At this time of year I get asked to do various craft shows and I do them with half a mind for doing a larger one someday. I generally have a good day but it’s not by just turning up and hoping for the best. A lot of thought goes into to before hand and it takes time to plan and set up properly to make the most of the opportunity.
1) Do some preparation – find out what space you are going to have, how big is the table, is a table provided, is there lighting and electricity available. The once you have got the information make a plan. Sketch out how you are going to lay out your stall and what products you are going to take. What props you might need for the table such as a table covering, crates or baskets to display things and lights to show off your merchandise. I generally find it good to have items that have a full range of price points as often customers who don’t want your bigger pieces may pick up a €2 items especially if they have kids with them. Also plan your outfit – my sister said it’s better to be over dressed than under dressed and I think I’ve never proved her wrong. Looking smart certainly will never hurt your sales.
2) On the Day – Get up get organised and be early so you can set up with out feeling under pressure. Other stall holders may come and try and buy from you, don’t be afraid to say I’ll hold it for you and you can pop back just before we open. You can get so distracted with these early customers that you aren’t ready when every one arrive. Also you don’t want to have so much on your stall that it’s overwhelming for the customer. Be prepared to store things under the table and you can put them put as things get sold.
3) Be Available – you’ve probably paid money for the stall so try and make it pay. My old boss used to say for every £1 of cost you need to make £10 of sales. So if the table has cost you €100 you need to sell €1000. You won’t do that sitting behind the table reading a book or wandering off looking at other stalls. If its quite pretend to be rearranging your stall so that when customers do come you can engage with them even if its to pass a compliment. Talk to them but don’t crowd them and if it’s something you might need to explain a little have a one liner ready ‘We personalised all these products and we can use photos from your phone’. Something to peak their interest and hopefully get them to stop. If the customer has to talk first you’ve possibly missed a sales opportunity.
4) If you make something have something part finished or and opportunity for you to be able to show the customers or their kids how it’s made. Especially at Christmas Craft Fairs people are going for the experience so the more you give them the more they are likely to buy from you. Think about the whole experience and the little details like bags are things that go unnoticed until they become a problem, then its awkward.