'Tis The (Craft Show) Season - Part 2

This week's post will cover some do's and don'ts to remember when selling at a show. By now you have practiced your setup, refined your display, and are ready to head to the venue.  Do get to the venue early, especially if it's your first show.  You'll want to have plenty of time to set up and get organized.  

Do bring the photo(s) you took of your optimum display, it will cut down on your setup time.

Here's a few of the most important 'rules' to follow when selling at a show:

1.  As mentioned above, get to your venue early enough so that you'll have ample time to set up and tweak your display.  Also:

• Once everything is out of the boxes, Do double check that all items are tagged.
• Do keep your space clean and uncluttered, making sure that all your boxes are hidden under the table(s), or put back in your vehicle. 
• Do have your receipt books handy, and make sure your pens are working.  You should have two books and two pens, in case you get busy and both you and your helper have transactions at the same time. 
• Do make sure your business cards are on the table and easily accessible.  Don't keep a rubber band around them or have them in a holder that makes it difficult for passers-by to take one. 
• Do make sure that when you are standing behind your table you can see everything clearly.  If you have displays that are too high and can't see your whole table, you are vulnerable to theft.
• Do walk around to the front of your booth once you're set up and look at it as if you're a customer walking by.  Does it grab your attention compared to your neighboring vendors?  If not, tweak it now. 
• Don't forget to visit the restroom right before opening time.

2.  Secure your bank.

• If you use a cash box, Do make sure it's in a secure place in your booth, but easy to get to.  Under the table on top of a box works well, where it's hidden behind the tablecloth.
• If you have pockets, you can keep your bank there.  Just Do be careful to keep the bills in a compact wad, folded in half, so you don't drop any cash on the ground pulling it out of your pocket.
• It's a better idea to wear a fanny pack (pack part in front), and Do remember to zip it back up after each transaction. 
• Do keep your bills in order of denomination.  It's easier and faster to make change when you're busy.  When making change, keep the bill the customer gave you visible until you've counted out their change.  Do count out the amount out loud as you hand it to the buyer.

3.  Be a Good Neighbor.

• Do greet your neighboring vendors and introduce yourself.  
• Do respect fellow vendors' booth space.  Make sure you're not encroaching on their space with your setup.
• It's always nice to have conversations with your neighbors when traffic is slow, but Do always be aware if they have people at their booth, and curtail your conversation until they are finished with their customers.
• Do keep your space tidy and keep trash in a bag or container.
• Don't leave your booth unattended and expect your neighbors to watch it for you.  Even if the crowd is thin, they will need to attend to their own booth and won't be able to give your booth 100% of their attention.  If you need a break, take turns with your helper.
• Don't engage in conversation with your neighbor's customer or attempt to draw them to your booth until they have left your neighbor's booth space. 

4.  Dealing with Customers.

• Do greet everyone as they approach your table, and hand them a business card right away.
• Do make eye contact right away.  It not only creates an immediate bond with your customer, but it is an effective theft deterrent.  A would-be thief will be less apt to act if they think they can be identified.
• Do have a sign-up sheet and ask for names and email addresses. It's a great way to expand your contact list.
• Do engage them in friendly conversation, but try to keep it steered toward your products as much as possible.
• Do demonstrate your product if applicable.
• If you sell handcrafted items, Do talk about how it's made, the materials, etc.   In fact, it's always a good idea to be working on your crafts in your booth area.  It can be a good conversation starter, and folks can see that you really do make your creations yourself.
• Do ask if they'd like to see a particular item they seem to have interest in, and show them any companion items.
• Do keep a close eye when customers want to handle the product, especially small items.
• Once you close a sale, Do ask if you can show them anything else. Remember to enclose any flyers you have made up about upcoming shows, and a few extra business cards when you package the sale.
• Do keep an eye on small children at your booth.
• Don't be afraid to ask that children do not touch your products or enter your booth space.

5.  Eating In Your Booth.

• Do have either wet wipes or a wet washrag in a zip lock bag.  If you're eating when a customer arrives, you'll want to clean your hands.
• Don't walk up to greet customers with food in your hands, or a mouthful of food. 

 

6.  At the End of Each Sale Day or End of Show: 

• Do tabulate your receipts at the end of each show day and remove it from your bank.
• Do leave your booth space tidy and free of trash.
• Do cover your tables if you leave product overnight.  (Do this only if you are totally comfortable with the security provided.)  If your booth is outside, use clamps to keep the cloths from blowing off.
• Don't forget to remove any one of a kind product you sell at the show from your online stores! 

Anyone who sells almost exclusively online will find that working a show provides a unique opportunity to use the show experience as a market research tool.  You can gather new contact information, and if you find you enjoy it, and it is profitable for you, you open another avenue to expand your seasonal sales.  


Most important, being in a setting where you are dealing directly with customers allows you to see in person how they perceive your product or craft, and it will give you valuable insight into the interest in and the saleability of your product line.  

Happy Selling!