Craft Fair Sales – Maintain a Small Budget

HandmadeMarketing.org reader Celeste Crimi, from Etsy’s CricketsCreations, recently shared her ideas for how to make the most of local craft fairs, while maintaining a conservative budget.

“A fair is generally considered a success if revenue is 10 times greater than expenses. I’ve consistently met that benchmark,” she tells us.

So how does Celeste do it?  She shared her seven ingredients that make a “receipe for big sales” with our HandmadeMarketing.org team.

1. Go Vertical.  Celeste suggests playing with the craft fair space you are provided.
   “My scarves get tons of attention because they are displayed on portable, brass-looking coat hanger poles instead of on a folding table. They are visible in all their colorful glory from across the room; talk about “standing” out! My two “poles with hooks,” were purchased for $5 each, one at a garage sale & another at a thrift store,” she said.
2. Separate Colors.  “Another trick I use is to separate the zany, colorful designs from the earth tones & neutrals,” Celeste told HandmadeMarketing.org.
   She also suggests handmade sellers make sure to have a rainbow of colors available.  “At least two each of purple, blue, pink, red, orange, brown, black/white, green, cream, yellow, etc. Anyone with a favorite color is a shoe-in! I also offer something for each complexion/hair color/age group. Got red hair and green eyes? I have a scarf for that. Got red hair and blue eyes? Got grey, blonde, or dark brown hair? Are you Latina? From India? Of African descent? Are you a teenager? Adult? Seasoned sophisticate? I’ve got a scarf that looks fantastic on you!”

3. Tailor Your Suggestions.  Celeste thinks making specific suggestions helps establish relationships with potential buyers.  For example, she told HandmadeMarketing.org she may say, “This would look really pretty on you, you’re welcome to try it on” and hold the mirror up for interested shoppers after handing them her handmade scarf.  “Bringing a mirror is crucial!” Celeste adds.
   However, a personalized touch may not always be welcome.  “I held off if I felt that customers were just browsing and wouldn’t like such a personalized approach,” she says.

4. Demonstrate Value.  “I also demonstrate to folks the different ways to wear my scarves, and point out that I always make them extra soft around the neck. Sometimes they like to hear specific tidbits regarding a particular design, such as its title or that the yarn is imported and can’t be found in US stores,” Celeste tells us.
5. Showcase Your Craft.  Celeste says if there’s ever a dull moment, she works on a scarf right then and there to draw people into her craft fair area.  “I’ve sold scarves right off the needles at craft fairs!” she said.
6. Offer Incentive To Go Big.  “Sales are significantly increased by offering a quantity discount,” she said.  This means charging less per item if customers buy more than one at once.
7. Look Your Best.  Although this tip may seem simple enough, paying attention to your dress and appearance may make the difference between craft fair success and failure.

   “I always wear something really fashionable & eye-catching at the shows,” Celeste says.  “I wear make up and put my hair up so as to not obscure the scarf I’m modeling for the day. I have a big, confident smile on my face and make sure that my nails are clean and neat.”

Celeste shared a simple check-list she created to make sure she is prepared for craft fairs:

• Scarves (or your handmade items)
• Mirror
• Table and chair
• Supplies (to craft while at the event)
• Sign up sheet for mailing list or custom orders
• Pens for customers to write checks
• Paper to note who bought what, payment type, and price
• Signs with pricing and prompts
• Change
• Calculator
• Bags
• Cool outfit
• Water and snacks
• Contact cards or business cards
• Coat rack poles for display

Celeste suggests taking a look at a blog post by Amber Dusick about craft vendor booth mistakes.  Amber is a self-described “craft fair shopping veteran.”  With her 30 years of craft fair attendance, Amber says she has “picked up on a few things that strongly affect whether or not I’ll buy from a seller and whether or not I’ll even step foot in their booth.”

Amber’s tips range from pricing tips and signage ideas to how to communicate with sellers via business cards and being friendly.

“You need to think of your booth as a stand alone product that you are selling,” Amber writes in her blog post.  “You are not just selling your products inside, you are selling your booth…it is like a mini store you must get people to enter!”

Like Celeste’s tips?  Check out her blog, follow her on Twitter, or have a peek at her Flickr.  You can also see a list of her Etsy Team affiliations on her Etsy shop profile.

Not sure how to find a craft fair near you?  Etsy seller Renaissance M. Austin walks handmade sellers through the process of finding a local craft fair in this past article.

What do you do to prepare for a craft fair?  What tips do you have for making the most of events you attend in your community?  What would you add to Celeste’s check-list for craft fair items?

Share your ideas with the HandmadeMarketing.org community!  HandmadeMarketing.org was created to allow sellers to share their tips for how to sell handmade online.  The site thrives off reader-submitted articles.  Tell us your ideas under the “Join” section of the site.  If our editors publish your ideas, we’ll link to your shop so our readers can see what you are up to at your handmade shop!