I have a few pointers or at least some things to pay attention to.
Make sure you have a classy looking booth/display. Yeah, I used to use
sheets for tablecloths until I could afford the real thing.
Pay close attention to what DOES sell and make more of those.
Really listen to the customers coments about your work. If something comes
up over and over again, go with it.
I have found that many things sell better than a few. If I only have 6
angels left to sell they take forever to sell at the show. If I have gobs
of them all around I sell a lot more. A display of a full basket of beads
sells better than just a few scattered around.
Packaging believe it or not is a big thing. People love boxes. I buy clear
top gift boxes and string my items to a piece of mat board I've cut to fit
the bottom. I have many angels that are sold this way and I've sold many
necklace and earing sets this way too. I always use the same color of mat
board for everything. I offer a 'bakery box' at the time of sale for a
quarter. I pay .15 and give some away as well. I've bought tiny white
cardboard boxes and put a pair of earings in through the mat board again
and sell those.
Keep things consistant and try to go for a 'look'. I use all the same font
from my business cards to my order forms and tags. I use all the same
color (navy blue) from my tablecloths to my mat board to the display
racks. People begin to recognize the look.
Everything should have your name address and phone number and e-mail.
Tags, reciepts, business cards, letter head, bags, photos, slides.
Hand out your business cards like confettii.
Having one or a few really big expensive pieces with the smaller less
expensive items sells the less expensive stuff. I have framed elegant
angels standing on easles for 200.00 next to a display of angels for
13.95. Sometimes I actually sell the big ones but mostly they are for
show. I think they really want the big one but buy the less expensive
instead and feel like they got a deal or got a piece of something really
great. Put some big prices out there (without ever intending to sell it)
to give your work a good looking 'high' mark. Of course you have to sell
it if they want it but you know what I mean.....
A show billed as an art show or that has art in it's title is usually the
better show. Go for juried shows and ones that ask for slides. Ask other
crafters where the good shows are. They usually know.
If someone is buying this attracts other customers. Rattle that bag and
rattle that change! Go around to the front of your own booth (when it's
slow) and act absolutely facinated with an item on your table. People will
come over to see whats up.
Bring clay and pieces of cane to demo. This has attracted quite a crowd
for me and others want to get in on whats up in that booth with all those
If the booth next to you is setting up to sell puppies, just leave. Forget
the fee, just go home and get out the clay.