If you've never been a seller at a craft market before, they can seem really daunting. There's so much to plan and think about, and so much uncertainty surrounding how they will go!
Every market (and every seller) is different, but here are some of my top tips for finding success as a craft fair seller.
1. Bring plenty of snacks and water.
According to Maslow's hierarchy of needs, these things should come first on the list of priorities for survival. So they're coming in first on my list, too.
Outdoor markets can be hot, and more tiring than they look. You definitely want to be in a good mood when potential customers stop by… so don’t make yourself hangry!
Plus, if things get busy, you may not get a chance to sneak away and buy lunch—so it’s always a good idea to have a little cooler or lunchbox with energy-packed snacks. Make a sandwich or a salad ahead of time, and bring a couple of bottles of water.
Oh, and it should go without saying, but… don’t bring smelly food! You don’t want to drive potential customers away by filling your booth with the aroma of hard-boiled eggs or tuna fish, however delicious they may be.
2. Bring a buddy.
Markets are a lot of work to set up and take down, and it can be overwhelming to make all those decisions by yourself. (Plus, sometimes you gotta go to the bathroom.) Don’t try to do it all alone… you’ll just end up burning out and never wanting to do another market again.
Bringing a buddy with you will also give you someone to talk to instead of awkwardly staring at your customers while they shop—or avoiding eye contact with them, which is just as bad.
If you can’t afford to pay your market buddy for their time, try to offer something as a thanks. Again, markets are a lot of work, and it’s a lot to ask someone to help out for free. Treat them to pizza and beers afterwards, or make a fair trade for some of your artwork.
3. Be friendly to your neighbors.
At markets and craft fairs, we can sometimes be right up in someone else’s business (literally). Be polite and make sure you’re not encroaching on others’ booths, whether with your stuff, your lights, your noise, or anything else. There’s nothing more annoying than having to be that guy who has to say, “Hey, move your shit off my spot.” Don’t make other people be that guy. It’s easy to have tunnel vision and be thinking only of your booth, your space and your sales, but remember that everyone else wants to have a successful market just as much as you do.
Apart from just basic human decency, being a good neighbor can go a long way! When all the vendors in an area feel relaxed and comfortable, people walking by will pick up on it. More sales for everyone is much better than manufacturing a weird competition that doesn’t exist.
And, as a bonus, some of the best connections I’ve made in the art world have been at markets. By being friendly with your market neighbors, you can make friends who will hype you up and even connect you to more markets in the future.
4. Bring what you need… but don’t bring too much stuff.
This will take some time and a few practice runs to figure out, but knowing what you really need to bring and leaving the rest behind will save you a lot of trouble. For me, this usually means:
Enough inventory to cover my table, plus around half a table’s worth of replacement product (in case I sell out of some things, or want to reorganize my display)
Price signs and display containers for every product
Tablecloths, lighting, a banner with my logo, and anything else to elevate the “vibe”
Plenty of change
My iPad with a Point of Sale app for tracking purchases (I use the free Square app)
Chargers and an extension cord (if there is electricity provided—if not, a power bank)
An “office” box with assorted supplies I might need (scissors, tape, extra price signs, markers/pens, zip ties, blue tack, display hooks…)
I pack all this in clear boxes, and try to keep similar items together so I can find them easily. There are lots of lists you can find online that tell you what you should bring to a craft fair (I'm working on my own list to share with you!) but the only way to really know what you need is to try a couple of markets and see for yourself.
5. Test out your display at home first.
By far the most stressful (but still fun) part of markets for me is setting up my booth. No matter how early I arrive, I’m always scrambling to get things done.
That’s because I’m a dummy who doesn’t usually know how I’m going to set things up until I’m actually there. Don’t be like me. The few times that I haven’t been a ball of stress the morning of a craft fair, it’s because I took the time to arrange my booth in the days or weeks leading up to the event. And I don’t just mean in my head or on paper… because that rarely looks like the real thing. I mean actually taking the time to make my kitchen table look like the actual market display I want to have.
Does it take time? Yep. But it’s time well-spent, because I can play around with the little details to make them just right before the big day. Oh, and don’t forget to take pictures of your at-home display, so you can reference them later!
6. Make sure your prices are visible.
This might just be a personal preference, but I’m the type of shopper who hates having to ask the price of something. If I can’t find the price of something, I’m just not going to buy it. I never want my potential customers to do the same thing, so I want to make sure that the prices of all my products are easy to find.
This might mean making a pretty sign to display on the table next to the product, or it could be as simple as putting a sticker on the back. Another option might be to have a menu-style price list on display somewhere, so your customers can see all your prices at once.
If for some reason you don’t want to have your prices on display with everything else, you can always do a price list in a binder that people can flip through.
7. Have a “market-exclusive” deal or prices.
Offering—and marketing—a special price or discount that is exclusive to your markets is a great way to entice people who are fans of your work online to come and see you in person.
Some examples of market-exclusive deals I’ve had before:
Buy 3, get 1 free for all stickers, pins, and magnets (I do this at almost every market!) BOGO deals are a great way to get people to spend time looking through everything you have to offer. If they like one sticker, but they can save money by finding a few more, usually people will spend time doing just that!
Lower prices for original art, or other large pieces that cost me a lot in shipping
A 50% off “clearance box” where I put all my old discontinued product. People love looking for treasures here!
8. Use different levels of height in your display.
Anyone else remember the episode of Seinfeld where Kramer has a revolutionary new idea for the layout of his apartment? He wants to reorganize the whole thing into LEVELS. And while it was maybe a flawed concept for an apartment, I always hear Kramer’s voice in my head when I’m setting up my market stall… LEVELS!!
Most stall spaces aren’t very spacious, so it’s up to you to use the space as economically as possible. That means putting things not just on the table, but above it and below it, too. Put your most eye-catching products up high, where people will be able to see them from afar. Your bestsellers should be right at eye-level, and if you have things that are made for kids, put them down low where they can be seen.
There are lots of ways to get creative with levels—I use grid walls, stacked wooden crates, and a collapsible bamboo shoe rack that makes a great portable shelving unit.
9. Bring something to work on during downtime.
If you’re anything like me, there will probably be times during a market where you find yourself… wondering what to do with your hands. You’re all set up, people are starting to come and browse, and now you’re just… sitting there.
Bringing something to work on will keep your mind from spiraling into anxiety about why you aren't making sales every 30 seconds. If you bring something creative, it's also a good reminder of why you're there in the first place!
Plus, people rarely like to be stared at while they shop, so it’s good to give yourself something to do other than scrutinize your potential customers. If you can bring your craft along with you (like knitting or drawing), that’s perfect—people like to see the art in the making! It puts some context into what they are buying, and they can see all the hard work that goes into your process.
But don’t get so involved in what you’re doing that people don’t want to interrupt—make sure that you can set it down at a moment’s notice to answer questions or complete a sale. Bring something that says “I’m always creating.. but I’m also approachable”. And don’t stare… it’s weird, and it makes people want to leave.
10. Make it easy for people to find you after the market.
I never consider a market to be a waste of time or energy, even if I don’t make any money. Why? Because (if you do it right) it’s one of the best marketing strategies there is! You get to see with your own eyes, in real time, how people react to your work.
While this can be humbling at times, it is super valuable if you pay attention! What are people stopping to look at? Do they buy it? If not, why not? Maybe the price is too high, or they find something they like better. If you can figure out how to answer these questions, you can adjust your future plans accordingly… Whether that means decisions about what products you offer, how you style your booth, or where you set your prices.
But best of all, markets are the perfect place to show off to the world what you have to offer… and make sure they know where to find you later. Have a big banner with your business name (and maybe social media info) someplace super visible. Print out a QR code that, when scanned, leads people to your website or wherever you want them to land.
Even if people aren’t looking to buy that day, anyone who takes the time to connect with you at a market is a potential customer for the future. Make sure that event isn’t their only chance to buy from you... it's just a starting point!
Most of all, remember... markets and craft fairs are what you make of them!
There are so many benefits of participating in markets. If all your focus is on the money you make, I'll be honest... you might be disappointed. Markets can be hit-or-miss, and it can take time to find the right markets for your work.
I've had markets where I can pay a whole month's rent with one day's earnings. I've also had markets where I barely break even on the booth rental. Even after three years, I'm still figuring out my craft market strategy... but I'm always excited about trying out a new one, and they are always a ton of fun.
So, have fun, find your confidence, and meet some awesome new people! And if you need any other advice about in-person selling, I'm always here to help.
Love, Rosie
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