Tips for a successful craft fair

Last fall, I had the opportunity to sell my crafts in Apple Hill, California. This was before I had opened my Etsy shop and it was a great learning experience for me. I'd love to share with you a few tips and tricks I learned during the month I hosted a craft booth.

F.A.Q.'s

• Do I need a tent? It's not essential but is quite useful. Especially if you sell handbags or other textile type crafts, a tent is an excellent way to hang your crafts. You don't need (and probably can't have) a tent at an inside craft show. Tents run about $75 - you can find them at Wal-Mart, Longs Drugs, Rite Aid, Kmart, Target ..........(do some comparison shopping before you dish out all that cash)
  
• What sort of display equipment should I invest in? If you plan on hosting a craft booth multiple times, I suggest investing in nicer equipment. However, there are certainly ways you can make use of everyday household items without spending too much on stuff ya don't need.
  
• How many tables do I need? It depends on what sort of crafts you are selling. If you sell jewelry, you probably will want to have about 3 tables (5 ft long - or 6 approx. card tables) Otherwise, your display might consist of one table and a few shelves, a grid or a clothing rack.
• How should I arrange my booth? Make sure you put your best product up front. Observe which direction your customers are coming from and what side of the booth they often visit first.
  
• How much does it cost? Craft fairs range anywhere from free (it's true!) to hundreds of dollars. If you contact tourist attractions in your area, they are often willing to allow craft vendors to purchase a booth for a fair price. Check your local newspaper, fairgrounds and other public city events for great deals on craft shows. Some shows may required you to have a resale license or show some sort of tax information.
  

How to attract customers to your booth

If you have colorful, sparkly, shiny or big products - put them up front to attract customers. A colorful tent attracts customers.

Carefully plot out the layout of your booth before you set up. Layout is extremely important because it determines whether or not your customer feels comfortable approaching your tent.

DO not create a layout where customers must walk into your booth - they are less likely to stay and chat because walking into a booth requires commitment and customers are often intimidated. DO use a layout in which customers can quickly and effortlessly browse through your jewelry while passing by. This way your customer will see what he or she likes, and possibly by it. Whereas if a customer has to make effort to enter your booth instead of just glance by - they are less likely to take a closer look at your products.

Again, a booth where customers do not have to enter also means that your products are upfront, accessible and easy to look at.

A warm inviting smile is always the best way to invite customers into your booth. Say "hello! How are you today? Enjoying the weather? Where are you from?" or something to that effect to engage your potential buyers in conversation. Customers love friendly service! Another reason friendliness is always best is because while engaged in conversation, your customers must stay around longer and chat, all-the-while enjoying your products.

If you spot potential buyers interest in your product:

• Remind him or her that you have a mirror and if he/she would like to try something on, feel welcome!
• Explain to him or her what your product is made of, describe what inspired you to make it, tell any interesting facts that might be relevant to the product he or she is interested in.
• Go out of your way to answer questions and make suggestions about what he or she might like.
• Ask what he or she is looking for, if there is anything in particular that they may be looking for. If he or she is looking for something specific or a gift, ask what colors or styles they might like.
  

Pricing
Often times at craft shows you will find customers think that it's ok to haggle. If you feel comfortable haggling - feel free! Be sure that your handmade items are going to be appreciated. If a person is haggling too much, feel free to say "no, sorry, but that took me forever to make"

I always suggest that sellers carefully watch and listen to customers talk amongst themselves. Do not be offended when you hear people say, "would you look at these prices, I could make this for less." it's not uncommon that you will hear this. Unfortunately there are people who do not appreciate artisan crafts for what they are. However, if you take into consideration what the majority of people say and how they react to your prices, you can get a good idea of where your price range should be. You may see customers pick up your product and quickly put it back down after seeing the price- this is a common indicator that your price might be too high.

Know who you're selling to. A certain event attracts a certain social-economic crowd, so adjust your prices accordingly.

Always make sure you make money. Just because you are a nice person doesn't mean you need to give stuff away. Keep record of how much it costs to make your product and be sure to include the time it takes to make and the time you spend at the craft fair selling it. Don't get ripped off!

Cash Handling
Make sure you come with plenty of change. Customers usually hit the ATM before they come so you'll be getting plenty of 20's! Make sure you have plenty of 10's, 5's and 1's. If you keep your prices at even dollars, you wont have to handle all that change!

Always have a safe place to put your money. You can buy an inexpensive cash box for about $10 or just a simple money bag - either way, you need to have somewhere (preferably locked) to put your cash. ALWAYS keep your eye on it. Put it under the table or somewhere hidden and make sure you know where it is at all times.

Promotion
If you have an online shop, make sure you hand out business cards with every sale you make and hand them to potentially interested buyers or other crafters who would like to network. This is the best way to spread word about your website.

Also, make sure and walk around to see what other crafters are selling, what their prices are and see if they also have a website. It's always fun to meet other crafters and network with them. This is also how you might hear about other craft shows you'll want to attend!

Personal Needs
While spending the day at a craft fair sounds like lolly pops and gum drops - it's hard work!

• Don't overestimate your stamina. Make sure you bring plenty of water, and snacks.
  
• Don't waste money buying food at the craft fair because it tends to be expensive and very very overrated. Bring a sack lunch from home to save some money.
  
• Also, make sure you bring a chair! You will have to sit down.
  
• Bring someone along for company, and if you can't bring a project - knitting, sewing, beading or a book. You might get bored if things get slow.
• Bring sunglasses, sunscreen and a hat - tents don't always protect you from the sun.

Happy Crafting!!!