When I think about what makes a craft show successful, I know it's tempting to focus on booth displays or landing a great spot at the event. Those things help, sure, but after eight years of doing craft shows, I've found that a handful of specific moves make the biggest difference in my sales. Best of all, most of these tips take little to no money to implement.
Below, I'm sharing the five things I do at every craft fair to sell more, plus one bonus tip I wish I'd started years earlier.
1. Bring Market-Exclusive Products
I often bring products that are exclusive to that specific market. When my longtime fans and followers know I have something they can't get online, it gives them a real reason to come out and see me in person instead of just placing an online order.
Sometimes I'll even bring a bin of clearance goods, which people always get excited about. The key is promoting these market-only items ahead of time on social media and in my email list so my loyal customers know exactly what unique, exciting things I'll have available at that event only.
2. Use Clear, Visible Price Signage
This one seems obvious, but it took me far too long to actually put it into practice. Clearly labeling my prices, including any sale prices, helps customers avoid the awkward moment of having to ask how much something costs.
It also prevents that uncomfortable pause when someone loves an item but realizes it costs more than they expected. Clear pricing takes that pressure off everyone. It also speeds up decision-making because shoppers don't have to wait in line to ask about an item. They can see right away whether it fits their budget.
3. Say Hello to Everyone Who Walks By
I always say a simple "hello" or "how are you doing today" to people as they pass my table, and it's shocking how often that small gesture brings people over. Craft shows are busy. There are vendors and tables everywhere, and people are often talking to whoever they came with, which makes it incredibly easy to overlook a table entirely.
A friendly hello breaks people out of that tunnel vision for just a second, long enough for them to think, "Wait, do I want to check this out?" It's such a simple move, but it consistently draws more people to my booth.
4. Offer Deals on Multiples
I've had a lot of success setting up "buy more, save more" deals, like two for a set price or three for a set price. The trick is to think carefully about which products actually make sense for this kind of deal.
Items that get used up quickly, or items people have a hard time choosing between, work best. For me, that's greeting cards and art prints. Cards get used and need replacing, so a multi-buy deal encourages people to stock up. Art prints are something people often struggle to choose just one of, so offering a deal on two makes the shopping experience more fun. They get to pick two favorites instead of one, and I increase my sales at the same time. It's a win-win.
I recommend building this pricing into your plan from the start if it's something you'll repeat at every event. And here's the real trick: I rarely, if ever, offer the same discount on my website. That keeps the incentive tied to showing up in person.
5. Offer a Variety of Price Points
I've noticed that a lot of people genuinely want to support handmade makers, but they can't always justify a mid-priced or higher-priced item. Maybe they don't have room for it at home, or they're on a tight budget that month.
That's why I always make sure to have lower-priced items available, even if it's just a $5 or $10 item. Having an affordable option gives people an easy way to support you and take home something you made, even if they can't splurge on a bigger purchase. It can also turn a "just looking" shopper into an actual customer, and it plants the seed for a bigger purchase down the road.
Bonus Tip: Give People a Way to Find You Later
My bonus tip is to always give people an easy way to reach you after the event, whether that's a business card, an email sign-up sheet, or a QR code linking to your Instagram or TikTok.
I always collect email addresses at my table. It took me way too long to start doing this, and not everyone will sign up, but the people who truly love your work often will. I also include a business card with every purchase so customers always have a way to find me again, whether they want to reorder, buy something they saw but didn't grab the first time, or think of my products as a gift for someone else later on.
This tip has paid off in unexpected ways. At once of the worst markets I've ever done, there was one shopper who clearly wanted to look at my table, but her friends kept moving on without her, so she just grabbed a business card as she left. The very next day, she placed an order for over $100. Two weeks later, she ordered again for another $100+. That "bad" event ended up bringing me a customer who genuinely loved my products, all because she had a way to find me later.
Frequently Asked Questions About Increasing Craft Show Sales
What is the most effective way to increase sales at a craft show? Combining a few small, low-cost strategies works best: exclusive market-only products, clear price signage, friendly greetings to passersby, multi-buy deals, a range of price points, and a way for customers to find you after the event, like an email list or business card.
Do I need to spend a lot of money to sell more at craft fairs? No. Most of these strategies, like using clear signage, greeting people warmly, and collecting emails, cost little to nothing. They rely more on strategy and consistency than on budget.
Why should I offer products that are exclusive to the event? Market-only products give your existing fans and followers a reason to attend in person instead of waiting to shop online. It creates urgency and rewards people for showing up.
Should I discount multi-item purchases at craft shows? Yes, especially for items that get used up (like greeting cards) or items people struggle to choose between (like art prints). Just avoid offering the same discount on your website so the deal stays a reason to shop in person.
How do I turn a slow craft show into future sales? Always collect a way to follow up, whether that's an email sign-up sheet, a business card in every bag, or a QR code to your social media. Even a quiet event can lead to strong sales down the road if people can find you again later.
Do you have other tips that help you increase sales at your own craft shows and markets? I'd love to hear them in the comments.
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