How to Successfully Sell at a Crafts Fair or Show

For home-based crafts businesses, craft fairs and shows provide a chance to display their wares and find more customers. For anywhere from fifty to five hundred dollars, the artist can usually charge whatever he pleases and doesn't have to split it with the owner of the fair's location. You would think this life would be easy, but in fact it requires a lot of work and preparation both in advance of and during the fair. The artist or crafter needs to know how to sell their work, not just create it, and that takes a customer service-oriented personality.

Before you even enter a show, attend a few local shows first to see if your crafts can compete; even if you think your creation is spectacular you'll need a realistic viewpoint when trying to sell it, and attending a show or two first will help dramatically. In some cases the show is juried, where judges review your work and decide if they want you in their show; others are open-call.
Remember the old saying, "location, location, location"? The same holds true when choosing which fairs to enter. Ask other crafters you see at the shows you attend what the best craft fairs to enter are. Many are willing to help another crafter out, and will provide valuable information as to which shows are the best and which shows not to give a second glance to.

When you've found the show you want to enter, do some research. Find out what demographic attends the show, what sort of turnout can be expected, and what the cost will be to enter. Although booth space costs vary (some go as high as $600) you need to factor in the travel expenses, as well as the cost of an actual booth and banner, complete with tent if outside. Not to mention the materials, especially if you're using high-quality gems, wood or metal. Some states even require a seller's permit or license in order to sell there. Weigh all these factors first and determine how high you chances are of making a profit before making the decision to enter.

While establishing yourself on the crafts circuit, don't overextend yourself financially. Try to keep your expenses to a no-frills minimum, and if you have a friend who also sells at crafts fairs, ask if you can borrow their booth. You can even share a booth if you plan to enter together. Spending a lot of money right out of the gate is a setup for failure before you can even get your crafts business started.

One mistake many newer crafters commit is underpricing their wares at a fair. Never, never do this. Although it may be easier for you to sell your products at a lesser rate, you're undermining both your own work and everyone else's at the fair who know what their crafts are worth. You'll be cutting into their profits and going home with less than what you could have made. Plus, if you ever decide to raise your rates at a later time, customers who remember you will wonder why you've suddenly "jacked up" the prices on the same item and will feel cheated buying from you now. Consider offering a range of prices on your products so there's something for everyone.

Speaking of getting paid, you may be reluctant to accept credit cards, but they're widely accepted at most craft fairs so it's a good idea to follow suit. Besides, checks can be a dubious deal since it may be hard to track down the buyer who gave you a bad check - especially if you're showing far away from your hometown. For products that cost over a hundred dollars, the question of accepting credit cards shouldn't even be an issue.

Finally, it's a good idea to take someone along with you when you show your crafts. Not only is moral support welcome when the day starts to wear on you, it saves you the trouble involved with asking a stranger to watch your booth while you go for lunch or a bathroom break. If they're better at customer service than you are, ask them to deal with the majority of customers (though you need to realize some customers prefer dealing directly with the crafter.)

Even if you don't make a whole lot on your first crafts fair, don't despair. Fairs and shows aren't you're only venues: don't forget selling through consignment, wholesalers, mailing lists, and even an Ebay store. Still, these steps should help make the crafts fair experience less painful and more enjoyable for you, your fellow crafters and your customers.