7 Ways to Give Craft Show Shoppers A Reason To Buy

As consumers, when we have a good reason to buy, we’re more likely to spend our money and feel good about it.

If we simply think something is nice, but we don’t need it, we’re less likely to buy.

So here are 7 common reasons craft show shoppers buy, so you can create products to appeal to them.

 

1 – A problem needs solving

When it comes to handmade products, the majority don’t solve a valid problem that drives consumers to a specific business.

For example, “I don’t have the right earrings to wear” is not a true problem that drives people to purchase from a specific jewelry maker. They know how to solve that problem; hop online or go to the mall and choose a pair of earrings from the thousands of options.

A true problem that attracts customers to YOU is one that not every business can solve.

You don’t need to be the only business solving the problem, but your business should be one of the few solving it.

Consider if your products currently solve a problem that other businesses don’t, or if you can create a new product or alter an existing one to solve a problem your ideal customer may be experiencing.

For example, a bath and body vendor may sell soaps, lotions and bath products. In the winter, their customers may deal with dry skin from the cold weather. To solve that problem, they may decide to create a moisturizing soap, a heavier lotion and moisturizing bath products.

Now the consumer has a reason to purchase from the bath and body vendor. If they were simply selling the same soap and lotion that were no longer cutting it in the colder weather, the customer is not going to buy more of the same soap and lotion.

Put your ideal customer top of mind and think about the specific problems they might be facing at this time.

 

2 –  Gift-giving

You can create themed products around gift-giving holidays such as Valentine’s Day, Mother’s Day, Christmas, etc., or for occasions that tend to happen during a certain time of year, such as weddings in the summer, graduations in spring, etc.

You may even offer the same products, but bundle and package them in a way that makes them more gift-worthy.

For example, a jewelry maker may take their best-selling necklace and its matching earrings and package them in a gift box so that it’s perfect to give as a Mother’s Day gift.

Again, consider your specific customer and the occasions they’re likely to need gifts for.

 

3 – Restock or replace

Anything that gets used up, expires or needs to be replaced regularly gives customers a good reason to come back to you and buy.

Some types of products fit under this category more than others, such as:

• Bath & body
• Candles
• Crafting supplies
• Cleaning supplies (e.g. jewelry cleaning cloths & solution)
• Food or drink
• Living art (e.g. plants, floral arrangements, living wreaths, etc.)
• Party decorations and invitations
• Stationery & office supplies
• Items that tend to get a lot of wear and tear (e.g. a belt that’s worn every day may need to be replaced every 6 months, or laptop decals that may get scratched up).
• Products that should be replaced for sanitary reasons (e.g. dishcloths or sponges, reusable cotton pads, etc.)

You have a great opportunity to make more sales if your product is consumable.

It’s also a good idea to inform shoppers how often products should be replaced. 

For example, a vendor selling skincare products may inform shoppers how handmade products don’t have as long of a shelf life because they don’t use harmful preservatives and educate how ingredients become less effective over time. 

 

4 – Change of season

If you sell products such as clothing or accessories, you should take advantage of boosts in spending due to the changing seasons. You could simply change the colors, patterns, or materials to match the season (e.g. pastels and florals in spring).

Scented products such as soap or candles can revolve around seasons too. Offering pumpkin spice in fall gives consumers a more compelling reason to buy than if you simply offer lavender, vanilla and lemon scents all year round.

Many people also like to lighten up their home décor for spring and summer months. Or offering a line of products for outdoor living could help you reach more customers. For example:

• If you sew pillows, try making a few in an outdoor fabric
• If you make candles, offer peppermint, citronella, or lemongrass scents to repel bugs when sitting on the patio
• If you make pottery, try a line of outdoor pots

 

5 – New trends

If your customer follows trends, be sure to stay on top of them by reading magazines, watching fashion runways, etc. and be ready to launch new products when new trends come out.

For example, if minimalist gold jewelry is starting to phase out and vibrant beaded designs are becoming popular, introduce a new collection that incorporates some bright colours and beads.

As a trend becomes more popular, you can fill more of your craft show table with it.

 

 6 – Occasions

Consider your customer and the types of occasions they may be celebrating throughout the year, then create a product launch schedule based on them.

For example, if your customer loves to host dinner parties, they may do so for Easter, BBQ season, Thanksgiving, etc. If you sell table linens, you may launch a new line of products for each major dinner hosting season or occasion.

Someone who sells accessories may introduce new collections as their customers need accessories for summer weddings, holiday Christmas parties, and outdoor music festivals.  

Explore the non-gift-giving occasions in your target market’s lives and consider if you should offer a new collection for any of them.

 

7 – Limited quantities

You may create a business model that trains potential customers to understand: you only make a select number of products, and once they sell out, they’re gone; you don’t restock them (until maybe next year).

It may be a material, print, scent, ingredient, or even customization (e.g. I only accept custom orders during X month).

Or, you may run unique promotions at each craft show (e.g. this craft show only, free bag charm with every tote purchase).

Be sure to communicate to shoppers that a product or promotion is limited so they feel the urgency.