If you’ve sold at a craft show before, you’ve probably noticed those “IT” booths.
They have a steady stream of shoppers in their space all day. The handmade products they sell have a unique vibe, their display is on-point, and the vendor looks relaxed and confident.
You’ve likely also noticed that it’s not one category of product that’s consistently the most popular.
So if you’re looking for the most popular product to sell at a craft show, as in jewelry, mittens, or art, there isn’t an accurate answer because…
What sells best at a craft show has less to do with what’s being sold and more to do with HOW it’s being sold. Which is why the article teaches you how to turn any product into a bestseller at a craft show.
But first, we can explore some of the more popular products that are sold at craft fairs.
Consumers are becoming more and more conscious of what they buy. They consider the impact an item will have on their budgets, the environment, and their physical and mental health.
They don’t need more junk filling up their lives.
I know you’re not selling junk, however, it’s important to think about the purpose your products are serving.
Are you making keychains just because you’re capable of making keychains? Or are you making keychains because they’re for a specific target market, there’s a void in the marketplace for them, and there’s actual demand?
Just because you can make something, doesn’t mean you should.
Consider items that serve a bigger purpose in your customers’ lives. These are the items that tend to sell better than others.
- Help craft show shoppers do their part to save the planet
- Reusable wax food wraps
- Reusable paper towels / facial wipes
- Wool dryer balls
- Bring craft show shoppers joy
- Customized family portrait paintings
- Pet portraits
- Personalized jewelry
*Personalized or customized items can be sold at a craft show. Here’s an entire article explaining how: HOW TO DISPLAY & SELL CUSTOMIZED ITEMS AT A CRAFT SHOW
- Bring craft show shoppers comfort
- Candles / diffusers
- meditation pillows
- Bath products
- Keep craft show shoppers safe
- Hand soap / sanitizers
- Cleaning supplies
- Fill craft show shoppers’ tummies
- Soup mixes
- Dips / sauces / marinades
- Drink mixes
- Keep craft show shoppers entertained
- Gardening tools and accessories
- DIY gardening kits
- Potted plants
- Help craft show shoppers entertain
- Table decor
- Table linens
- Pottery / dishware
- Bar accessories
When deciding what to sell at craft fairs, you also want to consider:
EASY TO CARRY PRODUCTS
People shopping at craft fairs and markets don’t know what they’re going to find. So they’re not typically prepared to haul something around for the rest of the day.
If you’re selling handmade goods at a farmers’ market, where people are out on a nice day to buy a few groceries and maybe wander around, be sure to offer items that aren’t too heavy or large.
If all of your items are heavy and/or large, consider offering options for them to pay now and pick up the item later.
Perhaps you’re willing to set the item behind your table and have them come grab it at the end of the event, or you may allow them to stop by your home or studio to pick the item up another day. Or, if you sell large expensive items, such as original art, you may be able to work delivery fees into your prices and drop items off at customers’ homes in the days following the event.
EASY TO PURCHASE PRODUCTS
Products that sell best at craft shows are also ones that are easy on the budget.
That doesn’t mean high-priced items don’t sell well, but it’s an easier leap for a shopper to take when going from not planning to buy anything to spending that $20 bill that’s in their wallet, versus not planning to spend anything to dropping $100 plus.
Consider lower-priced products you can sell (and profit from…covered in an upcoming point). They may be the main product you sell, or be add-on or down-sell products.
You may find the following articles helpful:
Products that are trending will always catch shoppers’ attention and help you make sales.
The important thing to remember when selling trendy products is that you’ll constantly have to be changing your products.
If you’re interested in selling trends, check out:
You’re selling at craft fairs to make money. So at the end of the day, you could be selling the most popular product in the world, but it doesn’t matter unless it’s profitable.
Before you decide upon a product, take a hard look at your numbers (THE SUCCESS PLANNER will help you do that) and ensure selling it will leave you with a healthy profit.
WHAT CAN I MAKE & SELL AT CRAFT FAIRS?
As mentioned, it’s important not to make a product simply because you can.
There’s enough jewelry, soap, and knitted goods being sold at craft shows. You want your products to stand out.
That doesn’t mean you can’t sell jewelry, soap, or knitted goods. It means that you need to find a niche; a reason to be another jewelry/soap/knitted business coming on the scene.
Shoppers can find beautiful jewelry anywhere; what’s different about your beautiful jewelry?
But first, determine who you want to sell to and get to know them really well. Check out HOW TO FIND A GOLDMINE OF CUSTOMERS. Knowing who you’re targeting is THE most important step when starting a handmade business.
HOW CAN YOU SELL MORE AT A CRAFT SHOW?
Anyone can have the best selling product of the day, regardless of the category they’re selling in.
I’m an observer and whenever I’ve been at a craft show, either vending or shopping, I pay close attention to ALL vendors. I’ve seen everything from rice heating bags and cozy crocheted scarfs, to food shaped jewelry and quirky cards draw a constant crowd.
Besides, you’re not really looking to change what you make are you? I’d bet you’re just looking to sell more.
The most popular booths at a craft show have one thing in common:
A STRONG IDENTITY
>> They’re not displaying 50 different products in 20 variations, just in case someone isn’t a fan of their first version. They’re proudly showing off their style, even if it’s different, quirky, or edgy and aren’t worried about it not being a fit for everyone.
>> They’re not confused when it comes to their brand. They’ve built a craft show display based on what works for them, their business and their customers. Their brand’s personality and style are splashed across every element of their space. From their signage and photos to their tablecloth and display fixtures. (You may be interested in: HOW TO BRAND A CRAFT SHOW BOOTH)
>> They’re not hiding behind their craft show table, using pushy tactics to move product or looking desperate for a sale. They’re authentic and have a way of talking about their handmade products that garners interest and makes shoppers feel comfortable enough to stick around and ask questions. They know the identity of their business and they’re confident in their direction.
If that’s not you already, it easily can be.
Check out the 3 FACTORS that make a bestseller at a craft show.
BESTSELLER FACTOR #1 – THE PRODUCTS
Your handmade products are obviously the start of your craft show booth or table. They’re what your signage, fixtures, props, etc. revolve around. If you don’t have your products right, the rest of your display won’t matter.
It’s not necessarily about selling a “popular” product.
Jewelry, soap, and crocheted items are often prominent at a craft show but just because someone sells under one of those categories doesn’t mean they’ll sell out.
It’s about selling a unique product.
Which starts by narrowing down your selection and knowing your ONE message, aka your USP.
Not sure what your USP is or how to define yours, check out:
Once you have that down, you can broaden your selection (just a little bit!) to include more price points and increase your sales.
A) DON’T OFFER TOO MANY OPTIONS
One of the most common mistakes I see craft show vendors make is trying to offer too much. I totally get it. I started doing craft shows years ago and have sold everything from pajamas and aprons to a wide selection of purses.
We’re creative people and we want to show off and nurture that creativity by trying to make a hundred different things. But I know from experience, as fun as it may be to go crazy with product selection, your sales can majorly benefit when you reel it in.
You can still get creative with a limited product line. That creativity just becomes more focused. You focus on one category of product, or even one type of product, and then you get creative under that category or type of product by creating collections.
It’s like coloring; when you were young, you scribbled inside, outside, and all over that line. But as your skills improved, you began to color mostly inside the line. As they improved even more, you began playing around with more advanced techniques like shading and creating your own lines within the line. And if you keep growing your coloring skills, you eventually don’t need the lines to guide you.
Coloring doesn’t become less fun when you stop scribbling outside the lines and start using appropriate colors for the subject; it just turns into a different kind of fun 😉
Some of the more successful craft show booths I’ve come across sell one product and one product only. So don’t be fooled into thinking smaller selection means fewer sales.
But that’s definitely not to say you can’t be successful selling several products. They just need to all have a similar message.
The cons of selling too many products are:
- You become a bit of a Jack of all trades, master of none. Focusing on 1 – 5 types of products allows you to master them. People begin to see you as an expert in your field because you spend all your time researching, designing, making, and selling one particular type of product. This leads to:
- Increasing your prices
- Creating a name for yourself
- Encouraging repeat customers
- Your products become less profitable. Each time you need to switch tools, patterns, materials, etc. you lose time and become less productive. When you’re focusing on one product you can pump them out much quicker and more efficiently, which means more profit for you!
- It’s harder to create an effective craft show display. You don’t have a lot of room at craft shows. When you have too many products that are all different, you have to find a way to fit them all on your craft show table. Narrowing down your selection allows you to have more fun with your display and communicate a message as opposed to worrying about how you’re going to fit everything in.
- You’re competing with more vendors. When you make an item like soap, you’re competing with every soap vendor for sales. If you get specific and narrow your products down to soap for dry skin, or soap for bridal party gifts, or soap for dogs, you’re competing with fewer businesses…especially in the handmade world. When people need soap for dry skin, bridal party gifts, or their dog, they’re coming to you, not the guy who makes not-sure-what-type-of-skin-it’s-for soap.
- You don’t have time to focus on other areas of business. There’s a lot more to a successful business than making product. Your branding, marketing, sales channels, connections, customers, etc. need your attention too (a well-rounded guide to all the areas of business you must address can be found in HOW TO SELL HANDMADE BEYOND FRIENDS & FAMILY. For help organizing the tasks that fall under each area, check out THE SUCCESS PLANNER). Instead of spending your time learning a new technique, drafting a new pattern or perfecting another new product, you can spend it nurturing other areas or your business.
Instead of creating a wide range of products for people to shop (e.g. jewelry and paintings and wreaths and pillows), have your products serve a specific purpose and create collections within that purpose.
For example, the purpose of products created by a business may be to help people decorate their walls. Instead of coloring outside the lines and helping them decorate their front door, and dining table, and couches, they’d stay within the lines and create collections for walls. There may be a kitchen art collection, bathroom art collection, and bedroom art collection. Or perhaps a cat-art collection, dog-art collection, cow-art collection, etc. Or a black and white art collection, monochromatic red collection, monochromatic blue collection, etc.
Creating product collections allows you to create a connection between products, so they’re more likely to be purchased together (jewelry and art aren’t likely to be purchased together). As well as add variety to what you offer, without adding confusion.
How do you know if you’re currently offering too many products? Check out: HOW TO KNOW IF YOU’RE OFFERING TOO MANY PRODUCTS
B) GIVE SHOPPERS A REASON TO BUY YOUR PRODUCTS
Chances are, you won’t be the only one selling under your category at a craft show. Even if you have a unique product at an event, shoppers will likely be able to find it online or have maybe seen something similar at another craft show.
This means your handmade products need to catch shoppers’ attention and immediately let them know why they should buy from you instead of the person down the aisle or the business they follow on Facebook.
As mentioned in the last point, it’s okay to sell several products, but they should all have a similar message.
Things get a little complicated when you start offering a wide variety of products appealing to a wide variety of customers.
For example, if someone selling handmade bath & body products offers: soap, face wash, eye cream, moisturizer, face masks, body scrubs, bubble bath, shower gel, hand cream, and foot cream, they could still have a clear message…..if those products share a theme.
Maybe they’re all for someone with dry skin. Or centered around a scent, like lavender, for people who love lavender essential oil because it helps them relax before bed. Or maybe the ingredients of their soaps are the main focus and each one incorporates goats milk. If every product they offer shares one element (e.g. “for dry skin”, or “lavender-scented”, or “made with goats milk”), it creates a cohesive theme.
When the vendor starts making those 10 handmade products for a range of skin types, in different scents, and is all over the place with ingredients and techniques, the message starts to get a little muddy.
*If you sell soap, you may be interested in this article: COSMETIC LABEL LAWS FOR HANDMADE SOAP or if you knit or sew TEXTILE LABEL LAWS or if you package your handmade products PACKAGING LAWS and general laws almost every business must follow, big or small LAWS FOR SELLING HANDMADE. And yes…they apply to you, even if you only sell a few items at a craft show once a year 😉
If I walk past a booth and notice a bunch of products for dry skin, I’m stopping dead in my tracks and heading over.
This vendor is obviously an expert at what they do, understands my problems and has solutions to offer.
If I walk past the same booth and they offer products for dry skin AND ones for oily skin, sensitive skin, normal skin, aging skin, etc. I would start to wonder if this vendor really knows about dealing with dry skin. (Again: LABEL LAWS FOR HANDMADE SOAP if you’re interested:)
Unless they have years of experience under their belt and proof to back up their expertise, call me skeptical.
Although their reason for offering so many handmade products may be to appeal to more craft show shoppers and sell more product, they may actually start to miss out on sales.
Here’s how offering too many products impacts shoppers:
- I may not even notice they have products for dry skin because they get lost among the selection.
- The space may even look a little cluttered and overwhelming and start to cheapen the value I put on their handmade products.
- I start to question the vendor’s authenticity; how can they possibly know how to deal with all those skin conditions? Do they really understand my type of skin?
- If they haven’t perfected each formula and I get that face wash home and it doesn’t help my dry skin, I’m not going back to purchase more.
- I may have a hard time purchasing more than one product because their selection of products for dry skin is minimized in order to fit all the other types of products on the table.
If you’re wondering if you offer too much selection, check out HOW TO KNOW IF YOU’RE OFFERING TOO MANY PRODUCTS and consider this:
Can shoppers easily describe your handmade products to another person?
People take in a lot of different vendors at a craft show so it’s unlikely they’ll remember your business name. If they had to describe your business to the event organizer or a friend they wanted to visit your booth; what would they say?
The one selling the _____________________.
If they can only fill that blank in with is one word (e.g. jewelry, scarves, soap) because there isn’t ONE defining feature among all your products, you DON’T have a clear message.
What kind of jewelry, scarves, or soap are you selling? The colorful statement jewelry, the chunky knitted scarves in soft colors, the skincare products for dry skin, etc. are examples of a defining feature.
The more descriptive and focused you can get, the better.
If you can’t define your signature style, or are pretty sure you don’t have one (i.e. you make a bit of everything), check out: HOW TO DEFINE A SIGNATURE STYLE FOR YOUR HANDMADE BUSINESS.
Once the main message is chosen, it makes it much easier to start building collections that appeal to the other needs customers have.
For example, once a vendor has decided on skincare products for dry skin, they can address the different issues or needs someone with dry skin might have; washing their face, moisturizing, exfoliating, etc. These become clear product collections for the vendor.
Collections are going to help strengthen your message, create an impactful craft show display and make it easy for people to shop.
C) HAVE PRICE POINTS THAT ENCOURAGE MORE SALES
Once you’ve drawn shoppers over to your craft show table or booth, the other important aspect of making sales is giving shoppers an entry point to become new customers.
Lower the risk and the level of contemplation needed.
How long do you take to think about a purchase when the item is $5 versus $100?
The more an item costs, the more contemplation it requires.
If your handmade products are higher price points, consider adding a few lower-priced products into the mix. It will help by:
- Preventing shoppers from heading to the next craft show vendor because they can’t find something they can afford.
- Giving people an easy and low-risk option to test out your products.
- Adding the option for shoppers to buy that day, rather than buying nothing because they want to go home and think about it.
- Allowing shoppers to spend more if they want to. If they can afford the more expensive option, they’ll likely spend the extra money. If you don’t have a more expensive option, they can’t spend more money.
- Increasing perceived value; lower price points can show shoppers how much more they get for a small increase in price.
Most of the shoppers you encounter at the event will be hearing about your business for the first time. You can’t expect them to jump right into a full-blown, trusting relationship with you…you have to ease into that.
Think about when you meet a person for the first time. You like them and would like to get to know them better. Are you more comfortable giving them your number or committing to a weekend getaway with them? Giving out a phone number is a comfortable next step for most.
Think of craft fairs and the shoppers in the same way. Most people won’t be ready to jump into a big commitment.
Don’t aim to unload your most expensive items on the majority of shoppers that visit your space. Instead, use craft shows as a way to introduce your brand and products to new people.
Your most expensive products may sell well IF you’re vending at a craft show that targets your exact market, competition is low in your category, you’ve invited your existing customers, and your higher-end product is your most popular product. But most situations will require you to stock up on lower-priced goods, offer a good selection of mid-priced goods, and have a smaller selection of higher-priced goods.
When creating new price ranges to offer, you don’t have to reinvent the wheel or invest a ton of time/money into new handmade products. Here’s HOW TO CREATE AN ENTRY-LEVEL PRODUCT FOR YOUR BUSINESS.
BEST SELLER FACTOR #2 – THE CRAFT SHOW DISPLAY
A strong craft show display is essential. If it doesn’t attract shoppers, it doesn’t matter what you have on that table; you can’t bring in your top sales.
People see your display from a distance and it’s their first impression of your business. If they can’t see anything because your products are laying flat or they see you but your display gives off the wrong vibe, they may not bother stopping at your craft show table.
It’s not about being over the top or flashy. It’s about creating a cohesive look your ideal customer will be drawn to as soon as they walk in the venue.
A great display will:
- Catch shoppers’ eyes
- Have a clear message
- Increase the value of your products
- Help the shopper imagine your product in their lives
- Make it easy for people to shop: products are set up to create a flow of traffic (even if the space is a 6-ft table), display fixtures encourage people to pick items up, low-end price range items are near the “cash desk”, etc. Here’s how to create that flow and image examples: CRAFT SHOW LAYOUT TIPS
- BONUS: Encourage purchases after the craft fair. Consider using this trick to save on printing costs and keep your business cards out of the trash. And this technique to put the ball in your court.
A) YOUR DISPLAY MUST BE BRANDED
The difference between being just another jewelry, scarf or soap vendor at a craft show and being THE jewelry, scarf or soap vendor, is branding.
>> Non-existent branding makes your business less memorable.
>> Bad branding can make shoppers remember your business for the wrong reasons.
>> And good or great branding will help shoppers remember your business and encourage more sales.
Think of branding this way:
Imagine being served an amazing meal in a horrible restaurant. Sure the food is good but if the restaurant is dirty, the server is rude, and the atmosphere is uncomfortable, it kind of ruins the whole experience. No matter how good that food is, you’re not likely to go back, tell friends to check it out, or remember it next time you’re thinking about great places to eat.
Now imagine that same meal served in a trendy restaurant where the servers are funny and friendly, the music is upbeat, and the atmosphere feels like you’re at a dinner party with a bunch of friends. You’re now willing to pay more for that meal, can’t wait to go back, and are telling everyone you know about this “trendy new restaurant downtown that’s so much fun!”
Branding tells shoppers who you are, if you’re a fit for them, and why they should buy from you. If your branding doesn’t appeal to your ideal customer, you may be missing out on sales at the event and many more sales that could be coming in after.
Imagine the soap vendor again. Let’s say they’ve nailed their message (bath & body products for dry skin), collections, and price points.
Their products appeal to me, their ideal customer. But, I may miss their space entirely, decide to skip it, or stop in but leave without purchasing, if their branding is off.
I’m going to be looking for tables that have a look I’m attracted to. I’m going to connect with a business if they put a value on the same things I value and share certain interests. And I’m going to listen to and buy from a business owner who’s speaking my language when it comes to #dryskinproblems.
If I’m their ideal customer and I’m attracted to light colors, modern and feminine styles, quality, and a bit of sophistication over fast, cheap, mass-produced products, they can brand their space based on that information.
Their product labels and packaging may be clean and modern looking. Their tablecloth, signage, and props may all be white and crisp. They may add a feminine touch to their space by creating a vanity vignette; helping me imagine their skincare products sitting on my vanity, making me feel sophisticated as I apply them each night.
These elements may not seem that important when you have a great product but it’s just like that restaurant. If most of the elements are good: the food, the atmosphere, the location, etc. but the server is rude, it makes you question how great the business and food actually are and if you’re willing to spend your money there again.
You need a clear definition of your brand before you start designing your craft show display. It’s an extension of your message, so start there.
Check out: HOW TO BRAND A CRAFT SHOW BOOTH
B) KNOW YOUR MESSAGE
Your business’ message is basically telling consumers WHY you exist. Why you decided to start an art, jewelry, soap, or handbag business when there are already countless options to choose from.
If you don’t know why consumers should buy your products over another business’, other than them being “your designs” or “made with love by you”, they won’t know either and they won’t spend their money with you.
Determine why you started your business, the hole in the marketplace it’s filling, and what you do differently and better than other businesses selling a similar product.
You’ll find help with defining your MESSAGE in the free email course: 5 DAYS TO A STANDOUT DISPLAY. Learn more about the FREE course here.
C) KNOW YOUR STYLE
“Your style” is actually less about you and more about your potential customers. What’s THEIR style?
When you think about the style you bring to the table with your products, you may end up defining a style that no one else identifies with. E.g. “eclectic and quirky, for people who like to have fun and make a statement.”
But not many consumers would use a description like that if they were asked to describe their style. We tend to use the categories or boxes that are already defined by society. E.g. modern or vintage, feminine or masculine, classic or trendy, sophisticated or casual, etc.
As a consumer, I’d define the style I’m attracted to as:
Clean, simple, and feminine.
That may translate into:
- Clean and simple – an uncluttered craft show display, only using one or two colors, modern fonts used in signage, etc.
- Feminine – delicate details, touches of soft colors, florals, or bows, or ruffles, etc.
Your craft show display should tell shoppers whose style you’re appealing to.
I’ll help you define the STYLE aspect of your display in the free 5 DAYS TO A STANDOUT DISPLAY email course.
D) KNOW YOUR STORY
Your craft show display should also tell a story and help shoppers imagine who will use your products, where they’ll use them, when they’ll use them, and how they’ll use them.
A skincare line may be for “a little piece of luxury at the end of the day” when customers can lock themselves in the bathroom and take 15 minutes to complete their skincare regime. Or it may be on-the-go skincare; for customers who want to look put together but don’t have 15 minutes in the morning to get ready.
One craft show display may tell the story of luxury at home by creating a vignette with the skincare line displayed on a beautify gold tray, with a small bouquet of flowers in, a soft towel folded next to the tray, a spa-like candle creating atmosphere, and a free-standing vanity mirror.
The other craft show display may say “on-the-go” with a purse sitting on the table with a matching cosmetic bag in front, with the on-the-go beauty products spilling out. Signage may point out how getting ready is as easy as 1-2-3 and the 3-step process shown on the table with groups of products for each step.
Think about the story you want to tell, the picture you want to paint with your display, and how you want shoppers to imagine using / wearing / displaying / applying / consuming / gifting / etc. your products.
You’ll find help with uncovering your STORY in the free email course: 5 DAYS TO A STANDOUT DISPLAY.
E) CREATE A WOW FACTOR
Something in your display must grab attention. Your display will be a busy room, with lots to see. Many craft shows are so big, there isn’t enough time for shoppers to stop at each booth. So yours must grab attention from across the room and make shoppers feel it’s a booth they have to stop at before they leave.
There are several ways to do that.
You don’t need a big, flashing, neon sign to catch the eye. It can be done in a more subtle way that’s in-line with your brand.
You’ll find 10 ideas and examples in 5 DAYS TO A STANDOUT DISPLAY
BESTSELLER FACTOR #3 – THE PERSON
Last but not least, the person standing behind the table has a huge impact on sales at a craft show and whether your products sell better than any other at the event.
Getting to meet the vendors is one of the big reasons people shop at a craft show. Let them see the interesting person behind the handmade products.
Remember that Seinfeld episode where Jerry finds out the guy who runs the tennis shop, Milos, can’t even hit a tennis ball? Jerry was once willing to spend $200 on a tennis racket because Milos recommended it, and he’s a pro. But once he finds out Milos can’t even play tennis, Jerry feels duped and is unwilling to shop at his store anymore.
If your products say trendsetter but you, the vendor, don’t dress or speak in a way that also says trendsetter, shoppers will begin to question the authenticity of your business and products.
Consider the following aspects when it comes to you selling your products:
A) YOUR LOOK
You are a part of the brand and you want to ensure you dress the part on craft show day.
I know you’re likely tired and have stayed up half the night getting ready for this day but don’t let that stop you from putting effort into the way you look.
Birds of a feather flock together
If you can put together a look that would be similar to one your ideal customer would select, you’ll have an even easier time attracting them. You’ll also strengthen your message.
Check out WHAT TO WEAR TO A CRAFT SHOW TO BOOST SALES for more tips on choosing an outfit that helps you sell.
B) YOUR CRAFT SHOW SELLING STYLE
Have you ever been around a salesperson who makes you feel uncomfortable? What does it make you feel like doing? Sticking around and chatting or getting out of there as quickly as possible?
So many craft show vendors are worried about coming off as a pushy salesperson that they figure it’s better to leave the shopper alone than start a conversation.
I worked in retail for years and the sales associates with the (consistently) best sales numbers weren’t selling geniuses. They simply followed a formula with each shopper and left the pushy tactics at home.
Very few people actually enjoy selling. But if you simply allow people to shop your booth and don’t speak up, you truly are leaving money on the craft show table.
People shop at craft shows because they want to find unique items made by unique people. They want to be able to boast about the cool handmade products they bought and the interesting stories behind them.
You’re actually TAKING AWAY from their shopping experience if you quietly sit behind the table and don’t explain your handmade products.
We all want to have interesting things to talk about. Let your products be the topic of conversation and give your customers something to share once they leave your craft show table. It will also turn them into your personal promoter among their friends.
No matter what you sell, you can find an interesting angle that makes talking about your handmade products a breeze and also helps you sell more.
You need to uncover your unique selling position (USP) and find a way to communicate it to shoppers in a natural and interesting way.
You also want to be sure you’re sharing information your ideal customer will care about and share it in an authentic way.
For example, a vendor saying “Did you know that your existing skincare products could be causing dryness? Yep, that’s right! Let me show you how mine are different” comes across a little infomercial-y.
On the other hand “I get such dry skin this time of year…these winters are so cold and dry hey? I would slather on thick creams and my skin would end up looking greasy and breaking out, so I started experimenting with different natural ingredients and creating my own moisturizers.” Shares a similar message (i.e. big-brand skincare products not working as you think they should and having a better solution) but in a more authentic way.
C) THE WAY YOU SPEAK
If your brand has a professional style, make sure you’re not using lots of “umms”, “likes” or slang.
“That would totes look good on you!” might evoke an eye-roll from the sophisticated clientele you’re trying to attract.
If your brand is a little more relaxed, you may want to talk to customers as though they’re your friends and you’re sharing advice on ____________ (jewelry, fashion, skincare, etc).
D) WHAT YOU SPEAK ABOUT
Can you spot what’s wrong with this commercial? https://ispot.tv/a/ADyk
To me, it’s the perfect example of what not to do when talking about selling features.
As someone who drives a car and regularly fills it up with fuel, listening to the 7 ingredients found in their fuel does nothing for me. I don’t know what anti-adhesion compound or marker molecules are. Those are big fancy words people in their industry might understand but they go right over my head.
They’re promoting better gas mileage so I personally think they would have been better off explaining 7 things I could buy or do each month with the money I’ll save on gas. Or show how much further I can get on a road trip without filling up.
Know the information your ideal customer cares about and don’t waste their time talking about things that make their eyes glaze over.
If you need help with selling techniques, I’ll show you how to craft the perfect sales pitch and deliver it in: MAKE MORE MONEY AT CRAFT SHOWS.
And if you’re introverted like me, selling may not just be uncomfortable, it may feel unbearable. You may enjoy the tips inside THE SUCCESSFUL INTROVERT, or the 50 WAYS TO MARKET YOUR BUSINESS WITHOUT SAYING A WORD.