How to sell handmade the RIGHT way!

Updated: 4 days ago

Important things to consider before applying for artisan markets or craft shows:

1. Who is your customer?

2. Who is your demographic?

Select markets & craft shows that will best reach your target market.

Average age, gender, social status How do you build rapport? What is this and how do you achieve it?

- Place yourself in your customers shoes, how would you want to be treated?

- Smile! I can’t stress this enough, even if you aren’t making sales and are feeling low don’t let it show.

- Customers can sense desperation! Don’t mark your items down during the craft market, nothing devalues your work like placing a sale sign up mid-way.

- Never underestimate the importance of humor to help put people at ease. Have a few ice breakers prepared but try not to sound too scripted. If you can make the customer laugh, then you are probably going to close the sale.

- Try and make your customers feel comfortable. If they have their hands full, offer to hold things. If they are tired, offer them a seat. Pick up on subtle cues, that will help you go above and beyond to create the ultimate experience.

- If you charge tax, include this in your prices! Customers won’t offend expect to be charged tax and they might react negatively, if you add this on after they approach you to purchase something.

When to talk vs. Remain quiet

Some customers want to engage while others don’t. This is one of the most difficult things to learn. In order to know without asking, you need to be fully aware of social cues and read body language. If customers make eye contact and face their bodies towards you, they are more likely looking for some social interaction. If someone approaches your table wearing headphones, chatting on their phone or not looking up, the likelihood is that don’t want to be bothered. A warm smile in this circumstance might be satisfactory. Never begin an interaction with a sales pitch. Start off with a compliment, slight bit of humor or comment about the weather or something else that is relatable. No one likes the stereotypical, " sleazy car salesman" vibe.

Deals, Deals, Deals! Customers will 9/10 spend a little extra if you have a promotional offer (ex. 3 soaps for the price of 2 or something of this sort).

Attitude – be approachable, not pushy, friendly, but not intrusive. Don’t launch into the sale automatically. Be polite. Even if you don’t agree with the customer or don’t like their kids, be kind. Your attitude will reflect upon your business and people will not buy from you if they don’t feel respected. If a child comes to your table, treat them as you would an adult.

Steps to conducting the perfect sale!

Begin by greeting your customer : “Good morning,” (afternoon, evening)

Don't launch into what’s for sale or any sales pitch type of conversation. If a customer has been looking for a little while, let them know if they have any questions, that you are all ears! If you have an unusual product that they are admiring, show them how to use it and let them pick it up or try it on. Tell them about the possible uses for it and it’s benefits. Never make anyone feel obligated to buy something.


- Price your stock

- Don’t over sell yourself

- Dress to sell, look the part if you sell natural products for example, wear something that is made of natural fibers and fits with your brand and style. Look professional but, at the same time approachable.

- Wear shoes that comfortable, so that you aren’t hurting and wobbling around in pain.

- Stay off of your phone, this includes texting! Nothing looks worse then when you are approaching a crafters table or booth and the seller is staring at their phone.

- Treat your table as if you were working a retail counter in a store.


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