By Tina Martin

Whether you're one of the almost 2.5 million Americans who work primarily as an artist, according to the National Endowment for the Arts, or you're just dabbling with a side business, craft, and vendor shows, it’s important to get your handcrafted goods in front of an audience that's ready to buy. Preparing for a show can be both exciting and a tad overwhelming. That’s why My Sketch Journal has assembled these surefire tips for success.

Pricing Properly

If you've already joined the 7.7 million active sellers on Etsy or other venues, you have a general pricing strategy. You need to price goods to absorb the cost of materials, time, and overhead expenses to make a profit, but you also have to be reasonably priced so people will buy.

Vendor fairs have extra expenses, including booth rental, which can range from under $50 for small fairs to hundreds at larger events. It’s important to factor these expenses into pricing.

Finding Funding

If you need funds to improve your marketing and sales procedures, there are lots of small business loans out there, and grants available to artists. Bear in mind lenders will look closely at your financials, including your debt-to-income ratio. Many lenders won’t hand out loans if one’s ratio is 35% or higher, but if your gross monthly income is high enough that percentage can be higher, as there’s more assurance that payments will be made on time. 

Managing Your Inventory

Decide how much inventory and what type of products you'll bring. Keep in mind that varying price ranges can boost sales by meeting different budget constraints. Research the typical traffic at the show so you bring enough products, but not so much that you don’t have space for everything. Using inventory tracking apps can help you monitor your sales and inventory, improving your preparation for future shows.

Creating Your Display

Brand your booth to fit your sense of style and personal flair, and to stand out in rows of similar booths. Large, colorful banners and eye-catching displays help attract visitors. Use high and low displays to create more space and make products easier to see. Price items clearly.

Processing Payments Securely

Accepting multiple payment methods can increase your sales. Bring plenty of change for cash buyers and have appropriately safe methods for carrying and storing it. Mobile payment apps and card readers, like the Square card reader, make card processing easy and secure.

Creating a Logo

A well-designed logo can help to build brand recognition and instill trust in potential customers. It should be simple enough to be easily remembered, but also unique enough to make an impression. You can use an online logo creator to make a custom logo that is timeless and versatile and that can be used across a variety of platforms and applications. You’ll have a range of customizable options to choose from.

Connecting With Customers

Focus on connecting with customers instead of selling your product. Chatting with visitors and telling them your story can help build trust and encourage them to buy. You could also use handouts and your website to spread the word about you, tying in your personal brand for a professional presentation. As Creatively Squared notes, a customer-centered approach also encourages buyers to follow you on social media for potential future sales.

Preparing for Taxes

Make tax season easier by accurately recording all sales from craft and vendor shows. Forming a limited liability company (LLC) offers limited personal liability and tax advantages. The process varies by state. To form an LLC, you must choose a name with LLC in it, appoint a registered agent, and file articles of organization with your state’s appropriate office. Using a formation service is an affordable way to get help with creating an LLC without expensive lawyer fees. However, compare the offerings of Zenbusiness vs Legalzoom. Choosing well can save you hundreds of dollars in your first year of business.

Increasing Individual Sales

Use simple strategies to gently encourage buyers to add a few more things to their purchase. Offering a special deal at the show, such as free personalization, a free item with a minimum purchase, or buy-one-get-one (BOGO) deals, might convince people to buy more. Upselling by suggesting an item that works well with what they're already buying is another strategy. You can also put together bundles of items that go well together to inspire people to buy it all.

Succeed at Vendor Shows

Craft and vendor shows are more successful when you take a customer-focused approach and have a variety of products that appeal to the audience. When you manage your inventory, design a logo, offer your customers deals, and structure your business as an LLC to gain tax advantages, you’ll have a successful showing not just for your first event but for those you’ll attend for years to come!

Tina Martin is a guest writer for My Sketch Journal. Check out her website at ideaspired.com