth with a friendly smile and say hi. Being behind a table is fine, but stand up, smile, say hello, welcome your guests as if they are shopping at your very own store. When they touch something let them know they can try it on, make small talk if you feel comfortable, etc. You don’t have to meet your new BFF, but if all you can do is say “hi, welcome, let me know if you have any questions, thank you for stopping by” – that will go such a long way versus sitting behind your table, distracting yourself with your phone or a project, and being silent. People are more apt to purchase from you if you are kind, likeable, and approachable. I have seen this first hand as the business owner and consumer.

Another way to talk to your buyers is to offer your opinion, if you feel they are looking for it. If they are going back and forth on a color or item, let them know what you think looks best on them or complements their hair or skin tone, and let them know which item has been popular to help sway their decision. If they have a friend who is giving their input, add your two cents to the conversation. It helps people who are indecisive and could potentially seal the deal.

If they are not ready to purchase today, that’s ok. Let them know what other shows you will be doing this season, if you sell online, or direct them to your website. Let them know if you are local and other ways they can find you outside of this show. It will give them the peace of mind that they don’t have to rush their decision, and it makes you look like you aren’t desperate for their money. This shows your confidence that they will come back and choose your item, because it’s worth it.

Tip #3 – Have A Range of Prices

Having a range of price points is really helpful as a business owner. Not everyone can afford to splurge on handmade items on a regular basis. They may want to purchase that beautiful handmade hat so badly, but it’s just more than they hoped to spend. Maybe their budget is $25 rather than $40, so the equally beautiful headband at a slightly lower price point is just the right amount for the gift they needed.

If your buyer is looking at a scarf, you can let them know you offer hats or headbands that match that will make a nice set, for only x more dollars – this drives your customer to continue to shop and make a decision.

Having smaller price point items close to the checkout area, similar to big box stores is a great way to boost your sales. To be honest, I probably buy something in the Marshall’s check out line 75% of the time I go there because they have grab bag items for $10 or less. It makes it easy to throw it in your cart and take it home with you without feeling guilty about spending a fortune. Ways that I incorporate this to my booth is selling velvet scrunchies and crochet flower clips near my checkout space. The clips are $5 and they can mix & match colors to add to the knitwear they are purchasing today, or a hat or scarf they may already have. It’s a great way to add a pop of color or include a stocking stuffer if they are looking for a small & thoughtful gift. When they are checking out I say, “would you like to add a flower clip or scrunchies to your purchase today?” This gives the buyer a moment to think if they need or want anything else, take a peek at the lesser priced items, and make a decision, which will hopefully result in an increase to your sale.

 

Tip #4 – Educate Your Customers

I sell handmade knitwear, i.e – pom hats, headbands, scarves, etc. So at my shows I tell my customers that everything is 100% handmade – the labels, the faux fur pom poms, and the item itself. “The material is a wool/acrylic blend, the pom poms are handmade with faux fur, and the labels are made with faux leather. All are purchased through small businesses, so you are supporting a lot of people with your purchase.” People like to know where things come from and a little history behind the products. I go into more detail about how to wear the items, while modeling for my customer. If they are looking at a color that is popular that season I let them know it’s my best selling item/color – it helps them feel good about their choice if they are on the fence or having a hard time deciding on a gift. I like to include information on what designs are my own, that I also sell patterns and do beginner classes if anyone is interested in learning a new craft. I tell people this and I have signage within my display so people can ask me about where they can find more information. It’s also a good way to drive people to your website/shop/subscribe to your e-mail list. This gives them one more way to connect with you outside of the show you are doing and a way to find you again, potentially being a repeat customer.

Tip #5 – Be Confident in Your Product

When you are confident that your product is top notch, made with love, and you believe in what you are selling – your customers will see and feel that. You may not be the only one offering a product like yours, so you have to stand out in some way or another. People love to be told why your product is the best – so tell them! If they mention the price is too high or that they could make it themselves, (yes, people say this…), just smile and let them know you have spent many years perfecting your craft and they are paying not only for your product, but your skills. Not everyone will be your customer, and that’s ok.  It’s still great to recieve verbal compliments and make connections with people. Maybe they won’t purchase today, but they may be a customer in the future. You never know so always smile, be kind, and be confident in your product. Those who appreciate what you do will see it clear as day and show you by purchasing.

 

Putting yourself out there and selling your handmade items can be scary, but it can also be so wonderful! If you are thinking about selling in person, my best advice is to just do it. Start with a smaller one day show, see how you like it, and go from there. If you are already selling at shows and looking to increase your sales, incorporate these tips and you will be sure to be successful. If you found these tips helpful, please like, share, and comment below! I would love to hear your feedback and how these tips helped you in your business.

 

Cheers & happy selling!

Gianna