Top 5 Tips for Selling at Makers’ Markets and Fairs
Since I started working in this wonderful creative industry back in 2013, I have been privileged with attending over 400 artisan markets nationwide, making wonderful friends and equally making lots of mistakes along the way! I would love to share some of the tips and insights I’ve picked up along the way selling cards, cushions, coasters and prints.
Markets will always be my first love as they provide a wonderfully supporting and safe environment to experiment and try new things! There is instant feedback too - if you don’t have money in your pocket at the end of the day, it is clear you need to change something or find different customers. I am deeply indebted especially to Altrincham Market, Levenshulme Market, and the Makers' Markets around Manchester and Cheshire. These platforms were instrumental in elevating my business to a stage where it now supports numerous artists and other creative businesses, both via Wraptious and SmithTaylor.
With my journey spanning 400+ markets, the road hasn’t been without its hurdles. Despite many occasions where I nearly gave up, these challenges also presented opportunities for growth. The dynamic nature of markets meant I could swiftly adapt strategies based on immediate feedback and sales—a luxury seldom found elsewhere.
In a world dominated by digital transactions, the tangible experience of selling at markets offers a unique thrill and immediate gratification. If you're contemplating joining the craft fair circuit or seeking ways to enhance your current approach, here are my top five recommendations for a successful market experience.
1. COMMIT TO THE FULL DURATION
Securing a spot at a market is a commitment—ensure you're there from start to finish. Arriving early can afford you the best location choices, which can significantly impact your sales potential. Even in markets with predetermined spots, an early setup will allow you more time to sell. Building rapport with organisers can also open doors to prime locations in future events.
I’m always surprised when I see vendors pack up early, unless they’ve 100% sold out. Staying till the end and packing up slowly, has often led to significant post-closing sales, especially from latecomers or those enjoying the event's calmer atmosphere.
It is also important therefore to stay hydrated and energised for the full day - bring plenty of food and drink. You’ll want to converse with customers and be on your feet much of the day too, so wear sensible footwear!. Consider therefore bringing a mat (or even cardboard) for insulation against cold surfaces, especially in winter months. Finally, befriend your neighbours, especially if you’re attending the market on your own and need someone to keep an eye on your stall if you’re go to the toilet!
2. MAINTAIN AN ATTRACTIVE AND DYNAMIC DISPLAY
Everyone will naturally take pride in their stall and want to put on a great display. But what can a ‘great display’ actually look like? You want to aim to captivate passersby, and clearly convey what you are selling and your brand identity to make people stop and look!
Using different markets to experiment with layout enhancements, like additional tables for spatial depth or creative shelving solutions to elevate your presentation. Most markets will offer a table for free, but take a couple of your own to make extra space. Consider other innovative display methods such as washing lines (especially if you have a gazebo you can tie string to), baskets, ladders and crates. Clear signage and transparent pricing are also key. Make it fun!
Regularly tidying up your space will keep it appealing and encourage interaction too - customers have a habit of making a stand untidy! Make sure you have a couple of lines you can confidently share about your products and brand - what makes what you’re selling awesome?! A good story makes a brand and people love supporting businesses who have values they feel connected to!
3. STRATEGISE YOUR PRICING
Offering a variety of price points to cater for different budgets may be worth exploring. Some low-cost items like our coasters and keyrings for impulse purchases (when the public has spent all their money on food and drink!), alongside more higher value items will help appeal to different customers.
The hardest task is attracting customers and making a sale in the first place. Once you have an engaged customer, focus on how you can increase their ‘basket size’. For instance, consider having offers (such as Buy Two Get One Free) to upsell.
Reflect also, on your market coals. Why are you there? Are you doing market research, or wanting to turn a healthy profit? Then price your products accordingly, factoring in all your materials but your own time and effort too (including the time you spend attending the market).
Inevitably, you’ll receive some customers wanting to haggle. It’s up to you how to manage those. Personally I find it frustrating when some do not appreciate the time and skill that goes into making products, but I also appreciate times are hard right now. You may want to consider offering small incentives, if feasible, to enhance customer satisfaction without undervaluing your work. But never feel pressured to agree to a sale you’re not comfortable with.
4. BE WEATHER-WISE!
Manchester's unpredictable weather has taught me the importance of preparation! Most are prepared for wet weather, but fewer are prepared for strong winds, in my experience! My first market had my stall blown away in the wind, and I’ve lost track of the number of gazebos I’ve seen fly over carparks! A good market organiser will be aware of these things, but consider bringing weights just in case. Tools in your arsenal like paper towels, duct tape, clamps and plastic sheeting you may find useful!
Consider strong sunlight too. I’ve seen prints destroyed by moisture build-up in cellos, food melt and products bleached from sunlight. Thankfully our SmithTaylor products have a UV protected laminate!
Finally, if indoors or exhibiting outside after sunset, consider bringing your own lights. Never rely on the organisers which are usually rubbish. Extra lighting will always make your stall look more inviting.
5. MAKE IT EASY FOR CUSTOMERS
Attracting customers to your stand is the hardest challenge. Once there, make it as easy as possible for customers to purchase from you. For instance, allow diverse payment options including cash and card.
Ensure your stall leaves a lasting impression with takeaways like flyers or business cards too. Encouraging newsletter sign-ups for future engagement and then maintaining an online presence to foster ongoing customer relationships is awesome. Many customers take time to purchase from you, so this is a great way to inform your followers of your market schedule which can build anticipation and loyalty.
I’d love to hear about your market experiences and any additional tips you might have. Share your stories and advice with us!
Simon x
