In thinking about the most profitable techniques that I have used, I would have to say that they are tied to my powers of observation. Although most entrepreneurs and craft vendors have heard about identifying and developing their own special “niche” business or skill, it is actually more true than we can imagine.

For example, when I got my first apartment I ended up scouring local flea markets for furnishings and decorator items. Soon I discovered all kinds of amazing artisans who sold their work through this sort of venue. When it was my turn to become a craft show entrepreneur I took a few good examples from those people I saw as “successful”.

The first technique was to simply be enthusiastic. I had seen several craft vendors who did not seem happy about their work and this tended to chase away customers. The cheerful and smiling artisans, however, tended to do quite well. Whenever I put up my booth at an arts and crafts show (even if I am tired and grouchy) I continually remind myself how lucky I am to earn a living doing this.

The other technique I would encourage people to use is to make a point of visiting craft events and festivals as an attendee from time to time. This really lets you see what shoppers are interested in and to get a peak at what the other vendors (who are out of your line of sight) are selling. This was actually the way I found inspiration for my biggest seller because I noticed people carrying items in plastic shopping bags that had torn or from which the handles had snapped off. When inspiration struck it was in the form of a handmade shopping bag that is virtually indestructible and ridiculously cheap to make. I sell them by the hundreds and they are all due to looking around at the craft fair!

These are some excellent pointers for new vendors as well as old pros. I particularly like the part about being enthusiastic. A smile and a cheerful word goes a long way with customers. Craft shows can be tiring, but it is vital to stay upbeat and positive.

I would like to add one technique that has been invaluable to me. Besides being a vendor at fairs and festivals, I also enjoy working on graphics design. I made some eye-catching banners and posters with my own designs and then I had them printed. I have found that, one great way to stand out among the vendors at a craft fair is to make sure my display is bright, pleasing and eye catching. I think my posters and banners have been most helpful.

I get my posters printed online, so I do not spend a large amount of money on them, and I change them up to fit the season. It seems like customers are drawn to vendors that stand out, and I have seen quite a boost in my profits with this one little change.

That is my profitable technique story. Thanks for opening this thread, and thank you for sharing your techniques.

I love the idea that someone posted about being enthusiastic. Right now I’m doing concessions at different fairs and festivals and the best thing that I have found I can do is just to be really upbeat and happy. There have been lots of different fairs and events that I have done where the line would be stretched out from the window of my concession stand and the others around me hardly had anyone. I have to say that I did notice one big difference and it was the way the other vendors treated the customers. Some wouldn’t hardly say anything to the customers at all other than telling them prices and stuff and then there were some that were just downright rude. I’ve always made a practice of being really enthusiastic at all of the fairs and festivals where I’ve had concessions and I really think it does make a big difference. I always make a point to say something to my customers about whatever fair or craft show I’m working. Sometimes I might comment about something I see that they’ve bought or whatever. They seem to appreciate it and a lot of times they will come back so I think it helps with repeat business, especially for those shows that are multi-day events.

Also, I think that the best advertising I can have is simply word of mouth. It’s pretty simple and not very creative but it definitely works!

Hi CrochetLady,

I’ve been in the arts and crafts fair scene for awhile now and have encountered some of the same questions about what techniques work and what don’t. I have to agree with those who said enthusiasm is your best asset. While that concept isn’t unique to fairs and festivals, it seems to have more ramifications.

While you’ll hear corporations preaching the “smile” philosophy and the 10-foot rule, it always seems a little forced when you walk into a shoe store or book store and you’re immediately beset by frantically smiling, overly-enthusiastic employees. That said, when that enthusiasm and cheer is displayed in the craft fair setting, it certainly seems more genuine.

You’ll find few tools more powerful than a cheerful smile and a few kind words for each of your customers. That, in itself, engraves you and your business on their minds. It might even make them a repeat festival goer, in hopes of doing business with you again and it will certainly brighten their day :)

Of course, there are many other techniques that can help you become successful selling your creations. You’ll find numerous tips throughout the forums here and elsewhere online that encourage you to use signs and posters in your booth. You’ll also find tips about using lighting, which cannot always be accomplished.

I browsed through the resources here at the site and came across two pretty helpful articles you might want to read. One is about profiting from your crafts and the other is a series of “tips” for selling your crafts.

Here’s the “tips” article: http://www.fairsandfestivals.net/articles/view/tips-for-selling-on-the-road-/505

and here’s the one about kicking up your profits: http://www.fairsandfestivals.net/articles/view/how_to_profit_from_craft_shows1/46

I hope that you’ll find some things in these that will help you get your sales up and going!

All the best,
FairCrafterTim

I was recently in Colorado and although I didn’t see this in a craft show, it was a trading store where they sold items that were made by members of the Navajo tribe.  On certain items there were little tags that had a picture of the artist and a little story about them or their craft.  I think this is an awesome way to advertise.  When someone buys one of your pieces of art, not only do they get a neat story about it, but they know how to contact you back when someone asks where they got it.  There’s nothing wrong with drumming up some business outside of the shows and fairs!  I guess it’s sort of a business card concept, but it’s a little more unique than that.  Business cards are always great as well, it never hurts to have them lying around on your tables and you can get them so cheap these days online. 

In response to CraftGirls banners, this sounds funny but we do the same things at horse shows.  If you ever go to a horse show, you’ll see rows of stalls that have embroidered drapes and they look all fancy.  It’s all about representing your farm! You can do the same sort of thing with your booths and tables.  Use tablecloths that stand out and banners that attract people.  This is particularly useful if you’re not lucky enough to get a corner booth!

I found a couple of great articles on the site here about displays, they make some great points.

http://www.fairsandfestivals.net/articles/view/creating-craft-displays-that-sell-in-oregon/155

http://www.fairsandfestivals.net/articles/view/craft_show_booth_pizzazz_how_you_can_do_it/30

Hiya.  I only know what works for me, but the ideas I have heard here thus far seem smart, so go with them.  As for me…well, first of all, I like to tell people that I meet, that are seriously interested in selling at fairs and festivals, you know this business is not for everyone.  It takes not just enthusiasm but a lot of planning, a lot of “learning” the populace of where you are. 

I think people that sell art or crafts online do have a different personality than does the craft artist who actually goes to the show and sells his own creations.  Online, there’s no way to know anything about the customer, except maybe what Internet browser he’s using.  When you’re there in person, you can evaluate the “typical customer.”  You read his face, you see his description.  You make a story in your head and proceed from there.

Another issue I would like to touch on is that of price.  You have to price your art or your sculpture (whatever) exactly right.  Now how do you do this when you don’t have an existing market to compare to?  This is where evaluation comes in.  I have to learn the customer and the community.  If I research the community and find out that people here aren’t very wealthy, then I bring mostly affordable items.  But I’m also careful to bring a few higher priced items too, because there are always exceptions.

I have to be ready for any type of customer that comes by.  You sell everything for too cheap and everyone will think you’re a hack, right?  If you sell all of your items for too much money, then all you get are forced smiles.  So what I try to do at arts and craft shows is feel the customer out and then lead him or her to an item of my own creation that I think they will appreciate and that they can afford. 

Oh, and I also want to add that it really helps a newcomer to think in terms of “themes” a common ground that pulls all of your pieces together and makes a formal presentation. 

Finally, no matter what arts and crafts festivals you do, be sure to get a merchant credit card machine.  I always thought people would be too paranoid to use a card in a public place, right?  Wrong.  I got kids paying with debit cards now.  Just be ready for anything.

Siate felici,

I think my most profitable technique is sharing information with the competition.  I’ve been really friendly with the vendors around me and surprisingly I have had made many sales to them.  Another benefit of being nice to the competition is that we started networking and sharing info on upcoming events.  This has led to increased sales.  I have also given other vendors my business cards and they remeber me and contact me at a later date to help them make something for a b-day, baby shower, or bridal shower.  It’s a win-win situation.  Passing out business cards has also helped out.  I may not make a sale the day of a craft show, but I’ve had people call back with a special order at a later date.  I’ve also made some sales, just by giving a friend or a co-worker a gift at a retirment/b-day party or baby/bridal shower.  The guests at the party like the gifts and ask me for a card and I often end up making something for them to give as a gift to one of their friends.  Like everyone says…you are your greatest asset…whatever smiles and energy you bring to an event is often translated into a sale or a future contact.
Thanks,
Christina Carr
http://www.christinascreation.weebly.com

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