Five Tips for Growing Sales at Craft Shows & Festivals

February 2013
How to Influence your Customers to Grow Sales at Art Fairs & Festivals?

Image courtesy: Scottchan / FreeDigitalPhotos.netImage courtesy: Scottchan /

Everyone with products to offer has been and continues to be a customer on certain levels. Even if you’re so busy that you have no time for shopping other than the occasional trip to the grocery store or a quick foray into online shopping, you are a customer. As such, you know exactly why you buy the things you do, which means that when it comes to influencing customers and driving sales skyward, all you need to do is provide a little positive push in the right direction. By taking advantage of the time-honored skill of appealing to customers’ emotional side, you can influence their buying decision. While it is true that great products sell themselves, there are often many wonderful choices available at fairs and shows, meaning you need some kind of advantage over other vendors. Here are five quick tips designed to help you influence customers and enjoy increased sales.

Tip #1: Make Customers Feel Special and Unique

Greet customers warmly, and make them feel glad that they stopped by your booth. You can do this by sharing a smile, providing them with a sample, or ensuring they know that they are welcome to try things on. Do this without giving a hard sell; think about times you’ve encountered someone who is too pushy, and you’ll understand how that can negatively impact your ability to make sales.

Tip #2: Appeal to Customers’ Senses

Try to engage as many senses as possible in order to influence people positively. Every vendor can create marvelous visual appeal, and everyone can use scents to draw people in. Often, there are festivities in the background to listen to, but if not, don’t be afraid to put on a little soft music to add to the atmosphere. Let people touch the merchandise, and if you are selling food or other consumables, provide samples. Even if you’re not a food vendor, consider offering a little candy to customers to engage them even more fully.

Tip #3: Provide Customers with Information

There are a number of ways you can do this; one of the most effective is by labeling clearly and concisely, as well as by creating informative wall hangings and fliers about your work. If you have a website or sell online, remember to prompt customers to visit by handing out business cards or attaching the information to product labels.

Tip #4: Every Product has a Story

Think about those special heirlooms you have stashed away, and you’ll probably experience a rush of memories at the same time. That’s because products that come with stories attached are psychologically stimulating. Share tales of inspiration, and give your customers a frame of reference. They’ll share your story each time they show off the items they purchased from you.

Tip #5: Provide Excellent Customer Service

You are your own boss, so nobody is going to fire you for providing poor customer service; that is, unless you count your customers themselves. Be respectful, be kind and follow the golden rule. Treat everyone you meet in the same way you would like to be treated. You’ll build a great reputation and a fantastic following. Remember to say thank you, and provide little items of value with purchases if possible; going the extra mile is the number one key to customer satisfaction.


Thank you for the tips. This is my first year doing shows and any help is appreciated.

By Maryann Smith on August 17, 2013

I so enjoyed these tips. We all know a bit about the info, but to see it written by people with first hand experience, is the best teacher.

By linda buwalda on July 26, 2014

I am just getting started in this world of craft shows and I am glad for any advice you could give me. Thank You

By Debra Rine on July 15, 2016

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