The first cue is the quality of promotion. Does this fair have an online presence, and does their site look professional? (If not, tell them about my book, Sites that Soar!)

Do they advertise in local newspapers and magazines, or even in national ones?

If it’s a small show–perhaps a fund-raiser for a school or church–many crafters ask if they’ll have a food concession. If the show is professionally catered, it generally marks a well-run show.

Another cue is the sponsorship. If it’s an annual show put on by a town, there may be tremendous pride in how well the show is run. That’s a plus. If it’s a first-time effort by a youth group, it may be great, or it may be a lesson for everyone involved.

Check the show’s policy about vendors leaving early. Empty tables discourage shoppers. If the show lets vendors leave early without a penalty, the show can deteriorate pretty quickly. Many top shows declare that any vendor who leaves early will not be accepted for future shows. That sounds harsh, but it can be necessary.

If the show or fair is an annual event, the most reliable sources of information are other artists and crafters. Ask them. Online forums are useful, but–even better–ask people at other shows.

Ask your customers. “What other shows and fairs do you like?” can be a conversation-starter, and provide insights into what shoppers are looking for… as well as a list of worthwhile shows.

When the day is winding down, ask other vendors, too. Sometimes, your direct competition won’t chat with you, but crafters in other fields will. Ask them which shows they really like.

If you’re considering one show in particular, ask about it. Talk with several people so you hear a variety of opinions.

While you’re asking, get tips about preparing for that show. For example, are extension cords vital? Is there a parking area near the door for vendors to unload their cars and vans? Do the sponsors provide chairs or should you bring your own? (Is a pillow a good idea if their chairs are plain metal folding chairs?) Will most booths be merchandise on a tablecloth, or will some vendors set up impressive, professional-looking displays?

Take notes. After a show, you’re likely to be tired and forget at least some of what you learned.

Also, jot down notes from the show you were just at. What worked and what didn’t?

When you plan your schedule next year, your notes–about past shows and prospective ones–can help you make better decisions.

He’d had just a few hours to write a newspaper ad for the ugliest argyle socks ever made.

He wrote this headline: “You’ve never seen socks like these!”

The socks sold out the first day.

Obviously, one should never underestimate the power of a good headline… and the way that curiosity will attract people.

What’s among biggest hurdles at a large art show or crafts fair? Getting people to your booth… before they’ve spent all their money at other booths.

Bring a friend or hire someone to mingle in the crowd with half-sheet flyers that have a clever headline. It could be a direct steal from the argyle headline such as, “You’ve never seen yarn like this!”

That might be enough to bring customers to your booth. Or, you might want to add an extra incentive, offering them an extra freebie. Maybe you have a free, vintage knitting pattern for them. Or you offer free gift wrapping. Or… well, anything free is a good idea.

(If you know a food vendor who’ll be working at that fair, maybe you can offer your shoppers a “10% off ” coupon for a large beverage from that vendor. Though that will send shoppers away from your booth, it may be enough to get them to your booth in the first place. Then, your challenge is to sell them something before they leave.)

Curiosity is a powerful sales tool. Adding a freebie may not be necessary, but it can help.
The game at any art fair or crafts show is to attract shoppers to your booth before they’ve spent their money elsewhere, or bought from a competitor.

Advertise at the show, as well as before it. Be creative. After all, that’s what you do best!

Often, owners of new art galleries visit shows like this, to spot new talent. You may be invited to participate in an upcoming gallery show, or find a similar opportunity to “move up” to galleries.

Here’s how it works for me:

I’m painfully shy in real life. Oh, with enough preparation, I’m fine in front of an audience. But, one-on-one such as fairs & festivals… I tend to stammer and blush a lot.

Don’t just stand there, do something!

I set up my portable easel or create a work space at my table. I casually work on some art. That helps me to dilute the focus. When someone approaches, I’m less self-conscious; we’ll usually be discussing my art, not me, personally.

Curiosity–wanting to see what I’m doing–also attracts people to my booth. Because my attention seems primarily on my work, visitors feel less “stared at”, too.

I look up regularly and smile, even if no one is watching me. I’ll usually break the ice by saying, “Isn’t this a GREAT day!” or something. Most people agree, and we chat a little about the weather before talking about whatever I’m working on, and/or selling.

Be memorable with freebies

I usually give out freebies of some kind. Maybe it’s a simple crafts pattern… a single b&w sheet that I’ve photocopied. Maybe it’s a dish of sweets or wrapped candies, with a “take one” sign next to it.

(If you can, put your name and URL or contact info on each one. That’s smart advertising!)

But, I try always to give my visitors something. It brings them into the booth, and they leave with a smile. I’ve been amazed at how many remember me for that, years later, and come back to buy something as a “thank you.”

I’ve tried professional arts/crafts festival circuit, and–especially for beginners–I recommend smaller fairs instead. I prefer the less expensive shows & fairs; at them, I can relax more. It’s not much cash out of my pocket if I don’t sell anything, and–worst case–if I create art all day, I’ve accomplished a lot.

Also, at the less expensive venues, my booth has a chance of shining in the crowd. I always work on looking professional, whether it’s a small fair in a church hall or a glitzy festival show.

At smaller fairs, the other vendors are among my best customers, too, so it’s good to be friendly. Yes, I suppose that we’re competing for the customers’ dollars. I never see it that way, myself, and I try never to act that way.

And finally, it’s vital to have items at the lower price range for people on a tight budget. Or, for people who’ve never bought original art or crafts before, and won’t fully appreciate an item’s value until it’s been displayed in their homes for awhile.

Plan to make the day fun for people who pause at your booth or display. You’ll go home with a bigger smile, and perhaps more money in your wallet as well.