GUEST POST: How to Sell Successfully at Craft and Vendor Shows (Without Burning Out or Going Broke) by Ian Garza

 

How to Sell Successfully at Craft and Vendor Shows 
(Without Burning Out or Going Broke)

Photo via Pexels

For artists, makers, and solo vendors, craft fairs can be both thrilling and exhausting. You get a real-time pulse on what customers respond to. You also face logistical puzzles, pricing panic, and long days standing on concrete. But when approached with clarity and preparation, these events can become powerful revenue streams — and even better relationship-builders.

Secure Your Booth Early (And Don’t Assume Anything)

The best booth locations often go fast — and not just because of foot traffic. Events vary wildly in what they provide: some offer tents and tables, others give you a plot of grass and hope for the best. If you’re aiming for holiday markets or juried festivals, you’ll need to reserve your booth far in advance. Ask what’s included in the fee, whether there’s electricity, and if you’ll need to supply your own lighting or signage. Then confirm it — twice. Unexpected gaps in expectations can wreck your setup before the first customer even walks by.

Set It Up Like a Business (Because It Is One)

Many artists start with weekend shows and cash-only transactions. But forming a legal business structure early can save headaches later. If you form an LLC, you gain legal protection, a more credible presence, and better access to wholesale partnerships. You can open a business bank account, apply for resale certificates, and keep your art income separate from personal finances. More importantly, it forces you to track what you sell, making tax season far less chaotic. Whether you earn $2,000 or $20,000 a year at fairs, acting like a business now makes growth feel less daunting.

Price for the Market, Not Just the Studio

Pricing art is emotional. Pricing craft is math. A $30 candle may take two hours to pour and cure, but if customers at your event hesitate above $20, your labor equation needs a revisit. Don’t just set prices by hours worked — balance production cost and market value. Consider bundling small items to push your average transaction up or offering add-ons at checkout. A few bucks of flexibility can convert browsers into buyers without eroding your margins.

Design a Booth That Stops People Mid-Stride

No one wants to approach a booth that feels chaotic, dark, or unclear. But a booth that invites curiosity? That’s power. Use contrasting colors to highlight product zones. Create vertical displays so everything isn’t buried flat on a table. Avoid tiny tags — craft a visually compelling booth setup with large, legible signs. It should take two seconds for a passerby to know what you sell and whether it’s for them. If you’re not sure it’s working, watch people’s feet. If they slow down, you’ve got their attention.

Accept Cards (Obviously) and Communicate Value

Customers expect to pay however they want — cash, card, tap, or even Venmo. But it’s not just about accepting payment. It’s about how seamlessly that payment experience feels. Provide multiple payment methods and make it obvious with signage. If something costs $45, tell them what it’s made from, how it’s unique, and what they’re really buying. Price and value aren’t the same thing. Let your display, words, and checkout process work together to make the transaction feel natural.

Don’t Just Sell — Network Like a Pro

Craft fairs aren’t just about customer sales. They’re some of the best places to meet peers, discover collaboration opportunities, and get invited to better-paying events. Don’t hunker down behind your booth. Walk the venue, say hello to other makers, and make note of who’s getting good foot traffic. Research and connect before the event if possible — many vendors follow each other online. The best collaborations don’t always start in the DMs — they start at the booth next door.

Selling at craft shows isn’t just a way to move inventory. It’s a real-time laboratory for learning what your market wants — and a place to build human connections that can’t happen online. When you approach these shows with a professional mindset, smart pricing, and booth presence, you stop being “just another table.” You become a brand people remember.