helpful tips on how to sell at vendor shows Archives

How to Sell Like a Pro at Craft Fairs and Vendor Shows

In today’s post you will find another great article with helpful tips from Abby Holt of Craftability, “How to Sell Like a Pro at Craft Fairs and Vendor Shows”

Craftability is not a business, it is an extension of myself. I created Craftability to inspire people to put their crafting abilities to good use, whether it’s painting, jewelry-making, quilting, or calligraphy.

This post contains affiliate links.

How to Sell Like a Pro at Craft Fairs and Vendor Shows

Selling your work in person is an art, not just a sales tactic. You’re not just placing a product on a table — you’re stepping into the arena of human connection, rapid-fire decision-making, and sensory overload. Craft fairs and vendor shows are chaotic, beautiful collisions of creativity and commerce. If you want to turn your booth into a destination rather than a detour, you need more than a Square reader and a folding table. Here’s how to show up like a professional, not just a participant.

Choose the Right Show, Not Just the Closest One

The temptation is real: sign up for every fair within driving distance and hope something sticks. But every show has its own rhythm, its own type of crowd, and its own expectations. Some draw bargain hunters, others attract design-conscious collectors. If your handmade jewelry leans toward minimalist aesthetics, a folk-art-heavy county fair might not serve you. Focus on aligning your products with fair audiences that have a history of supporting your category — not just any foot traffic with a wallet. Talk to past vendors. Look at the show’s Instagram tags. Your first sale begins with your first “yes” — and that means picking the right event.

The Business Side You Can’t Skip

Here’s where many makers stall out. You’ve got the tablecloth, the product tags, the Venmo QR code. But what happens when someone asks for a receipt with a business name? Or when your PayPal account gets frozen because you don’t have an EIN? The shift from hobbyist to serious seller happens quietly — usually when someone challenges your legitimacy. ZenBusiness LLC formation makes it easy to formalize your business without having to decode legal jargon. Whether you’re doing two fairs a year or twenty, a legit foundation can protect your work, your name, and your future.

Your Booth Should Stop People in Their Tracks

You’ve got two seconds — maybe less — to catch someone’s eye. That doesn’t mean you need a flashy sign or a gimmick. It means intentionality. Color contrast, vertical displays, clean sightlines. Layered textures. Natural materials. Your space should feel curated, not chaotic. The most successful vendors aren’t always the loudest — they’re the clearest. If someone can’t tell what you sell in five steps, you’ve lost them. Want specifics? Study what goes into creating an attractive vendor booth that naturally guides people to linger, look, and buy. You’re not just showing your work — you’re staging an experience.

If You Don’t Know Your Numbers, You’re Not in Business

Let’s get brutally honest for a moment. If you’re eyeballing prices or hoping for gut feelings to carry you through, you’re guessing. And guesswork burns out creators. Profit isn’t what’s left over — it’s what you plan for. Start with your raw costs, add your labor, and apply a healthy markup that supports sustainability. There’s no shame in pricing for what your time is worth. There’s a practical breakdown for pricing using cost‑plus and markup method that every maker should bookmark. Be the kind of vendor who can explain their prices without flinching — because you’ve done the math.

Use Psychology Without Losing Integrity

Pricing isn’t just math. It’s perception. Round numbers feel premium, but $29 might outsell $30 ten to one. Add a “premium” version of your product next to your mid-range piece and suddenly that $60 item doesn’t feel so expensive anymore. These aren’t gimmicks — they’re human patterns. Just don’t manipulate. Price with clarity and strategy. Tap into simple tools like using charm pricing and decoy tactics without ever veering into sleaze. It’s not about tricking people — it’s about helping them say yes with less friction.

Pull People In With Purpose

Your booth isn’t a museum. It’s a conversation starter. It should invite people to interact — even if they don’t buy right away. Have something tactile. Offer a demo. Run a simple giveaway. Give people a reason to step in and stay. Not every conversation turns into a sale, but each one is a seed. You don’t need to shout. Just create a reason for pause. Try to drive booth visits with promos and engagement that feel organic to your brand — not like a desperate attempt for attention.

Don’t Go Silent After the Fair Ends

You know who gets remembered? The one who follows up. Not everyone’s going to buy on the spot — but plenty will later. That only happens if you’ve got a plan. Collect emails the right way. Offer something in exchange. Send a thank-you note. Invite them to your next event. And if someone did buy? That’s the beginning of a relationship, not the end of a transaction. Make sure you’re following up with leads and clients in a way that feels personal, not spammy. A little humanity goes a long way.

It’s about storytelling. Context. Clarity. Showing someone how your work fits into their life — or makes them feel seen. Whether you’re behind a jewelry display or a booth of hand-thrown mugs, remember this: people don’t buy products, they buy moments. And you, the maker, are their guide. Now show up like you mean it.

Discover creative crochet patterns at Jo’s Crafty Hook, that are quick and easy and make great sellers at craft fairs.